Vision Report

The Forrester High-Performance Operating Model Framework For Revenue Operations

Design The Right Operating Model For Your Revenue Operations Function

March 28th, 2024
With contributors:
Cristina De Martini , Paul Ferron , Simon Daniels , Laura Cross , Hannah Bradbury , Julia Swerdlow , Ellen Lind


The lack of a design framework and clear operating principles for building a revenue operations function leaves many organizations overreliant on organizational charts as the primary lever of change. This results in ill-fitting structures and behaviors that leave some B2B organizations struggling to adopt and sustain revenue operations. Forrester’s High-Performance Operating Model Framework For Revenue Operations enables operations leaders in revenue operations, sales operations, or marketing operations to design, implement, and evolve the right operating model to deliver business and customer value.

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