Revenue Enablement: Key Roles And Responsibilities

January 1st, 2018

Jennifer Bullock Principal Analyst

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Summary

Revenue enablement has evolved into a dedicated function focused on the core priorities of managing talent, assets, communications, and methodology within sales organizations. Revenue enablement requires a coordinated, interlocking team effort involving marketing, sales, and product departments and increasingly involves enabling roles out of sales. With the emergence of sales content and communications specialists, revenue enablement roles continue to become even more specialized. This report will illustrate how companies can advance the revenue enablement function through specialized training and certification of revenue enablement roles within their organization.

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