Summary
A service-level agreement (SLA) outlines the requirements for passing an opportunity, with one or more buying group members attached, from one team to another in the context of Forrester’s B2B Revenue Waterfall™. Revenue teams should clearly document SLAs, outline the roles of those passing and receiving opportunities, detail each party’s responsibilities, and specify the commitments and timeframes for each responsibility. Use these Buying Group SLA Templates to define the specifics for each handoff between revenue teams.
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