Process for SQL and MQL Forms SQL refers to all forms related to product demos and requests, free lists with product overviews, and price inquiries. MQL covers all other form submissions, such as downloads of white papers, webinar participants, etc. Naming Syntax for forms in HubSpot To ensure we can identify and retrieve all relevant forms within a specific business area, we need to implement a structured naming convention. This requires renaming all existing forms. Syntax: Country_Brand_Atom_SQL or MQL_(descriptive form name) Example: DK_BF_Project_SQL_SMART_DEMO_Signup SE_PC_CMI_MQL_webinar_construction forecast Nov 2025 Distribution of Form Submissions to Sales When creating new SQL forms, it is essential to link them to the correct workflow. This is done by informing Bartoz in RevOps. The general rule is: All CMI SQL leads must be distributed to the KAMs. If no KAM is assigned to the customer, the lead should go to the KAM Manager in the respective country. All other SQL leads should be included in the general SQL workflow. MQL flows: For MQL forms, it is your responsibility as Field Marketing Manager to coordinate with Sales or the KAM Manager on whether follow-up is desired, and who should handle it. In these cases, you are responsible for aligning with the New Sales or KAM Manager in your country to determine whether follow-up is required. MQLs can be distributed to specific individuals, teams, or designated persons. I will arrange a training session with RevOps to help us establish distribution flows for MQLs through a general workflow and a customized workflow.
