TECH BUYER Mar 2020 - IDC Perspective - Doc # US46108619

Marketing Expands the Business Development Role

By: Warren LaneResearch Analyst, Kathleen Schaub

Table of Contents

Executive Snapshot

Figure: Executive Snapshot: Business Development Reps Rise in Marketing

Situation Overview

Figure: Business Development Reps as a Percentage of Total Marketing Staff

More Digital Means More Responsibility for Marketing

The Business Development Rep Role

A Digital-Human Mashup Is Needed for B2B

Artificial Intelligence Impact on the BDR Role

Collaboration Between Marketing and Sales

Reporting Structure — Marketing or Sales?

Figure: Business Development Reporting Structure in Tech Companies

Table: Considerations for BDR Reporting Structure

Advice for the Technology Marketer

Hiring and Training for the Role

Tips for BDR Managers

Learn More

Related Research



Related Links