Case Study

Verint: From Sales-Mandated "Do Not Engage" to True Alignment

January 1st, 2018

Summary

A disciplined, process-based approach to lead management requires agreement between marketing and sales on definitions and service-level agreements and a mutual commitment to balancing lead quality and quantity. Many organizations must overcome a lack of common lead management processes and sales team skepticism to drive greater alignment between sales and marketing and improve conversion rates. By building a common vision and implementing the Demand Waterfall® and other best practice frameworks, Verint realized significant gains.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.