How does the SiriusDecisions Demand Unit Waterfall Model compare to its predecessors?

The original Demand Waterfall model, launched in 2006, was a simple and clear framework for managing demand generation processes. It focused on tracking leads and their progression through the sales funnel. In 2012, SiriusDecisions revised the model, incorporating a higher level of detail and breaking down stages into sub-stages, such as Inbound and Outbound.

The Demand Unit Waterfall model is an evolution of the previous models, focusing on buying groups and providing a more streamlined and simplified framework for managing demand generation processes in B2B organizations

The Demand Unit Waterfall model differs from the previous models in several ways:

1. Focus on buying groups: The new model recognizes that purchasing decisions are often made by groups rather than individuals, and it provides a system for tracking these connected leads.
2. Simplified model: The Demand Unit Waterfall model is more streamlined and simplified compared to the previous models, making it easier to focus on accounts and align marketing and sales efforts.
3. Emphasis on understanding demand: The new model places a greater emphasis on understanding the needs and intentions of Demand Units, helping organizations identify and engage with them more effectively.

See Also:

https://www.marketone.com/articles/sirius-decisions-demand-waterfall-explained-pt-1

https://www.demandgenreport.com/blog/a/whats-the-impact-of-the-new-demand-unit-waterfall

https://www.forrester.com/blogs/demand-waterfall-modular-system/

https://www.ledgerbennett.com/insights/confused-by-the-siriusdecisions-demand-unit-waterfall-heres-what-you-need-to-know/

https://opfocus.com/engage/whats-the-difference-between-demand-unit-waterfall-and-b2b-revenue-waterfall/

https://martech.org/diving-new-siriusdecisions-demand-unit-waterfall/

https://www.linkedin.com/pulse/how-weve-implemented-parts-demand-unit-waterfall-abm-tony-yang

https://martech.org/4-reasons-demand-unit-waterfall-perfect-abm/

https://www.forrester.com/blogs/meetthenewestsiriusdecisionsdemandwaterfall/

https://fullcircleinsights.com/resources/research-brief-demand-waterfall-what-to-measure-and-why/

https://www.openprisetech.com/revops-data-automation-platform/capabilities/optimize-pipeline/b2b-revenue-waterfall-model/

https://clever-touch.com/learn/martech-analytics/the-rise-and-fall-of-the-sirius-decisions-waterfall-why-it-came-to-prominence-its-shortcomings-and-whats-next

https://b2boptimizer.com/posts/demand-unit-waterfall-to-unlock-b2b-productivity/

https://www.demandgenreport.com/features/industry-insights/siriusdecisions-unveils-new-demand-waterfall-model-to-address-changing-dynamics-in-b2b-engagement

https://intelligentdemand.com/resources/sirius-decisions-new-demand-unit-waterfall/

https://fullcircleinsights.com/resources/operationalizing-the-new-demand-unit-waterfall/

https://tractioncomplete.com/articles/sales/how-to-master-abm-with-the-siriusdecisions-demand-unit-waterfall/