How To Calculate Pipeline and HIRO Pipeline for your Facility Management Business

CMO and marketing guru, Javier Lozano, Jr., takes you through the importance of calculating pipeline for a facility management company's marketing efforts. 

He outlines the stages of leads, marketing qualified leads, sales qualified leads, and customers. And, how different tiers within each stage help classify the level of interest or engagement of potential clients. With the goal to optimize for sales rather than just generating leads.

Customization is key as different FM companies may have varying sales processes. However, Javier discusses the importance of calculating pipeline for facility management marketing, outlining three types of SQLs and emphasizing the alignment between sales and marketing teams to drive revenue. 

He explains the process of converting leads to MQLs, SQLs, and customers, highlighting the significance of tracking conversion rates and future revenue projections.