A Data Driven Approach to Implementing the Demand Unit Waterfall

Presented by

John Donlon (SiriusDecisions), Barbara Winters (HG Data), Zak Pines (Bedrock Data)

About this talk

SiriusDecisions recently introduced the new Demand Unit Waterfall, a process that enables teams to track their lead flow, improve their processes and, ultimately, drive increased revenue and growth. Quality third-party data is a key driver in implementing a successful Demand Unit Waterfall in your organization, but exactly what data should you be looking for and how do you apply it?   In this Webinar we’ll cover  • Enhanced company profile data and how it can help you define and refine your TAM, and inform sales and marketing efforts throughout your demand generation activities • Using Reverse technographic analysis to uncover your Ideal Customer Profile and identify Active Demand • A case study from a customer who used technographic data to find the right customers to target and achieve well above average response rates on demand generation campaigns Presenters for this webinar include John Donlon, Senior Research Director at SiriusDecisions, Barbara Winters, Vice President of Marketing at HG Data, and Zak Pines, Vice President of Marketing at Bedrock Data

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