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How B2B Marketers Use Sales and Marketing SDR Handoff SLAs
Description
In this episode of B2B Marketing with Fexingo, Lucas and Luna tackle a pain point every enterprise marketer knows: the handoff from marketing-qualified lead to sales development rep. They drill into the specific mechanics of Service Level Agreements (SLAs) between marketing and SDR teams — not generic theory, but real-world numbers like the five-minute response window that tripled pipeline for one cybersecurity firm. Lucas breaks down the tiered SLA model: speed-to-lead for hot inbound, account-research handoffs for tier-two accounts, and revamped lead scoring for long-cycle enterprise deals. Luna challenges whether rigid SLAs can survive complex B2B buying groups. Together they explore tools, metrics, and the cultural shift needed to make handoffs stick. If you've ever watched an MQL go dark in the CRM, this one's for you.