Best Practice Report

Rearchitected Demand Waterfall Diagnostics Playbook

A Process Guide For Demand Waterfall Diagnostics Initiatives

January 1st, 2018
Terry Flaherty, VP, Principal Analyst
Terry Flaherty VP, Principal Analyst
With contributors:
Karen Traikovich , Robin Whiting

Summary

Forrester has developed a Rearchitected Demand Waterfall® Pattern Diagnostics Methodology that uses performance data and process maturity assessments to identify and evaluate hypotheses of possible issues impacting the performance of the lead management process. The goal is to identify and eliminate waste as leads progress through the Demand Waterfall from the initial expression of interest (Inquiry) to a closed/won deal. The methodology is supported by the Rearchitected Demand Waterfall Pattern Diagnostics Toolkit, consisting of tools, assessments and templates for waterfall data analysis, hypotheses identification and validation, issue prioritization, and roadmaps for targeted process improvement. In this report, we illustrate how to apply the Rearchitected Demand Waterfall Pattern Diagnostics Methodology and Toolkit to diagnose and identify the factors impacting waterfall performance.

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