Summit US Sessions CMS_Beyond the Demand Waterfall Expand Your Focus for Greater Channel Pipeline Visibility

Beyond the Demand Waterfall®: Expand Your Focus for Greater Channel Pipeline Visibility

Wednesday May 6, 2020 | 11:45 AM - 12:05 PM

Speaker(s):  Kathy Freeman Contreras, Dara Schulenberg

Track(s): Channel Marketing

B2B organizations often struggle to establish lead management best practices with their partners, as many have an incomplete view into the channel demand universe and the types of leads that exist within the channel environment. The result is that channel leaders have only partial insight into partner demand efforts, lead progression and performance. In this session, we will reveal how channel marketing leaders can strengthen their focus beyond the Demand Waterfall and apply best practices to improve channel lead visibility, partner lead performance and ROI. 

This presentation will provide the following benefits:

  • Learn a taxonomy to define the universe of channel lead types
  • Understand how to operationalize the SiriusDecisions Demand Waterfall for the channel
  • Get lead management recommendations to achieve channel success

May 4–7, 2020 | Live Virtual Experience

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