Understanding where a lead stands in the funnel can make or break your marketing and sales alignment. But for many system integrators, the line between a marketing qualified lead (MQL)and a sales qualified lead (SQL) is blurry — or nonexistent.

Let’s figure it out together during this Marketing Special Interest Group meeting!

(Note: This will NOT be recorded, so plan to attend the live event if you don’t want to miss out!)

The event will kick off with a very short presentation from Lindsey Weimer, Business Development Director, MartinCSI, on how her team defines and qualifies leads — and what’s working.

Then it’s your turn! Brainstorm with your peers about:

• What is an MQL vs. an SQL — and does your team have a shared definition?
• How do you qualify a lead? (What criteria move someone from “interested” to “ready to buy”?)
• Lead scoring (What behaviors and signals matter most?)
• The marketing-to-sales handoff (Where does it break down — and how do you fix it?)
• Nurturing MQLs (What content and touchpoints move leads down the funnel?)
• Measuring what matters (MQL-to-SQL conversion rates and what they tell you)
• Getting marketing and sales on the same page (Easier said than done!)
• And more!

This will NOT be a typical webinar presentation – the format will be a virtual meeting – (which means mics and cameras on please 😊) so that you can get practical advice from the real experts – your peers!

What You Should Bring

• How your organization currently defines (or doesn’t define!) MQLs and SQLs.
• Your burning questions about lead qualification and the marketing-to-sales handoff.
• A willingness to exchange and explore!

What You Should Know

• This event is for employees of CSIA member companies.
• This session will NOT be recorded.

What You Can Expect

• A very short presentation from Lindsey Weimer, Business Development Director, MartinCSI, on real-world lead qualification in the SI industry
• Topic prompts for your breakout room
• Recap of the breakout room discussions
• What’s next

If you are interested in collaborating and networking with other marketers in the SI industry, then this meetup is for you.

Not a marketer but know someone who is? Pass this invitation along – this group is open to any employee of a CSIA member interested in learning and sharing marketing tips, tricks and best practices!

About the CSIA Marketing SIG

The CSIA Marketing SIG is a peer group designed to help CSIA members exchange ideas, stay current and build a community of people who want to talk – and learn — about marketing for system integrators.

Whether you are brand new to marketing or a seasoned professional, this special interest group is a unique opportunity to meet other people who do what you do – or who are interested in it!

To make sure you stay up to date on what’s happening with the CSIA Marketing SIG, subscribe to the Marketing SIG forum here. (You will need to be logged in.)

About the CSIA Marketing SIG 

The CSIA Marketing SIG is a peer group designed to help CSIA members exchange ideas, stay current and build a community of people who want to talk – and learn — about marketing for system integrators. 

Whether you are brand new to marketing or a seasoned professional, this special interest group is a unique opportunity to meet other people who do what you do – or who are interested in it! 

To make sure you stay up to date on what’s happening with the CSIA Marketing SIG, subscribe to the Marketing SIG forum here. (You will need to be logged in.)