Recommendations

General questions.

1Can you describe your role in the marketing or sales department and the modern marketing tools your team utilizes on a daily basis?

2 What are the key challenges you encounter when integrating and using modern marketing tools within your department's workflow?

3 How has the adoption of modern marketing tools impacted the way your department strategizes and executes marketing and sales campaigns

4 Can you share any specific instances where the use of modern marketing tools led to unexpected challenges or bottlenecks in your department's operations?

5 In your opinion, how have modern marketing tools influenced the overall effectiveness and efficiency of your marketing and sales efforts? Are there any particular tools that have been more problematic than others

6  Are there any specific skills or training needs that have arisen within your team due to the introduction of modern marketing tools, and how are these challenges being addressed?

7  What concerns or issues have been raised regarding data privacy, compliance, or ethical considerations in your use of modern marketing tools?

8 How do you measure the return on investment (ROI) of your modern marketing tools, and what challenges or limitations do you encounter in this regard?

9  Can you provide examples of how your department has had to adapt or evolve its strategies to overcome problems associated with modern marketing tools?

10 In your view, what strategies or best practices would you recommend to other marketing and sales departments facing similar challenges with modern marketing tools?

Questions for interview to test hypothesises.

For Hypothesis 1:

Organizations that integrate their sales and marketing departments will experience a significant increase in operational efficiency and revenue growth compared to those maintaining separate structures.

 1. Can you describe any changes in operational efficiency since the integration of sales and marketing departments?

2. How has the merger affected revenue growth in the short term and long term?

3.  From your perspective, what have been the most significant benefits of merging the two departments?

4.Have there been any unexpected challenges regarding operational processes after the merger

For Hypothesis 2:

The implementation of advanced marketing automation tools, like Oracle CX Cloud Suite, contributes to smoother integration between sales and marketing departments and enhances their combined

effectiveness.

5.How have tools like Oracle CX Cloud Suite or other marketing automation platforms facilitated the integration of sales and marketing?

6.Can you provide examples of processes that became more streamlined due to these tools?

7 How has the combined effectiveness of sales and marketing changed with the adoption of these tools?

For Hypothesis 3:

Merged sales and marketing departments will demonstrate a more cohesive, customer-centric approach, significantly improving customer satisfaction and engagement rates.

 8. How has the merger influenced the way your organization approaches customer interactions?

9. Have you noticed a change in customer feedback or satisfaction scores since the merger? Can you provide examples?

10.How has the unified department influenced customer engagement strategies

References

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Bagshaw, A. (2015). What is marketing automation? Journal of Direct, Data and Digital Marketing Practice, 17(2), 84-85.

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 Buttle, F., & Maklan, S. (2019). Customer Relationship Management: Concepts and Technologies (4th ed.). Routledge. ISBN 9781351016537.

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Le Meunier-Fitzhugh, K., & Piercy, N. (2011). Exploring the Relationship between Market Orientation and Sales and Marketing Collaboration. Journal of Personal Selling & Sales Management, 31(3), 287-296. DOI: 10.2753/PSS0885-3134310306.

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Murphy, D. (2018). Silver bullet or millstone? A review of success factors for implementation of marketing automation. Cogent Business & Management, 5(1), 1546416.

Ritz, W., Steward, M. D., Morgan, F. N., & Hair Jr., J. F. (2018, June 01). When Sales and Marketing Aren’t Aligned, Both Suffer. Harvard Business Review. Retrieved from https://hbr.org/2018/06/when-sales-and-marketing-arent-aligned-both-suffer

 Salesforce. (n.d.). The Complete History of CRM. Retrieved from https://www.salesforce.com/ap/hub/crm/the-complete-crm-history/

 Shuford, J. (2018). 5 ways marketing automation can improve your brand building. Retrieved from https://www.bizjournals.com/bizjournals/how-to/marketing/2018/11/5-ways-marketing-automation-can-improve-your-brand.html

Sinha, P., Sahay, D., Shastri, A., & Lorimer, S. E. (2022). How to Digitalize Your Sales Organization: Use technology, data, and analytics to do it right. Harvard Business Review, September–October 2022.

Strahle, W. M., Spiro, R. L., & Acito, F. (1996). Marketing and Sales: Strategic Alignment and Functional Implementation. Journal of Personal Selling & Sales Management. Retrieved from https://www.tandfonline.com/doi/abs/10.1080/08853134.1996.10754041

 Robert M. Peterson, Geoffrey L. Gordon & Vijaykumar Krishnan. (2015). When Sales and Marketing Align: Impact on Performance. The Faculty Research, Artistry, & Scholarship. https://huskiecommons.lib.niu.edu/cgi/viewcontent.

 Mohammad Awni Mahmoud, Yazan M. Alomari, Usama A. Badawi, Abderrazak Ben Salah, Mohammad Fahed Tayfour, Fahad A. Alghamdi & Abdulah M. Aseri. (2020). Impacts of marketing automation on business performance. Journal of Theoretical and Applied Information Technology, 98(11), 1957-1969. https://www.researchgate.net/publication/342184130.

Stahl, G., Angwin, D., Very, P., Weber, Y., Tarba, S., Noorderhaven, N., Benyamini, H., Bockenooghe, D., Chreim, S., Durand, M., Gomes, E., Kokk, G., Mendenhall, M., Mirc, Nl, Miska, C., Park, K., Raukko, M., Rouzies, A., Sarala, R., Schnurr, N-S., Seloti, Sergio, Sondergaard, M., & Yidiz, E . (2013). Sociocultural Integration in Mergers and Acquisitions: Unresolved Paradoxes and Directions for Future Research. Thunderbird International Business Review, 55(4) 333-356. https://d1wqtxts1xzle7.cloudfront.net

Johnson, J. S., Matthes, J. M., & Friend, S. B. (2019). Interfacing and customer-facing: Sales and marketing selling centres. Industrial Marketing Management, 77, 41-5

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