Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics
ViewPoint
JULY 11, 2011
This would include implementing SiriusDecisions’ demand waterfall that defines leads in the following way: Marketing Qualified Lead (MQL) – Qualified and delivered by marketing Sales Accepted Lead (SAL) – Reviewed and accepted by sales Sales Qualified Lead (SQL) – Contacted and further qualified by sales.
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