HomeResearch Articles When to Implement the Demand Unit Waterfall™

When to Implement the Demand Unit Waterfall™

  • As processes and technologies supporting demand management mature, organizations must take an evolved approach to demand management
  • The new SiriusDecisions Demand Unit Waterfall tracks buying groups instead of individual leads
  • Numerous signs – including pipeline-centric demand creation and the use of account-based marketing – indicate that an organization should consider deploying the Demand Unit Waterfall
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