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Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

Pointclear

JULY 11, 2011

Curious about how long each has been a public company, I checked on the years in which their stocks were offered: Salesforce.com – 2004; SuccessFactors – 2007; and NetSuite – 2007. Extensive pricing pressure from competing services/products at lower prices. Customer needs can shift quickly.

Outsourcing Services 173
Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173
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How many inquires does it take to make quota?

Pointclear

MAY 15, 2012

Next month: Predicting the sales results from a group of inquiries. i Obermayer, James, Sales and Marketing 365, Racom Communications, 2004, page 17 Number 12. If you just rely on your sales force, you’d better have a sales manager with a backbone to be sure the 100% follow-up rule is unbreakable. ii Called the Rule of 45.

Quota 165
Quota Telemarketing Sales Qualified Lead Follow-up 165
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