#DAAC

THE END OF THE MARKETING LEAD HOW TO DRIVE SALES & MARKETING ALIGNMENT

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LL

Standardized on CVI and Lead-to- Revenue

#DAAC

Marketing focusing on leads, not revenue

Show me the money your leads are

bringing!

Marketing is not aligned to how we sell

Sales has no skin in the game of our marketing plans

Sales was a spectator of Marketing programs

Thousands of leads untouched or lost

No common lead language

#DAAC

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Demand Generation

Inside Sales

Outside Sales

Consistent across Iron Mountain

Structured lead passing

between groups

#DAAC

Collaboratively determined by

segment leaders

Vary by business segment

Approved by management

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