A new marketing mandate?

©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.

For sales and marketing to meld, companies must focus efforts squarely on the customer

Media Business, 3/11/11

Before heading home for the weekend, marketing managers at IDG Enterprise prepare a Marketing Pipeline report to distribute to the sales teams of the company’s various brands, which include Computerworld, InfoWorld and Network World. Sales and marketing executives then huddle to discuss the reports and devise marketing strategies for specific customers and prospects.

On a corporate level, Bob Melk, senior VP-group publisher at IDG Enterprise, meets weekly with the company’s VP-marketing to consider the company’s overall go-to-market strategy, changes in the sales process and new-product offerings.

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