How To Report

Navigating Channel Leads Through The Rearchitected Waterfall

January 1st, 2018
Kathy Contreras, VP, Principal Analyst
Kathy Contreras VP, Principal Analyst

Summary

The Demand Waterfall® has evolved to include new areas where partners can have an impact on lead conversion rates. Before factoring in channel leads, suppliers must have airtight lead registration rules in place. Suppliers should prescriptively guide partner sales reps through each step of the demand process, informing them on where and how to report on leads.

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