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

With B2B Sales Disruption On The Doorstep, What’s Next?

Rick Bradberry April 22, 2025
A handful of forces are shaping the next decade of selling, which will be a B2B sales supercycle — an extended period of growth and transformation. Discover how AI affects B2B sales, as well as the characteristics and implications of this upcoming future.
Blog

Compensation Solutions Increase ROI By Enabling Administrators

Seth Marrs March 19, 2025
The Forrester Wave™: Sales Performance Management Solutions For Incentive Compensation, Q1 2025, provides insights into how this category is evolving and where customers are getting the most value.
Blog

It’s Time To Change The Rules For Defining The Value Of B2B Data

Brett Kahnke March 4, 2025
To prove that data investment should be a priority in your business, you need to adopt a rulebook that expands the definition of business value. Here's what to consider.
Blog

Announcing Forrester’s B2B Programs Of The Year Award Winners For North America

Matthew Selheimer February 27, 2025
Learn the seven companies that won this year’s coveted B2B Programs Of The Year Awards for North America, and join us at B2B Summit in Phoenix to hear their stories live.
Blog

Sync Or Swim: Mastering B2B Processes

Vicki Brown February 25, 2025
In today’s fast-paced business environment, operational excellence is crucial. Successful organizations categorize and sequence every B2B process, identifying and addressing breakdowns effectively. The Forrester B2B Process Chain Framework provides seven categories — strategize, plan, design, build, deploy, measure, and optimize — that help visualize and synchronize interconnected B2B processes. This alignment ensures excellence and adaptability, supporting sales and marketing teams.
Blog

Why The “AI Agent As Coworker” Narrative Is The Future

Seth Marrs February 13, 2025
AI agents have a promising future as innovative coworkers, and their presence is already being felt despite the inflated hype and current limitations.
Blog

The “AI Agent As Coworker” Narrative Is Nonsense

Anthony McPartlin February 13, 2025
In this two-part blog series, Principal Analysts Anthony McPartlin and Seth Marrs debate the idea of AI agents as coworkers. Here, Anthony takes a skeptical perspective, while in his blog, Seth (ever the optimist) makes his case for a more positive view of AI agents. An ad campaign has been running on bus shelters across […]
Blog

The Essential Role Of Process In Executing Your B2B Strategy

Cristina De Martini February 12, 2025
Process is not merely a conduit for efficiency; it’s the backbone for converting strategy into results. Without a robust process in place, reaching your goals becomes almost impossible. Learn a four-step method to turning process into a powerful execution tool.
Blog

If Process Is So Important, Why Isn’t Process Prioritized?

Laura Cross February 11, 2025
In today’s unstable market driven by shifting buyer expectations and AI disruption, strong processes are an organization’s lifeline, ensuring predictability, consistency, and scalability, yet many organizations overlook their importance. Investing in process improvement isn’t a nice-to-have — it’s essential. It boosts innovation, creates competitive differentiation, improves efficiency, cuts waste, and makes an organization agile.
Blog

Five Ingredients To Win The Recurring Revenue B2B Bake-Off And Avoid Getting Chopped

Nick Buck January 30, 2025
The secret to recurring revenue marketing success is to reimagine marketing’s work through the lens of its interactions with five key stakeholder groups. Learn what those groups are and how to get started in this preview of a new report.
Blog

Align B2B Strategy, Planning, And Execution To Achieve Growth With Precision And Purpose

Laura Cross January 13, 2025
Translating corporate strategy into actionable plans at the product, revenue, functional, and operational levels is no easy feat. Learn how teams can do this successfully.
Blog

What I Learned About Sales Technology In 2024

Seth Marrs December 17, 2024
This blog provides a 2024 year in review of the sales technology market, along with a view on how it will impact 2025.
Blog

The Twelve Days Of Revenue Operations Christmas

Simon Daniels December 13, 2024
What would you want your RevOps true love to give to you on the twelve days of Christmas?
Blog

B2B Marketing Measurement Isn’t Trusted, And It’s About To Get Worse — A Bonus Prediction

Ross Graber December 6, 2024
Let’s brace ourselves for a hard truth. Trust in marketing measurement is already poor, and left unchecked, it’s poised to get 20% worse. Learn about the challenges and market forces contributing to this decline, and find out the steps that you can take to enhance trust in marketing measurement.
Blog

Data Provider Selection Depends On The Entire Revenue Ecosystem Working Together

Simon Daniels November 29, 2024
Selecting a new marketing and sales data provider requires planning and coordination across the revenue ecosystem and revenue operations has a key role to play.
Blog

Revenue Operations: Hot Topics From B2B Summit EMEA 2024

Simon Daniels November 4, 2024
Read this blog for revenue operations hot topics from the ever-popular analyst sessions at this year’s Forrester B2B Summit EMEA.
Blog

Double-Clicking Into The Compensation Capabilities Of Sales Performance Management

Seth Marrs November 1, 2024
Learn how the Forrester Sales Compensation Design And Management Model and a new landscape report can help evaluate sale performance management platforms.
Blog

Call For Entries: Forrester 2025 B2B Summit North America Awards

Matthew Selheimer October 30, 2024
Do you have a success story on transforming your company or function in the service of customers? We would love to hear from you if so. Submit your story for a chance to be honored on the B2B Summit mainstage.
Blog

GenAI Is A Land Of Confusion For Revenue Leaders

Anthony McPartlin October 29, 2024
It’s critical that revenue leaders develop a proactive strategy for applying AI for performance impact and separate reality from vision (or hype). Learn how to get started with these three steps.
Blog

B2B Go-To-Market Budgets Will Continue To Be Tight In 2025: Here’s What Marketing And Sales Operations Leaders Need To Do About It

Ross Graber October 28, 2024
Facing tight budgets in 2025, here are the main areas where B2B revenue, marketing, and sales leaders should prioritize their investments.
More posts