Best Practice Report

Measuring Revenue Enablement: Which Approach Should I Take?

A Comparison Of Five Radically Different Methods Of Gauging Enablement Success

December 12th, 2023
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Kathleen Pierce , Mike Pregler , Justin Ferguson , Kate Pierpont


Revenue enablement leaders often struggle to gauge the success of their function. Forrester’s Revenue Enablement Measurement Model guides leaders through a cadence of measuring activity that is driven by two key tenets: measuring enablement at the initiative, not the functional level; and focusing less on poorly correlated lagging indicators and more on leading KPIs. In this report, we analyze data from Forrester’s 2021 Sales Enablement Society Survey to demonstrate how revenue enablement leaders can segment B2B seller and enablement cohorts using five measurement approaches, score their results, and then use those insights to inform action plans.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.