How Shared Team Compensation Drives Alignment and Pipeline Growth

Is your marketing creating deep pipeline penetration? Tied directly to revenue creation? Are your content, demand gen, and BDR teams fully aligned and collaborating?In this interview, Acrolinx's VP of Revenue Marketing, Mariana Just, emphasizes the importance of team collaboration in today's complex business landscape. Acrolinx prioritizes pipeline opportunities and aligns the objectives of content marketing, demand generation, and business development teams. Acrolinx's revenue marketing model focuses on the entire sales funnel, with BDRs playing a crucial role in pipeline development. This collaborative approach integrates content marketing and data-driven insights to identify prospects and optimize demand-generation campaigns. Mariana Just explains how marketing needs to contribute to revenue and how they have an all-hands-on approach to creating pipeline opportunities that go further into the funnel – beyond lead generation and the typical MQL qualification. Her point of view is that there's no demand generation without content marketing, and that everything they spend as a company on demand generation ends up on the desk of the BDR team—thus creating the need for ultimate alignment between these teams.Listen now to learn all about the Acrolinx success model that is attributed to its shared compensation structure, aligned goals, and culture of collaboration, which transforms marketing into a revenue-creating machine. Mariana answers all these questions below and many more.How do you create the ultimate alignment between teams?What is your perspective on the team’s roles around MQLs?Is there a feedback loop on successful content creation and driving pipeline?How is marketing and pipeline penetration handled differently than at other companies?What is the biggest difference between a focus on MQL vs. pipeline?How do you define the role of the BDR team within pipeline development?What is the overall takeaway that you want to leave us with today?

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