Model Overview Report

The Forrester Aligned Revenue Planning Process

Drive Aligned Planning Across The B2B Customer-Obsessed Growth Engine

March 20th, 2024
Robert Munoz, VP, Principal Analyst
Robert Munoz VP, Principal Analyst
Laura Cross, VP, Principal Analyst
Laura Cross VP, Principal Analyst
With contributors:
Cristina De Martini , Steve Silver , Christian Jibilian , Ellen Lind

Summary

Aligned revenue planning is a structured process for integrating fiscal revenue planning efforts across B2B marketing, sales, product, and customer functions. Delivering an aligned revenue plan each fiscal year is crucial to gain cross-functional contribution commitment by function against growth objectives and revenue priorities for the business. In this report, we introduce the three-phase Forrester Aligned Revenue Planning Process, which should be implemented by the organization’s revenue operations team or functional operations teams. The output of each phase informs revenue alignment in subsequent planning steps.

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