Best Practice Report

Demand Waterfall: When Multiple Views Are Better Than One

January 1st, 2018

Summary

Creating multiple views of the Forrester Demand Waterfall® in an organization can improve reporting and modeling capabilities. Look for situations where greater segmentation is needed to support decision-making. Don’t force waterfall comparisons; compare waterfall views only if they are truly similar.

A single aggregate view of demand creation performance throughout an organization does not provide insight into the performance of individual regions, product and solution offerings, account types, market segments, and sales groups. In this report, we explain the benefits of creating multiple Demand Waterfall views, examples of these views, and setup considerations for creating them.

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