SVP of Global Sales for Armor Cloud Security details how to start creating interlock between the sales and marketing teams.

Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security


Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters your defenses, uncovers hidden threats, and prevents security breaches.


Stay tuned for the second segment of this interview next Saturday. 


Below is a timestamped summary of the show segments and the topics covered.


Unpacking the Touchpoints Between Sales and Marketing

  • Optimizing the go-to-market engineminute 3:10
  • Working with your peer in marketing to have a single view of the customer, success, and go-to-market strategy. minute 4:13 
  • Deciding the right hand-off between marketing and sales. minute 5:42
  • Creating multichannel content. minute 7:15 


Skip to minute 6:07 to listen to Stephen explain where the hand-off between sales and marketing occurs at Armor: 


“Explicitly marketing is doing scoring against a core set of metrics, which is engagement with us either through syndication or other vehicles and once that scoring rubric meets a certain level, they’re then passing that off to our BDR team. That’s where the hand-off though, between marketing and sales, occurs. So once that MQL scores up, it then falls into the BDR team. They then go through their qualification process, then it passed off to the sales team as the sales accepted lead and kind of a standard process that I think you and most of your teams understand…” 


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Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.


Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.


Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.



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