Best Practice Report

Introducing the Demand Balance Index

January 1st, 2018


When evaluating a B2B organization’s demand performance, one must examine the cost and effort to generate leads as well as the scalability of the approach. If the best-performing leads primarily come from the most expensive source to create them, a demand engine is running sub-optimally. Our new Demand Balance Index is designed to broaden the assessment of an organization’s new business health, and improve it over the long term.

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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.