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Core Skills: Demand Management SiriusPathway


Increase marketing’s contribution to pipeline and growth by building and operationalizing an end-to-end demand management process.

Why SiriusDecisions Learning?

Our courses are the only research-informed training offerings made by b-to-b marketing experts for b-to-b marketing professionals, built on years of industry research, case studies and state-of-the-art design specific to how adults learn best. They are self-paced, interactive and tightly organized into short modules that fit into busy work and travel schedules. Mastery of each module’s content is validated by a final assessment required for certification at an industry-standard level of proficiency.

What This Course Provides

  •  An understanding of the demand management processes that are the foundation of a healthy demand marketing engine
  • Competency in the following areas: Demand Waterfall® performance management, service-level agreements, lead scoring and prospect qualification
  • Guidance and research on developing a measurable, repeatable and scalable demand marketing engine

Course Content

Competency 1: Waterfall Mechanics

  • Module 1.1: Getting Started with Demand Management
  • Module 1.2: Introduction to the Demand Unit Waterfall™
  • Module 1.3: Planning, Execution and Measurement in the Demand Unit Waterfall

Competency 2: Service-Level Agreements & Lead Qualification

  • Module 2.1: Service-Level Agreements
  • Module 2.2: Lead Scoring/Prioritization
  • Module 2.3: Prospect Qualification 

See It, Read It, Apply It

Learners gain and retain knowledge best through a variety of delivery methods. That’s why each SiriusDecisions Learning course delivers content in multiple formats – through reading, video and application activities – to ensure all learners’ preferred learning styles are accommodated. Learn more.


Price: $1,100
Duration: 4 to 6 hours

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