Measuring Revenue Enablement

April 3rd, 2019

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Nancy Maluso

Summary

The goal of revenue enablement is to ensure sales reps have the skills, knowledge, process expertise, and access to assets required to be effective in customer interactions. Revenue enablement (along with revenue operations) focuses on enhancing the efficiency of sales reps. Therefore, practitioners must measure not only what revenue enablement does, but also the impact on sales results and productivity. To measure the enablement function, practitioners must divide enablement work into seller deliverables and impact on business outcomes. In this report, we provide visibility into revenue enablement’s functional performance and contribution to business value.

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