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Sales Follow Up on your Marketing Leads (MQL SLA)

Question asked by Sean Richards on Jun 24, 2018
Latest reply on Jun 26, 2018 by Sean Richards

Hi Commuinity,


I found this excellent presentation from summit 2017 on MQL Follow Up and SLAs. The Marketing Nation Summit, April 29 - May 2, 2018 – Marketo - 2017 Recordings


I am in the middle of building a lot of this stuff and would love to know how others have attacked this.


The way we current do this:

* MQL Alert to Sales, set a follow up checkbox and timestamp it

* Post Event, any leads that are MQL or just requested follow up use the same logic

* Once the checkbox is cleared, we timestamp that end date as well


This has many flaws, but it's better than nothing.


But what really grabbed my attention was the way they built the persistent follow up into the Marketo automation.


The way we are planning to do this is use our sales engagement tool (currently Cirrus Insights) to kick off "flight plans" which are their cadence driven nurtures.


This would mean the tracking of the follow up after the initial one is lost into another app.


I also love how this presented method also surfaces all the dashboarding in SF.


What is everyone else doing to handle this SLA governance? Anyone want to jump on remote meeting to share?