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.
Insights
Blog
Shine Bright At The B2B Summit APAC 2025 Awards!
Attention, all B2B leaders! The stage is set, and the spotlight is on you. The B2B Summit APAC Awards are calling for entries — this is your golden opportunity to showcase your extraordinary achievements.
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With B2B Sales Disruption On The Doorstep, What’s Next?
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.
Navigate B2B Volatility Like A Pro With Forrester
Struggling to adapt to shifting priorities and economic challenges? Our webinar reveals how to thrive with smart scenario planning, quick decisions, and solid compliance strategies.
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Compensation Solutions Increase ROI By Enabling Administrators
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.
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It’s Time To Change The Rules For Defining The Value Of B2B Data
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.
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Announcing Forrester’s B2B Programs Of The Year Award Winners For North America
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.
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Sync Or Swim: Mastering B2B Processes
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.
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Why The “AI Agent As Coworker” Narrative Is The Future
AI agents have a promising future as innovative coworkers, and their presence is already being felt despite the inflated hype and current limitations.
Turn Buying Groups Into Revenue Machines
Ready to close bigger deals faster? Learn how with Forrester’s B2B Revenue Waterfall™ and master the six steps to identifying, engaging, and converting buying groups.
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The “AI Agent As Coworker” Narrative Is Nonsense
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 […]
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The Essential Role Of Process In Executing Your B2B Strategy
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.
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If Process Is So Important, Why Isn’t Process Prioritized?
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.
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Five Ingredients To Win The Recurring Revenue B2B Bake-Off And Avoid Getting Chopped
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.
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Align B2B Strategy, Planning, And Execution To Achieve Growth With Precision And Purpose
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.
See How Top Brands Shifted From MQLs To Buying Groups
Missed the live session? Watch on demand to see how Siemens, Zendesk, and Palo Alto Networks transformed revenue strategies by moving from outdated MQL models to a buying group approach.
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What I Learned About Sales Technology In 2024
This blog provides a 2024 year in review of the sales technology market, along with a view on how it will impact 2025.
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The Twelve Days Of Revenue Operations Christmas
What would you want your RevOps true love to give to you on the twelve days of Christmas?
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B2B Marketing Measurement Isn’t Trusted, And It’s About To Get Worse — A Bonus Prediction
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.
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Data Provider Selection Depends On The Entire Revenue Ecosystem Working Together
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.
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Revenue Operations: Hot Topics From B2B Summit EMEA 2024
Read this blog for revenue operations hot topics from the ever-popular analyst sessions at this year’s Forrester B2B Summit EMEA.
Align Marketing And Sales Teams On Customer Value
Want to maximize revenue by prioritizing customer value? Discover how the Forrester Opportunity Lifecycle keeps teams engaged with customers at every stage of their journey.
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Double-Clicking Into The Compensation Capabilities Of Sales Performance Management
Learn how the Forrester Sales Compensation Design And Management Model and a new landscape report can help evaluate sale performance management platforms.
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Call For Entries: Forrester 2025 B2B Summit North America Awards
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.
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GenAI Is A Land Of Confusion For Revenue Leaders
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.
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