Summary
Waterfall velocity measurement can provide insight into reseller capabilities, engagement levels, and vulnerabilities in lead distribution processes. Poor reporting practices, competitive issues, and inaccurate forecasting can delay the movement of leads through the channel demand waterfall. By offering incentives for partners to register qualified opportunities, channel marketers can increase lead velocity and pipeline visibility. In this report, we describe factors that affect channel waterfall stage velocity, and explain how accurate measurement of this velocity can help diagnose and correct problems that are delaying or preventing the conversion of leads into deals.
Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
- Stay ahead of changing market and customer dynamics with the latest insights.
- Partner with expert analysts to make progress on your top initiatives.
- Get answers from trusted research using Izola, Forrester's genAI tool.
Purchase this report
This report is available for individual purchase ($1495).