Best Practice Report

Introducing The Integrated Revenue Production Plan

Achieving Integrated Revenue Planning

March 14th, 2024
Robert Munoz, VP, Principal Analyst
Robert Munoz VP, Principal Analyst
With contributors:
Cristina De Martini , Vicki Brown , Ross Graber , Laura Cross , Terry Flaherty , Craig Moore , Christian Jibilian , Ellen Lind

Summary

Aligning marketing, sales, and customer success team goals in planning is difficult. Alignment requires a cross-functional integrated annual plan that operations and planning teams use to collaboratively build integrated revenue plans. These plans must define the opportunity volume by path, interaction volume for each buying group, and resources each team needs in staffing and budget. Revenue operations facilitates a complete revenue plan while driving alignment and integration across the functions. This report introduces the elements and structure for developing an aligned and integrated revenue production plan.

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