Best Practice Report

Operationalizing A Sales Engagement Platform For Revenue Development Teams

November 11th, 2020
Amy Hawthorne, Principal Analyst
Amy Hawthorne Principal Analyst
Malachi Threadgill, null
Malachi Threadgill
With contributor:
Seth Marrs

Summary

B2B demand management processes require coordinated efforts — including people, processes, and automation — to identify, validate, and qualify a revenue-generating opportunity. Sales engagement platforms integrated into the revenue management process help organizations target buying groups in a coordinated, multichannel, and efficient way. In this report, we provide primary use cases, alignment requirements, and considerations for adopting and operationalizing a sales engagement platform for revenue development teams (see The Changing World Of Teleservices Teams).

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