HomeResearch Articles Navigating Channel Leads Through the Rearchitected Waterfall

Navigating Channel Leads Through the Rearchitected Waterfall

  • The demand waterfall has evolved to include new areas where partners can have an impact on lead conversion rates
  • Before factoring in channel leads, suppliers must have airtight lead registration rules in place
  • Suppliers should prescriptively guide partner sales reps through each step of the demand creation process, informing them on where and how to report on leads

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