Sales and Marketing Alignment at Axonify

February 29, 2016

Axonify focuses on driving employee knowledge in corporate enterprise, ensuring that every employee has what they need - in their heads or at their fingertips - to effectively do their jobs.

Enterprise deals80+ customers65 employeesWorldwide presenceGrowing rapidly

What makes a Marketing Qualified Lead?

Business Fit

• How big is the company?

• What is the job title?

• Where are they located?

• What is the industry?

Grade

Digital Body Language

• Which pages viewed?

• What content downloaded?

• What video watched? How much?

• What other actions?

Score

+

ODR Role

•Every part of the sales cycle is critical but the ODR (BDR) sets the stage for success.

•Playbook’s actually work! Sales is a performance and you only have once chance to get it right.

•Build consistency around messaging and process to enable the front line.

•Establish a clear criteria for what a SQL looks like.

Typical day

LinkedIn/ Twitter

Tradeshow Prospects

Webinar Prospects

Named Accounts

General Inbound

New Candidate Profile

•Community engagement•Competitive•Strong communicators•Ability to think quickly•Curious attitude •Aspiring entrepreneurs•Business Degree (passion for business)

7 Learning Points for Sales-Marketing Alignment

1.Work backwards from revenue2.Include sales in the marketing strategy process3.Clear pass criteria and processes4.Clarity around who owns what opportunities5.Each rep has one ODR6.Strong communication between the rep and the ODR7.Pass sign-off by all parties

Questions

Fuel your people + Power your organizations | 8