2011 Media Sales Cycle Viral 
Cracking the Code
NOVEMBER 10, 2009
In regards to calculatimg the "Magic Number" - should the amount included as sales and marketing costs match the length of the sales cycle? That is, if a company had a sales cycle of 6 months, should they include the past 2 quarters' of costs and not just the last quarter? sales and marketing. (10).
Cracking the Code
OCTOBER 9, 2009
However, if the SaaS & Cloud computing industry is doing relatively well in this downturn, the recession has severely impacted the sales&marketing productivity of these companies, with longer sales cycle, smaller deal size and limited upsells opportunity. sales and marketing. (10). ► 2011. (2).
Cracking the Code
OCTOBER 10, 2008
In my case (LucidEra -- a SaaS analytics provider focusing on sales, marketing, and financial analytics), weve found that success requires not only building some best practices for analytics into our solution, but also coming up with a repeatable and scalable way to show the customer how to use the analytics and how to interpret the results.
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