Question: What does a sales and marketing service-level agreement (SLA) require marketing to do?
- Provide sales with a certain number of qualified leads.
- Produce a certain amount of content.
- Attract a certain number of visitors.
- Nothing — the SLA outlines the service sales will provide to marketing.
Explanation
A sales and marketing SLA specifies that marketing must deliver a defined number of marketing-qualified leads (MQLs) to sales within a set timeframe. This ensures that sales has a consistent pipeline of prospects to engage. By committing to lead volume, marketing accountability is measurable and directly tied to revenue goals. Lead delivery obligations help maintain alignment and prevent friction between teams.
Why the other options are incorrect
B) Producing content is part of marketing operations but is not a quantified SLA requirement.
C) Visitor metrics do not guarantee actionable sales opportunities.
D) The SLA is reciprocal; marketing has defined responsibilities to sales.
Source for verification
HubSpot Sales and Marketing SLA Guide
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