Best Practice Report

Demand Waterfall Diagnostics Team Roles And Responsibilities

January 1st, 2018
Terry Flaherty, VP, Principal Analyst
Terry Flaherty VP, Principal Analyst

Summary

Examining underperformance issues in an organization’s Demand Waterfall® process requires a team with detective-like skills to identify specific points of weakness in the complex lead management process and determine the reasons for the underperformance. Demand Waterfall diagnostics teams also must fix lead management problems, designing and driving the necessary changes involving people, process, and technology. We examine the key roles, responsibilities ,and competencies for Demand Waterfall diagnostic team members in key phases of the diagnostics methodology.

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