Changing Demand Generation Into a Customer Centric Model

A lot of companies, whether they'll admit it or not, are seller centric. And so I've had a vision where basically the current demand gen model is drive as many leads as possible and filter them through an SDR layer. Those SDRs will then go outbound at target accounts. The inbound high quality leads will go directly to AEs, which creates a better buying experience. If you pass inbound leads that are high quality demo requests, sales conversions directly to account executives, your win rates are better and your revenues higher.