Almost 60% of the purchase process is completed without you. The entire sales landscape has shifted and the funnel has changed.
Linking ToFu (top of funnel) to BoFu (bottom of funnel) has become a huge challenge. Deal registrations are giving you a degree of pipeline visibility, but:
- How many registered deals actually close?
- How do you link registrations to final invoice?
- What is the typical cycle?
- How do final purchase values differ from initial forecasts?
