Revenue Operations

Revenue operations bridges strategy and execution to drive superior performance and growth. Explore Forrester’s insights for revenue operations leaders and teams to help accelerate business impact.

Explore Forrester Decisions for Revenue Operations.

Insights

Blog

Peer Discussion Highlights Best Practices In Marketing Data Strategy

Simon Daniels 1 day ago
At a recent peer discussion with Forrester clients on the topic of best practices in marketing and sales data strategy and management, we discovered that data quality, ownership, and aggregation, among others, are common issues and shared experiences for their resolution.
Blog

What Salesloft’s Acquisition Of Drift Means

Seth Marrs February 13, 2024
Salesloft’s acquisition of Drift is a first step into marketing technology for sales tech vendors.

Skyrocket Your Growth And Revenue With Our B2B Predictions

Watch our B2B predictions webinar exploring the opportunities successful B2B marketing, product, and sales leaders will embrace — and the genAI content mistake to avoid.

Podcast

342: What CX Leaders Need To Know About RevOps

The CX Cast February 13, 2024
Revenue operations teams and CX teams have overlapping interests when it comes to understanding the customer and improving the buying experience. Principal Analyst Anthony McPartlin gives us an initial overview of RevOps, revealing some exciting opportunities for both functions to be stronger together.
Blog

Avoid Three Traps For RevOps Success In 2024

Anthony McPartlin February 2, 2024
Beware of these functional design and implementation pitfalls that could derail your long-term efforts.
Blog

Understanding The Real-Time Revenue Execution Platform Landscape

Seth Marrs January 24, 2024
Real-time revenue execution platforms strengthen prospect identification and digital engagement while also providing capabilities that ensure the best buyer experience. Learn more about how they can improve business outcomes.
Blog

B2B Summit North America 2024: Your Ticket To Turning Disruption Into Growth

Srividya Sridharan January 23, 2024
Explore the strategies and tools needed to drive customer-obsessed growth at our premier event for B2B marketing, sales, and product teams.
Blog

Call For Entries: Forrester B2B Summit North America Awards

Cristina De Martini January 9, 2024
Have a great B2B success story to share? Nominate it for a B2B Return On Integration Honor or Program Of The Year Award! Winners will take the stage at Forrester’s B2B Summit North America.
Blog

Seven New Year’s Resolutions To Maximize The Value Of Your Event Data

Simon Daniels January 5, 2024
Effectively operationalizing B2B events data is crucial to leveraging an underutilized yet invaluable source of first-party audience data.
Podcast

How To Use AI To Uplevel Revenue Enablement 

What It Means January 4, 2024
Many revenue enablement leaders are simultaneously intimidated and intrigued by AI, particularly generative AI (genAI). The sooner they embrace it, the sooner they can help make sellers and other customer-facing roles more effective. Vice President and Principal Analyst Peter Ostrow shares advice for getting started with AI this week on What It Means. 
Blog

What I Learned About Sales Technology In 2023

Seth Marrs December 20, 2023
The past year was an exciting one for the sales technology market. Here are some of the highlights, along with a look ahead to 2024.
Blog

Revenue Operations Past, Present, And Future

Simon Daniels December 20, 2023
A recent trip to see Charles Dickens’ “A Christmas Carol” leads to considering the past, present, and future of revenue operations ...
Blog

AWS’s Silent Nod To FinOps

Tracy Woo December 12, 2023
Last week, Amazon.com VP and CTO Werner Vogels closed out re:Invent 2023 with his keynote address on the “frugal architect.” This isn’t the first time that Vogels has introduced this topic. In fact, it was a theme he originally introduced in 2012 that revolves around architecting with cost in mind. To me, and likely to […]
Blog

What Google’s New Spam Protection Means For Sales And Marketing

Seth Marrs December 11, 2023
Learn more about the impending changes to Gmail and Yahoo spam rules, along with what you can do about it.
Blog

Event Data Could Be The Best Gift To Your Organization This Holiday Season

Conrad Mills December 8, 2023
Access to audience data is becoming more restrictive and B2B events represent an underutilized yet invaluable source of first party data.
Blog

RevOps Strategies Are Missing An Operating Model

Anthony McPartlin November 29, 2023
Across B2B, organizations are often overreliant on org design to drive change. Revenue operations (RevOps) implementation discussions are filled with questions of centralization, decentralization, or centers of excellence. But structures are just one lever of change. Structure tells you nothing about which customers or stakeholders to support and prioritize, the offerings that you should provide, […]
Blog

The State Of B2B Marketing Measurement In 2023: Five Key Observations

Ross Graber November 27, 2023
When it comes to insight-driven decision-making, too many B2B organizations are simply falling short. Forrester survey data points to opportunities for improvement.
Blog

Saying Goodbye To MQLs: A Parting That Is All Sweet And No Sorrow

Simon Daniels November 21, 2023
Adopting the revenue waterfall for demand management brings many benefits, meaning that parting with leads can be all sweet and no sorrow.

Join Us In Austin To Ignite Your B2B Growth

Unleash B2B success at our Austin B2B Summit, May 5-8. Dive into 100+ electrifying sessions on B2B marketing, sales, and product growth and revenue strategies — including a full genAI track.

Blog

B2B Marketing Planning Is Connected But Doesn’t Need To Be Overwhelming

Laura Cross November 9, 2023
The future of B2B marketing planning will be integrated, sequenced, and adaptive.
Blog

Planning Season Is The Time To Revisit Your CMO Dashboard

Ross Graber November 8, 2023
Planning season is that time of year when B2B marketing objectives get set, tweaked, and reestablished. It’s also the perfect time to revisit your CMO dashboard to ensure that it’s up to the task — here’s how.
Blog

Conversation Intelligence For B2B Revenue Drives AI-Generated B2B Insights

Seth Marrs October 31, 2023
The recent evaluation, The Forrester Wave™: Conversation Intelligence For B2B Revenue, Q4 2023, revealed trends that help customers understand what they should look for in providers when purchasing CI solutions.
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