The Forrester Aligned Revenue Planning Process

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.