If you’re in a much more high volume model where you are using SDRs to qualify leads and then pass them to sales, I would want to own them in marketing. Going back to what I was saying earlier about owning revenue and pipeline being a metric, I could own more of the revenue piece as a market leader if I owned SDRs.
In this case, you’re not just owning the lead generation but also the qualifying and booking meeting aspects. So you can say to your sales counterpart, I own everything up to the meeting. Every great sales person that I know – well, all they want to do is sell. They don’t want to be qualifying leads or dealing with no-shows; they want to be selling.