Introducing The Aligned Revenue Planning Process

Aligned revenue planning is a structured process that brings together the often siloed fiscal planning efforts made by B2B marketing, sales, and customer engagement functions. Achieving aligned revenue planning is crucial for each function to understand revenue priorities and responsibilities — along with the allocation of resources — for the coming fiscal year. The Forrester Aligned Revenue Planning Process, which can be implemented and managed by the organization’s revenue operations team or functional operations teams, highlights three primary phases. Each phase contains key steps detailing planning inputs, participants, actions, and required outputs. The outputs of each step serve as input to inform and drive revenue alignment in subsequent planning steps — and gain cross-functional contribution and commitment to the revenue plan.