Operationalizing Buying Groups With The Opportunity Object

The systems used for the revenue management process often face utilization challenges. Specifically, the opportunity object in sales force automation (SFA) systems is designed to align all members of a buying group as contacts linked to an opportunity. This provides insight into the interactions of the entire group and the progress of the opportunity. In reality, however, the typical opportunity contains only a single contact. In this report, we examine the benefits of fully using the opportunity object as the best system container for operationalizing the Forrester B2B Revenue Waterfall™.