Preparing to Implement the Demand Unit Waterfall® for Account-Based Marketing

SiriusDecisions’ new Demand Unit Waterfall aligns sales and marketing by requiring them to look at demand stages together and collaborate to engage and convert target accounts.  The Demand Unit Waterfall is especially well suited for account-based marketing (ABM) because it tracks multiple interested contacts within an account or buying center and those interested contacts can be readily consolidated and associated with an opportunity. To realize these benefits, ABM leaders must collaborate with key players across marketing, sales, teleservices and operations to identify and leverage the parallels between ABM activities and Demand Unit Waterfall stages.

Download this report to learn about the activities that an ABM leader must orchestrate for each of the seven Demand Unit Waterfall stages and the functions that may play a role in those activities.

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