Do I have the right synergy between the Sales & Marketing Operation’s?

Brian Zimmerman

October 7, 2009

I speak with many CEO’s every week that are either raising venture capital or have taken a venture capital investment. One of the first assessments we do internally at Openview Venture Partners is the Sales and Marketing Operation.

Here are a few simple questions I suggest the CEO ask to assess their team:

1. Does your Sales Head and Marketing Head refer to each other’s group as “they” or their own as “we” ?

2. Ask for the definition of a “Qualified Lead”, do each answer the same?

3.Do your internal Sales and Marketing Meetings ever have representation by both groups?

Without the two groups working together, holding each other accountable, and working through issues together……neither can hope to be successful.

SVP Marketing & Sales

<strong>Brian Zimmerman</strong> was a Partner at OpenView from 2006 until 2014. While at OpenView he worked with our portfolio executive teams to deliver the highest impact value-add consulting services, primarily focused on go-to-market strategies. Brian is currently the Senior Vice President of Sales and Marketing at <a href="http://www.5nine.com/">5Nine Software</a>.