MQL vs. SQL: Why the Handoff is Killing Deals (And How to Fix It) 

In this 45-minute session, Forrester VP & Principal Analyst Seth Marrs sits down with John Moran, SVP of RevOps at Hexagon, to talk candidly about where the MQL-to- SQL flow goes sideways. No slide overload. Just real talk, backed by fresh Forrester data and hard-earned lessons from the field.

nclear ownership. Outdated scoring. No shared definition of “qualified.” Sound familiar?

You’ll get a firsthand look at:

• Why lead scoring isn’t the villain—but might be the wrong hero
• The moment Hexagon realized their process was the problem (not the people)
• How small tweaks created a multiplier effect on pipeline

See how Hexagon ditched the old lead flow playbook, tightened alignment with partners like Televerde, and turned more leads into real pipeline. You’ll leave with practical fixes you can put to work immediately—no overhaul required.