Best Practice Report

Demand Unit Waterfall™ Engaged and Prioritized Stages: Business Requirements

September 9th, 2020


Most of today’s B2B buying decisions are made by a team, committee, or buying group. The marketing, product, and sales teams must align on the adoption of buying groups and the Demand Unit Waterfall when looking to measure, monitor, and manage revenue. Understanding the business requirements for implementing buying groups in the Demand Unit Waterfall enables B2B leaders to meet these requirements with people, processes, and technologies.

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