HomeResearch Articles Demand Unit Waterfall™: The Data Model

Demand Unit Waterfall™: The Data Model

  • Many organizations don’t feel they have the data – or the data structures – to support the Demand Unit Waterfall
  • The Demand Unit Waterfall relies on knowing the composition of typical buying groups, and that information tends to be captured poorly by organizations
  • Most technology platforms don’t support the concept of demand units without customization, but there are ways to make this work
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