HomeResearch Articles Roles, Responsibilities and Agreements in the Demand Unit Waterfall®

Roles, Responsibilities and Agreements in the Demand Unit Waterfall®

  • To completely capture the essence of the b-to-b buyer, sellers must describe the buying entity in terms of the needs that must be addressed, as well as the multiple people involved in the purchase and how they work together
  • Demand units are buying centers that experience the need solved by the selling organization's solution and have autonomous decisionmaking and funding authority to acquire an appropriate solution
  • Using the SiriusDecisions Demand Unit Waterfall® requires an understanding of the key roles, responsibilities and agreements involved throughout the organization
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