SiriusDecisions has developed a Demand Waterfall® Pattern Diagnostics Methodology that leverages performance data and process maturity assessments to identify and evaluate hypotheses of possible issues impacting the performance of the lead management process
Organizations identify Demand Waterfall performance patterns by comparing current conversion efficiency against relevant benchmarks across the four lead management sub-processes, identifying if performance is above or below benchmark for each sub-process
Every Demand Waterfall performance pattern has an associated set of hypotheses (hypothesis maps) identifying a set of possible factors impacting performance for that pattern
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