Revenue Enablement: An Aligned Vision

January 9th, 2020

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

With contributor:

Maria Chien

Summary

Historically, B2B organizations have treated business development, opportunity management, and customer engagement as independent interactions with buyers and customers. However, the best practices of sales and partner enablement professionals are now being applied to support and empower consistent enablement for all customer-facing roles across the revenue engine, which provides the foundation for a more consistent buyer and customer experience. In this report, we introduce the Forrester Revenue Enablement Framework and explain how it can be used to improve customer experience across multiple customer-facing functions.

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