Demand Waterfall: 9 Strategies To Optimize Your MSP's Sales Cycle

I recently participated in a Facebook Live chat on the topic of SiriusDecisions Demand Waterfall® with Axcient’s Matt Hemingway, Director of Growth Operations, and moderated by Axcient’s Corey Banner, Director of Partner Success. We covered a lot of ground, and I wanted to share some of the key takeaways for how MSPs can better maximize their own demand waterfall.

What is Demand Waterfall?

Demand Waterfall is, according to its creators, “a framework for understanding how effective an organization is at identifying, attracting, engaging and qualifying that demand.” Basically, it supports leaders as they methodically figure out which marketing and sales efforts will deliver the most return on investment (ROI).

Why Implement Demand Waterfall?

For MSPs, especially those small- to medium-sized operations with finite resources, it’s imperative to make the most of your staff’s time. Using your sales cycle and marketing data, your managed services team can begin to pinpoint what activities make the most effective and profitable use of your resources.

Though it should be common practice for all organizations, it often is not. When you start segmenting  your data and slicing up your marketing activities and sales cycles, you’ll begin to gain a better idea of what you should be focusing on—and more importantly, what you shouldn’t be focused on. You’ll notice where a lot of wasted time and money might have been spent on projects and activities that end up going nowhere. You’ll probably confirm some of your suspicions about your sales cycle, but you’ll probably also uncover some surprises about what you thought you knew!