1 © 2018 memoryBlue memoryblue.com CASE STUDY: Increasing Sales Qualified Leads — Filling a Gap for Metastorm Introduction: As a sales and marketing professional, you know the relationship between the two is often a struggle — especially in regard to the identification, development, and engagement of sales leads. Marketing focuses on the big picture: how to create demand for its products and services to increase revenue over the course of the year, and provide leads for the sales force to build relationships with in order to create a consistent revenue pipeline. In turn, sales focuses on the short term: how to close more deals by the end of the week, month, and quarter, and looks to marketing for qualified leads they can close quickly in order to make their quota. This gap in

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