Aligning Revenue Engine Content With Buying Cycles

Product or solution marketers spend a great deal of time and effort crafting what they believe to be the perfect enablement tools and collateral, then discover that just a small fraction of what’s been created is ever used. A major reason for this lack of use is failure by product and/or solution functions to generate their output based on an understanding of what buyers need to make a decision, and when they need it. In this report, we introduce the Forrester Revenue Engine Content Framework based on our concept of buying cycles that, when employed, will help the revenue engine convey knowledge to buyers more effectively during a complex B2B buying process.