HPE faced a dual conundrum. There was a growing volume of stalled last-stage leads & early-stage marketing generated opportunities (MGO) that were not progressing through the buyers journey. This was because of an unaligned and under-prioritized lead criteria and opportunities generated by marketing.
It was important to resolve this and reset any misconception around the Marcom teams contribution to revenue in the organization,
Re-establish Sales and Marketing Alignment by improving lead quality via lead management, establish SLAs between sales and marketing, and accelerate /re-activate stalled opportunities on behalf of sales via these core solutions: