Model Overview Report

Introducing The Activity-Based Revenue Enablement Model

Six Steps To Ensure That Sellers Are Enabled In Context, And That Enablement Leaders Continuously Improve Their Impact

September 7th, 2022
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Adam Birnberg , Drew Zalucky

Summary

All B2B organizations strive to create continuously more productive ways for their sales teams to conduct their business — with contributions from various functions designed to help them access “the right thing, at the right time” as they source, pursue, and close revenue opportunities. With departments such as marketing, revenue enablement, and learning and development providing these assets, however, many salespeople become overloaded with well-intentioned but ineffectively timed support systems. The Forrester Activity-Based Revenue Enablement Model focuses on both the “what” and the “when” for how organizations deliver sales support in a cadence aligned to the flow of sales opportunities and buyer interactions.

Want to read the full report?

Contact us to become a client

This report is not available for purchase at this time.

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.