Дата публикации: 30-06-2026 04:00:00

This IDC Web Conference Proceeding examines the structural disconnect between pipeline and revenue, starting with a clear diagnostic: where conversion breaks down across the customer buying journey, and why traditional pipeline metrics fail to reflect true performance. It also presents a cross-functional perspective across demand strategy, revenue operations, and sales alignment. IDC analysts share how high-performing organizations turn demand into measurable revenue by aligning to how customers actually buy, improving handoffs and orchestration, and adopting metrics leadership trusts.Most organizations are generating more pipeline than ever, yet revenue performance isn’t keeping pace. While the marketing-sourced pipeline has grown, conversion rates, deal velocity, and win rates have stagnated or declined. The challenge isn’t about demand; it’s about what happens next.This IDC Web Conference Proceeding explores:Where pipeline-to-revenue breakdowns most commonly occur, and how to diagnose themHow buying behavior has changed, and the implications for conversion, engagement, and journey designWhat high-performing organizations do differently to connect demand generation to revenue outcomesHow to improve marketing, sales, and RevOps alignment to reduce friction and accelerate dealsWhich metrics truly reflect revenue impact, and how to move beyond volume-based reportingHow to build executive confidence in marketing’s contribution to revenue

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