Decision Tool

Reverse Waterfall Tool

January 1st, 2018


The Reverse Waterfall Tool provides you with a framework for a structured approach to quantify the number of inquiries a marketing organization must generate to achieve revenue objectives.

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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.