Model Overview Report

Introducing The Forrester Revenue Operations Range Of Responsibilities Model

Identify Areas Of Alignment Across Marketing, Sales, Partner, And Customer Success Operational Responsibilities

March 11th, 2024
Laura Cross, VP, Principal Analyst
Laura Cross VP, Principal Analyst
Anthony McPartlin, Principal Analyst
Anthony McPartlin Principal Analyst
With contributors:
Cristina De Martini , Steve Silver , Robert Munoz , Shari Srebnick , Hannibal Scipio , Brett Kahnke , Christian Jibilian , Kate Pierpont

Summary

Revenue operations plays a valuable role across the growth engine, enabling B2B organizations to ensure superior customer value and deliver commercial performance. Without an effective and efficient revenue operations capability, the disciplines involved in running the growth engine (e.g., marketing, sales, partner, customer success) will struggle to succeed. To assist organizations in designing a high-performing revenue operations capability, Forrester has developed the Revenue Operations Range Of Responsibilities Model. This report provides revenue operations’ scope and identifies areas of alignment across marketing, sales, partner, and customer success operational responsibilities.

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