Best Practice Report

Take A Structured Approach To Enabling Key Roles With Knowledge

Introducing The Forrester Knowledge Enablement Model

June 27th, 2024
Barry Vasudevan, VP, Principal Analyst
Barry Vasudevan VP, Principal Analyst
Paul Ferron, VP, Research Director
Paul Ferron VP, Research Director
John Buten, Principal Analyst
John Buten Principal Analyst
With contributors:
Amy Hayes , Peter Ostrow , Maria Chien , Drew Zalucky , Aidan Doyle

Summary

Every revenue engine role must be supported by specific knowledge. Sellers must understand what markets and buyers are demanding. Demand must know what messaging to use and how. Customer success must recognize signals that a customer is ready to become a buyer again. Content teams must identify assets to improve the buying experience. Partners require insight for positioning. Unfortunately, organizations often deliver knowledge unevenly and with little thought to the needs of these roles. In this report, we introduce the Forrester Knowledge Enablement Model, which helps B2B organizations identify the right roles to enable with knowledge and then build and deliver that knowledge.

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