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The synthetic marketing-to-sales handoff contract
A handoff is measurable only when release, acceptance, response, exception, and outcome are separate records.
| ID | Release and qualification | Acceptance or return | SLA clock | Owner and exception | Next event and outcome | Disposition |
|---|---|---|---|---|---|---|
| H-01 | Released; ICP, need, region, and consent pass | Accepted at 09:30 | Starts at acceptance; response due in 24h | AE-Alpha; no exception | First response at 13:10; opportunity created | Included in accepted and response rates |
| H-02 | Released; same rule version | Returned at 10:15 | Clock stops on return | AE-Alpha; budget field missing | Marketing enriches record; no opportunity by cutoff | Return reason reported, not silent loss |
| H-03 | Released; qualification passes | Accepted at 11:00 | Response due in 24h | AE-Beta; capacity open | No qualifying response by cutoff; opportunity not created | Accepted, not response-complete |
| H-04 | Held before release | Not handed to sales | No sales clock | Marketing queue; duplicate detected | Merged with existing record | Excluded from released denominator |
| H-05 | Released; qualification passes | Accepted at 12:00 | Response due in 24h | Fallback queue; territory exception | Response at 36h; opportunity created | Late response and exception retained |
| H-06 | Released; qualification passes | Accepted at 14:00 | Response due in 24h | AE-Gamma; owner reassigned | Response at 4h; disqualified after discovery | Accepted and response-complete, no opportunity |
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Reference & Evidence
Source: Author's synthetic handoff contract grounded in Biemans, Malshe and Johnson (2022), Sabnis et al. (2013), and Terho, Salonen and Yrjänen (2023). Fields, timestamps, and outcomes are illustrative.
Each line is a claim from the register this journal publishes against, resolved from the register at build time.
- A The review's own count: "we identify 73 articles" about the sales-marketing interface, published 1990 through 2021 Biemans, Malshe & Johnson. (2022) ·
BMJ22-C1 - A The coding scheme, in the review's words: "structural linkages refer to the horizontal platforms or interaction" channels established for interdepartmental activity, alongside role linkages, interactions and perceptions Biemans, Malshe & Johnson. (2022) ·
BMJ22-C2 - A The sample, from the paper: "we received 562 surveys for a response rate of" 21.08%, "we retained 500 usable responses", and the analysis uses "data from 461 sales reps from four firms". The 70% in the same abstract is guarded by FUN-X1 and never travels with this row Sabnis et al. (2013) ·
SCCL13-C1 - A Time allocation is the mechanism: "the proportion of time that sales reps devote to marketing leads depends on organizational lead prequalification" Sabnis et al. (2013) ·
SCCL13-C5 - A "the sales development processes relating to lead research engagement and handover are conducted in four distinct application contexts" to qualify leads for the outside salesforce Terho, Salonen & Yrjänen. (2023) ·
TSY23-C1 - A The four contexts are named: "sales development processes can be applied in outbound prospect focused outbound account based inbound prospect focused and inbound account based lead management contexts", and the processes "vary depending on the nature of the l"ead Terho, Salonen & Yrjänen. (2023) ·
TSY23-C3 - B A marketing-to-sales handoff is a dated interface where one owner releases a qualified work object and another owner accepts, returns, or holds it Author framework grounded in BMJ22-C1, SCCL13-C1, and TSY23-C1 ·
V08-OWN-C1 - B Handoff acceptance is accepted released records divided by released records under the declared scope Author formula set ·
V08-OWN-C3 - B Handoff latency and response completion describe interface operation and do not by themselves prove attribution or conversion causality Author negative boundary ·
V08-OWN-C6 - A Sabnis et al. analyze marketing-lead follow-up in relation to lead quality, volume, tracking, experience, performance, and compensation context SCCL13-C1 to SCCL13-C5 ·
V08-OWN-C9
Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.
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