Selecting And Managing Outsourced Revenue Development Partners

Revenue development vendors are often used as a quick fix for demand creation pain caused by a lack of prospects at the top of the Revenue Waterfall, too few appointments, or an inadequate in-house database. However, managing these programs takes more than signing the agreement, sourcing the list, and having the vendor generate sales appointments. For long-term success, the vendor must operate as an extension of the organization’s team. Organizations that approach revenue development vendors with a long-term strategy are more likely to see the relationship evolve. In this report, we identify four mistakes B2B organizations make in working with revenue development vendors and share ways to avoid them.