Influitive

MAY 31, 2017

This year’s hot topics included: The new Demand Unit Waterfall Account-Based Marketing (ABM) Ungating content If you’re concerned about how to effectively implement these ideas in your already-packed marketing strategy, there’s good news.

Account Based Marketing 124

Account Based Marketing Demand ABM Trends 124

Full Circle Insights

SEPTEMBER 28, 2022

The Forrester B2B Revenue Waterfall is an excellent framework for B2B sales because the sale can be complex and most involve groups of buyers. This waterfall focuses on opportunities within a set of targeted accounts instead of individuals, correlating to B2B marketing’s shift to an ABM approach. . Additional Resources.

Account Based Marketing 52

Account Based Marketing ABM Full Circle Insights Bombora 52

Lattice

MAY 23, 2017

Learn the stages of the new waterfall and how predictive analytics and artificial intelligence supports it.

Demand 113

Demand Analytics 113

The Point

JUNE 23, 2020

In the years since, the authors of the original model (which SiriusDecisions calls the Demand Waterfall ) have re-engineered its design. Indeed, the new Demand Unit Waterfall is a critical understanding for any company for whom ABM is a primary marketing strategy or significant investment.

Lead Ranking 264

Lead Ranking Enterprise Management Marketing Qualified Leads Account Based Marketing 264

Engagio

MAY 9, 2019

OK, I admit it: it took me a long time to figure out what a “Demand Unit” Waterfall is. At its simplest the Demand Unit Waterfall model says that in B2B, the purchasing decision is made by a group of people who come together to solve a specific business problem. How can the Demand Unit Waterfall to help us sell more?

Demand 59

Demand Enterprise Management Work Management Marketing Management 59

Lattice

OCTOBER 24, 2018

By this point, most B2B marketers hold the SiriusDecisions demand waterfall as sacred. It’s our playbook, our barometer of …

Demand 113

Demand Analysis Top of Funnel B2B Marketing 113

Forrester B2B

JULY 22, 2021

Learn how the new Waterfall can help you target the most promising opportunities. No amount of product demos, content, delivery channels, or even great sales reps will matter if you are going after targets that are fundamentally the wrong fit.

Tips 70

Tips B2B Advertising Channels Account Based Marketing 70

Hubspot

JANUARY 23, 2020

Last November, my husband and I were on our honeymoon in Maui and one of the main activities we wanted to do was a zipline/hiking tour near the waterfalls. However, today, we're going to talk about a different, although just as beautiful, kind of waterfall — the waterfall chart. Waterfall chart. Format waterfall chart.

Traffic 66

Traffic Marketing Report Hubspot Analytics 66

B2B Marketing Analytics

JUNE 28, 2020

Whether it is the hyper-personalized contextual engagement approach, increasingly higher marketing ROI/ROMI, higher influence on pipeline generation/acceleration, or the increasingly better demand waterfall efficiencies, marketing analytics capabilities span across the areas of marketing execution and the key strategies.

Lead Ranking 59

Lead Ranking SQO Marketing Qualified Leads Demand 59

B2B Marketing Analytics

JUNE 28, 2020

The data-driven marketing approach with the ability to track demand waterfall conversion rates is a game-changer across the board and no doubt marketing analytics continues to be a top priority for the CMOs and marketing leaders across all the organizations. What key insights are you driving from the funnel conversions?

Conversion Rate 52

Conversion Rate Lead Ranking SQO Marketing Qualified Leads 52

Forrester B2B

JULY 22, 2021

Learn how the new Waterfall can help you zero in on the most promising opportunities. Your product demos, content, and delivery channels won't matter if you're pursuing the wrong targets.

Tips 61

Tips B2B Advertising Channels Account Based Marketing 61

B2B Marketing Analytics

JUNE 28, 2020

Whether it is the hyper-personalized contextual engagement approach, increasingly higher marketing ROI/ROMI, higher influence on pipeline generation/acceleration, or the increasingly better demand waterfall efficiencies, marketing analytics capabilities span across the areas of marketing execution and the key strategies.

Conversion Rate 52

Conversion Rate Lead Ranking SQO Marketing Qualified Leads 52

Engagio

MAY 22, 2017

In 2006, SiriusDecisions introduced their revolutionary Demand Generation Waterfall, which defined the stages B2B orgs use to measure and optimize demand creation. Thus, in 2012, SiriusDecisions re-architected their waterfall to acknowledge these changes. Introducing the SiriusDecisions’ New Demand Unit Waterfall®. David Ogilvy.

Lead Ranking 85

Lead Ranking Demand Marketing Qualified Leads Account Based Marketing 85

Forrester B2B

AUGUST 22, 2021

Forrester’s new B2B Revenue Waterfall will help you optimize opportunities and provide better alignment between marketing and sales. Learn more at B2B Summit APAC.

B2B 52

B2B B2B Sales B2B Marketing Optimization 52

Hive9

JUNE 20, 2016

Developing a demand waterfall is a critical exercise for your marketing organization. You’re likely already using this methodology to refine your approach to lead follow-up and ensure no interest generated falls through the cracks.

Organic Leads 102

Organic Leads Demand Generation Organization 102

Contently

MAY 18, 2017

To the crowd of marketers at Day 2 of the Sirius Decisions Summit in Las Vegas, it was something far more exciting: a new SiriusDecisions Demand Waterfall. By the 10:20 networking break, the new waterfall was the topic of nearly every conversation I heard. The New SiriusDecisions Demand Waterfall.

Demand 94

Demand Work Management Marketing Management Webinar Metrics 94

Hubspot

OCTOBER 31, 2018

The waterfall methodology is one of the most widely-used software development processes in project management, and it's r ooted in logic and sequence. The Waterfall Model. The waterfall model is a process for software development. Advantages of The Waterfall Method. Disadvantages of The Waterfall Method.

Work Management 65

Work Management Marketing Management Analysis Software 65

Televerde

MAY 17, 2018

Since welcoming the addition of teleservices to the Demand Unit Waterfall from the SD Summit 2017, we’ve worked with our customers to focus on the alignment between ABM and ABS, and how the Sales Development role has been an integral connector of that relationship.

Demand 69

Demand B to B Case Study Case Studies 69

ViewPoint

JULY 26, 2012

” New Demand Waterfall: Evolutionary Changes that Operationalize Experiences. Click to start video at this point — Discussing the SiriusDecisions demand waterfall that was significantly updated at the 2012 Summit, Tony notes that feedback has been largely positive. And what we’ve tried to do is operationalize that.

Demand 120

Demand Enterprise Management Work Management Marketing Management 120

LeanData

JUNE 6, 2018

This being SiriusDecisions Summit, the new and improved Demand Unit Waterfall was of course the highlight of the show. The modern B2B buyer’s journey is complex, and the Demand Unit Waterfall helps make sense of it. That includes building out each distinct stage of the Demand Unit Waterfall. Register Now. It’s half our name!

Demand 49

Demand Top of Funnel Conference Advertising Funnels 49

Bound360

OCTOBER 5, 2017

Terry and Nina will share their perspectives on opportunities the new Demand Unit waterfall creates – for marketers like you to identify and engage your active buyers systematically. Join us for a webinar detailing personalization plays revenue marketers are using to fill their demand waterfalls! SAVE A SEAT.

Demand 53

Demand Personalization Webinar Metrics Marketing Prospects 53

NuSpark Consulting

MAY 24, 2012

This week SiriusDecisions presented their new demand waterfall model. Here is the new Demand Waterfall. It was very well received at the annual conference this week. Of equal importance, it showcases how marketing and sales should be aligned, and how the funnel process integrates both fields.

Demand Generation 100

Demand Generation Sales Qualified Leads Demand Top of Funnel 100

NuSpark Consulting

MAY 24, 2012

This week SiriusDecisions presented their new demand waterfall model. Here is the new Demand Waterfall. It was very well received at the annual conference this week. Of equal importance, it showcases how marketing and sales should be aligned, and how the funnel process integrates both fields.

Demand Generation 100

Demand Generation Sales Qualified Leads Demand Top of Funnel 100

Digital B2B Marketing

MAY 23, 2012

Yesterday Sirius Decisions unveiled their new demand waterfall at the annual Sirius Decisions Summit. The new waterfall (or funnel, to most of us) provides a framework for measuring and benchmarking demand generation from initial inquiry to close and across sales and marketing.

Demand Generation 100

Demand Generation Sales Qualified Leads Lead Ranking Marketing Qualified Leads 100

SWZD

NOVEMBER 29, 2017

By now you have probably seen or discussed SiriusDecisions’ latest upgrade to its Demand Waterfall – the 2017 Demand Unit Waterfall. SiriusDecisions organizes the Demand Unit Waterfall in multiple vertical stages (see image). The post How to Barrel Through the Latest SiriusDecisions Demand Waterfall appeared first on emedia.

Demand 48

Demand Marketing Budget Account Based Marketing Marketing Management 48

Terminus

SEPTEMBER 27, 2021

Switching from a traditional demand waterfall to a demand unit waterfall comes with its fair share of challenges. The post How to Switch to a Demand Unit Waterfall appeared first on Terminus Site. Reaching out to the community for additional support is a good way to ease the transition.

Lead Ranking 26

Lead Ranking Demand Account Based Marketing Marketing Qualified Leads 26

Salesforce Marketing Cloud

SEPTEMBER 13, 2023

Waterfall Segmentation After launching Nested Segments this year, we’re excited to now bring Waterfall Segmentation to Data Cloud. You can use Waterfall Segmentation within our drag-and-drop and generative AI segmentation interfaces, with no coding required.

Work Management 136

Work Management Marketing Management Amazon Paid Search Agency 136

VisumCX

JUNE 6, 2017

Last week I, along with many others was asked by DemandGen Report to give my insights into the newly revealed SiriusDecisions Waterfall. There Is More To Be Done Post Purchase The waterfall that was presented seems to address the stages of a potential new customer, but what happens after the sale? version of the waterfall.

Demand 40

Demand B2B Thought Leadership Buyer's Journey Thought Leadership 40

6sense

MAY 9, 2017

If you’re heading to SiriusDecisions Summit next week, one of the can’t-miss analyst keynotes will be Kerry Cunningham and Terry Flaherty ’s unveiling of the Next-Generation Demand Waterfall. Every marketer is already familiar with the classic Demand Waterfall and has likely implemented the SiriusDecisions framework in varying ways.

Lead Ranking 48

Lead Ranking Demand Top of Funnel In-market Buyers 48

B2B Marketing Directions

AUGUST 27, 2017

The new SiriusDecisions Demand Unit Waterfall has received lots of accolades since its introduction this spring, and the accolades are richly deserved. In May, SiriusDecisions unveiled the latest iteration of it venerable Demand Waterfall with great fanfare. But one of the new demand stages should be labeled Use With Caution.

Demand 40

Demand Work Management Intent Data Features 40

Vision Edge Marketing

FEBRUARY 22, 2022

Other companies place this phase too early in their internal pipeline models, especially if they use the “waterfall” language. In these models, consideration needs to be translated into one of the waterfall categories. Other companies believe consideration matches the evaluation stage.

Work Management 183

Work Management Marketing Management Lead Ranking Buy 183

Rev

JUNE 14, 2023

Waterfall vs. agile models Project management methodologies waterfall and agile can be applied to RevOps frameworks, Waterfall being a traditional, sequential approach and agile being the more iterative approach involving continuous collaboration, adaptation and improvement.

Work Management 78

Work Management Marketing Automation Services Marketing Analytics Tools Psychographics 78

Kwanzoo

JUNE 2, 2017

One of the big announcements there was the introduction of their new and improved SiriusDecisions Demand Waterfall™. Over 3000 B2B marketers converged recently at the SiriusDecisions Summit in Las Vegas. A great many articles and posts that have been written … Continue reading →

Display 40

Display Account Based Marketing ABM Demand 40

TrustRadius Marketing

SEPTEMBER 14, 2022

For a quick refresher on the difference between agile and waterfall, or to simply learn more about each, click the link below: Click here to read about Agile Versus Waterfall. Issuu 2022) Agile Projects are 3X more likely to succeed than waterfall projects. And Waterfall projects are 2X more likely to fail.

Statistics 98

Statistics Trends Planning Work Management 98

Forrester B2B

JULY 8, 2021

Learn why, and see how Forrester's B2B Revenue Waterfall can give you better insights and results. Nearly all B2B buying decisions are made by groups. So why are so many marketers still oriented toward leads?

Forrester 125

Forrester Personalization B2B Marketing B2B 125

Full Circle Insights

SEPTEMBER 22, 2022

In the mid-2000s, marketers began using the original demand waterfall framework to gain insight on marketing’s performance in terms of leads at the top of the funnel, marketing-qualified leads (MQLs), sales-accepted leads (SALs) and closed/won business. This is roughly equivalent to the MQL stage in the original waterfall framework.

Activities 52

Activities Account Based Marketing Marketing Qualified Leads Top of Funnel 52

InsightSquared

MAY 6, 2019

Attendees can see how teams are leveraging InsightSquared’s sales and marketing analytics and helping them measure the SiriusDecisions Demand Unit Waterfall , enabling data-driven decisions around marketing-sales handoff, program ROI, and future spend. To watch, visit: [link].

Marketing Attribution 29

Marketing Attribution Demand Account Based Marketing Co-Registration 29