May 2, 2019 | Written by: Mike Fino
Passing quality sales leads from our salespeople to partners is crucial to bolstering a thriving partner ecosystem, and data shows that the faster we can pass these leads on, the greater the chance of closing the deal.
According to a 2017 study by IBM’s Chief Analytics Office (CAO), sales leads that are passed within a 48-hour window close with 10 point higher win rates than leads passed within a longer time frame.
But making this happen in a 48-hour window in an ecosystem as large as ours is not as easy as it sounds. Business opportunities need to be vetted and matched with partners based on a myriad of pre-identified parameters, such as their performance, product expertise, customer experience, industry expertise, local proximity, and social network.