Role Connections Report

Revenue Development Roles Are Evolving: Expanded Competencies Required

October 27th, 2023
Malachi Threadgill, null
Malachi Threadgill
With contributors:
Steven Casey , Maria Alexandrou , Arianne Burnette


Qualification teams, also known as revenue development teams, must evolve to stay competitive in a fast-changing B2B world. The explosion of technology and the insights available requires this “middle” of the growth engine team to adjust their team setup, outreach programs, and qualification standards to compete. The expected outcomes for this role are the same, but how revenue development teams get to that desired outcome is changing. In this report, we discuss the changing world of revenue development and clarify the various titles, roles, and responsibilities for this qualification function.

Want to read the full report?

This report is not available for purchase at this time.

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.