Plan, Don't Hope, For Lead-To-Revenue Benefits

December 7th, 2017

Lori Wizdo

With contributors:

Caroline Robertson , Matthew Camuso , Alexander Bullock

Summary

Countless benefits are forecast to build the lead-to-revenue management (L2RM) business case. Forrester recommends that B2B marketing executives implement a benefits realization program to govern L2RM performance. This report introduces three fundamental techniques (and offers three basic tools) that you can use to jump-start and sustain your benefits realization discipline. It's OK to right-size your benefits management rigor. But never forget that without demonstrable benefits, your L2RM program is a demonstrable waste of time and money. This is an update of a previously published report; Forrester reviews and updates it periodically for continued relevance and accuracy; we revised this edition to factor in new ideas and data.

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