In one of my recent posts on creating a lead score model, I mentioned that lead scoring can decrease Account Value. Whilst lead scoring can bring in higher Sales Volume it may do this at the cost of Account Value. I want to quickly explore this idea a bit more today. What is a valued lead? For this, we want need to define value. For all businesses, this will be a combination of:...
Sales and Marketing (S&M) and Research and Development (R&D) often compete when it comes to company budgeting. For budget managers and shareholders alike it’s interesting and beneficial to compare companies spend in this area to get insight into strategy and design budgets. A good start would be to look at how some of the largest US listed Software companies split their spending between S&M and R&D. This plot below illustrates that there is a large range of spending choices, right from Square through to Splunk....