It’s 8:00 AM on Monday morning. An employee of yours sits at their desk drinking coffee and going through emails. They get curious about an eBook and the latest inbound campaign.
They ask themselves, "We get three times as many leads from the XYZ eBook, but are those leads converting to Marketing Qualified Leads (MQLs)?”
If your employee has a question like this, how do they get the answer?
For many organizations getting an answer means filing a Jira ticket and a Salesforce Administrator may respond in two days. By then, that employee has moved on and they no longer care. Or worse, they never make the request.
In this latter scenario, the friction of making the request and waiting for the answer overrides their innate curiosity. The busier the team member, the less likely they are to scratch that itch.
If you’re a member of the leadership team at a B2B SaaS organization, you should be asking yourself:
Can our employees satisfy their curiosities in the time it takes to finish a cup of coffee?
If the answer is no, you’ll want to keep reading.