Feature Articles

The lingering effects of the Great Recession have caused a lot of slowdowns in the pipeline. Deals expected to close in the current quarter are often getting clogged and pushed out later in the year. Given this reality, many marketing organizations are investing in sales enablement tools and processes to accelerate deal flow and maximize the productivity of their sales teams.

According to IDC’s 2009 Tech Marketing Benchmarks, more than 80% of enterprises with $5 billion plus in revenue now have a sales enablement role in their organization. However, that number drops steadily as you move down the food chain to just under 80% for organizations with $1 billion $5 billion in revenue, 60% for companies between $500 million to $1 billion in revenue and less than 40% for companies with under $500 million in revenue.

One of the most critical elements of any successful demand generation program is a common set of goals, measurements and processes among the sales & marketing departments. To work cohesively, each team must align its efforts with one another to streamline the marketing and selling process. In this special DemandGen Report, we are profiling 6 leading organizations as part of our second annual Sales & Marketing Alignment Awards.