Technology businesses are in constant pursuit of growth, and they regularly examine stages within the sales funnel to see what areas will yield the most growth.

The C-suite and board of directors have access to various tools that allow them to examine sales stages in both top of funnel (TOF), typically owned by marketing, and bottom of funnel (BOF), typically owned by sales. Unfortunately, middle of funnel (MOF) is often poorly tracked because it’s the shared responsibility of sales and technical sales, also known as presales, sales engineering, solution architects and system engineering. To learn more, feel free to read the Forbes article titled “How Investing In Sales Engineering Can Significantly Improve Middle-Of-Funnel Conversions.“