HomeResearch Articles Moving From Leads to Buying Groups in One Easy Step

Moving From Leads to Buying Groups in One Easy Step

  • Migrating from a lead-centric approach to one focused on buying groups and demand units is a transformational change to the demand process
  • This transformation uses an opportunity entity as the container for the buying group, and varies in complexity depending on when the opportunity is created in the process
  • Using the teleservices team to identify buying groups and create opportunities is a practical way to initiate a phased Demand Unit Waterfall™ deployment
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