HomeResearch Articles Operationalizing Demand Units With the Opportunity Object

Operationalizing Demand Units With the Opportunity Object

  • One of the key requirements for operationalizing the Demand Unit Waterfall™ is the ability to connect multiple people (i.e. a buying group) to a demand unit
  • The opportunity object is a sales force automation (SFA) system associated with multiple contacts and solutions, providing the ideal container for a demand unit
  • Opportunity objects can be created at various stages in the Demand Unit Waterfall, enabling an incremental approach to operationalization
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