Best Practice Report

Operationalizing Demand Units With The Opportunity Object

September 12th, 2019

Summary

The systems used for the demand 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 utilizing the opportunity object as the best system container for operationalizing the B2B Revenue Waterfall.

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