HomeResearch Articles Demand Waterfall Velocity in B-to-B Channels

Demand Waterfall Velocity in B-to-B Channels

  • Waterfall velocity measurement can provide insight into reseller capabilities, engagement levels and vulnerabilities in lead distribution processes
  • Poor reporting practices, competitive issues and inaccurate forecasting can delay the movement of leads through the channel demand waterfall
  • By offering incentives for partners to register qualified opportunities, channel marketers can increase lead velocity and pipeline visibility
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