Top Down
Bottom Up
Top Down
Budget-driven Model
New Leads Produced
Marketing Quality Leads (MQL)
Sales Quality Leads (SQL)
Opportunities Created
(OPPS)
(OPPS)
Deals Created
(Business Units)
(Business Units)
$
Bottom Up
Revenue-driven Model
$
Deal Created
(Business Units)
(Business Units)
Opportunities Created
(OPPS)
(OPPS)
Sales Quality Leads (SQL)
Marketing Quality Leads (MQL)
New Leads Produced