Model Overview Report

The Revenue Enablement Range Of Responsibilities Model

The functional responsibilities of the revenue enablement discipline

January 1st, 2018
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Jennifer Bullock, null
Jennifer Bullock

Summary

Revenue enablement leaders are tasked with maximizing sales rep productivity, which requires them to focus on reps’ efficiency and effectiveness. Many functions seek to support sales efforts around both of these elements, but a dedicated enablement function is at the center of this mission, managing the delivery of programs and technologies that drive rep productivity. In this report, we define the impact of revenue enablement and provide a deeper dive into the range of responsibilities that are present in high-performing organizations.

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