Marketplace Use Cases
SDR / BDR to Sales Handoff
This is the cornerstone use case for the marketplace.
The marketplace is a great way to distribute new prospects SDRs source to the sales team to work them. If you are currently using a round robin distribution model the Marketplace can be installed in less than 60 minutes. You can either completely replace the round robin method or use the Marketplace as a pre-round robin. All new prospects go to the marketplace first where sales reps can cherry pick a select few prospects. The prospects not selected by a sales rep will continue the path and get distributed via existing round robin.
SDR / BDR to Sales Handoff
This is the cornerstone use case for the marketplace.
The marketplace is a great way to distribute new prospects SDRs source to the sales team to work them. If you are currently using a round robin distribution model the Marketplace can be installed in less than 60 minutes. You can either completely replace the round robin method or use the Marketplace as a pre-round robin. All new prospects go to the marketplace first where sales reps can cherry pick a select few prospects. The prospects not selected by a sales rep will continue the path and get distributed via existing round robin.
Marketing Leads
Event, webinar and white paper leads: Just hosted a webinar, published a new white paper or attended an event as a vendor and have a list full of new and interesting leads? List them for sale in the marketplace and allow the sales team to go shopping for prospects they want to work. They will be way more into the leads they get if they get the opportunity to pick them.
Tier 2 and 3 Leads and Accounts
If you currently have territories established and tier 1 accounts asigned then the Marketplace is incredibly effective to give new life to all of the secondary TAM that is not already pre-assigned. Any non tier 1 TAM that a SDR generates a demo with can be listed in the Marketplace for AEs to purchase. This is a great way to add more pipeline to the existing system you already have in place and find prospects that are otherwise not really being worked.
Tier 2 and 3 Leads and Accounts
If you currently have territories established and tier 1 accounts asigned then the Marketplace is incredibly effective to give new life to all of the secondary TAM that is not already pre-assigned. Any non tier 1 TAM that a SDR generates a demo with can be listed in the Marketplace for AEs to purchase. This is a great way to add more pipeline to the existing system you already have in place and find prospects that are otherwise not really being worked.
Recapture Disqualified Opportunities
According to Operatix almost half of all newly generated sales prospects get disqualified by the sales team and never make it to stage 2 in the opportunity funnel. The marketplace can help you recapture those disqualified opportunities by allowing them to be listed in the marketplace once disqualified by the sales rep. In this process, the disqualified opportunity becomes available to other sales reps who are excited about and wants to try and work that opportunity.
Site to Sales with Site Sonar
Site Sonar technology turns anonymous website traffic into hot leads in the Marketplace. Site Sonar will harvest these previously unknown visitors and create a listing in the marketplace for SDRs or sales reps to purchase the opportunity to work it. Any listings not purchased will continue to the marketing team for nurture. READ MORE
Site to Sales with Site Sonar
Site Sonar technology turns anonymous website traffic into hot leads in the Marketplace. Site Sonar will harvest these previously unknown visitors and create a listing in the marketplace for SDRs or sales reps to purchase the opportunity to work it. Any listings not purchased will continue to the marketing team for nurture. READ MORE