HomeResearch Articles Moving From Lead Scoring to Demand Unit Scoring

Moving From Lead Scoring to Demand Unit Scoring

  • The Demand Unit Waterfall™ manages and measures the progression of demand in terms of buying groups rather than individual leads
  • Define conversion criteria and scoring values for each stage within the Demand Unit Waterfall™ to determine when each buying group is ready to move to the next stage
  • Consider adapting existing scoring models to capture scores on buying group intent 
You must log in to client portal for full access to this content. Login

Take Action

Not a SiriusDecisions Client?