Best Practice Report

Demand Waterfall Stage Velocity: Prerequisites

January 1st, 2018

Summary

Waterfall stage velocity measurements and improvement depend on lead management processes that are well defined and precisely executed. Exclude outliers that distort average velocity measurements. Measure stage velocity for specific use cases (e.g., market segment, seasonality, solution offering, lead type).

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.