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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