Charter Report

Establishing A Revenue Enablement Charter

February 23rd, 2018
Jennifer Bullock, null
Jennifer Bullock
Nancy Maluso, null
Nancy Maluso


In B2B organizations, the enablement function contributes to increasing sales productivity by improving the effectiveness of sales reps. It achieves this by acting as the “authorizing agency” that gathers the random enablement efforts coming from across the organization and consolidating them into a more cohesive and integrated program. In this report, we describe the components of the revenue enablement charter that are essential for identifying and communicating the function’s mission, programs, and performance goals.

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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.