B2B organizations can maximize customer value and commercial impact with a unified revenue operations strategy.
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B2B revenue operations play an instrumental role in orchestrating value throughout a customer’s lifecycle by unifying and optimizing data, processes, technology, and talent. Designed to maximize customer experience (CX) and company performance, the revenue operations function delivers a new remit beyond current marketing, sales, customer, and channel operations: a highly configured, iterative commercial execution strategy focused on purposeful integration across the revenue ecosystem. In this session, learn how revenue operations leaders execute a customer-obsessed operations strategy and set the stage for an impactful future for your organization.
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Customer success (CS) is a vital business capability that can develop out of several existing functions, including support, sales, or marketing. As a company grows, CS sprawl can increase, making it difficult to consolidate resources under dedicated leadership with the technology and processes designed to achieve agreed-upon outcomes. Maturing CS requires moving away from its dependence on human labor toward digital-led ways to engage and guide customers toward the outcomes they want and the value they deserve.In this webinar, Forrester vice president and principal analyst Laura Ramos shows customer engagement leaders how to use Forrester’s Total Economic Impact™ (TEI) methodology to build a business case for combining distributed, nondedicated resources into a formally chartered CS function with the processes, responsibility, and technology to support any enterprise-scale business. We explore the TEI of three key digital-led investments — a customer-centered digital experience, integration of learning content or technology, and a community-based advocacy program — and what returns you can expect from each.Key takeaways: Learn why now is the time to scale CS using digital-first approaches.Understand four popular, practical ways to extend CS impact by digitalizing postsale experiences.Connect the Total Economic Impact™ (TEI) methodology to smart CS investment.Explore how to build your business case around increasing CS ROI.Target audience level: beginner and intermediate
Dramatic changes in how B2B organizations manage their people, informed by recent years of social upheaval and the pandemic, have finally made their way into the sales function. The dual needs of attracting and keeping highly engaged and high-performing sellers are far more intertwined than ever before and demand that CSOs and HR leaders align closely on establishing a sales culture that adapts to ever-changing buyers, offerings, motions, and societal norms. Key takeaways:Understand the connection between culture and performance — learn how high-performing sellers, managers, and leaders deliver stronger revenue output when they are engaged, motivated, and given a voice.Hear how CSOs and revenue enablement leaders use agile strategies to stay ahead of the curve — and the competition — in the never-ending pursuit for top sales talent.Apply the four levers of culture to your sales organization to power-up your team performance.Target audience level: intermediate
In every B2B sales organization, one of the most important roles is that of first-line sales manager (FLSM). Part coach, part leader, part manager, and part recruiter, this challenging position combines a wide range of skill sets and provides ample opportunities for both success and failure on a larger scale than that of a single, individual contributor sales rep. In this webinar, Forrester vice president and principal analyst Peter Ostrow provides research-based recommendations for how to optimize the FLSMs in your sales organization.Key takeaways:Learn whether promoting top-selling reps from within, hiring from elsewhere within your organization, or recruiting sales managers externally is the best strategy for your organization.Gain insight into the key attributes of high-performing sales managers.Learn about four critical best practices for first-line sales manager enablement.Acquire best practices for B2B sales manager staffing and enablement.Target audience level: intermediate
For too long, the B2B enablement community has struggled with identity, with our “why” and “what” undergoing seemingly constant analysis paralysis. It’s time to leverage our amazing evolution more effectively by proving how enablement actions and expertise inform business outcomes that matter — and by informing your best journey to success. Forrester VP and Principal Analyst Peter Ostrow reveals new research data showcasing how best-of-breed enablement leaders deliver measurable outcomes across the entire spectrum of hot topics for 2024: delivering measurable value, optimizing seller competence and content, and adapting to constant change.Key takeaways:Learn how to deliver measurable enablement value.Discover ways to optimize seller competence and content. Understand how to adapt to constant industry change.Target audience level: all levels
This webinar was originally scheduled for January 24, 2024 Traditional approaches to technology have left many B2B organizations and their customers wanting more. Technology plays a critical role in driving business success, but simply investing in the latest tools is not enough. For companies that truly want to accelerate their growth, customer obsession must be the cornerstone of their tech strategy transformation.Key takeaways:Learn how technology helps organizations achieve customer-obsessed growth.Understand the three pillars of developing a customer-obsessed tech strategy.Target audience level: all levels
This webinar was originally scheduled for December 08, 2023.In the race to leverage AI more effectively than the competition, B2B organizations are rapidly trying to understand its capabilities, leverage its efficiencies, and guard against its dangers. Revenue leaders are among many who are simultaneously intrigued and confused by current hype about AI, particularly generative AI, but universally recognize the need to leverage it quickly and effectively. This webinar details the impact and potential benefits of AI specific to B2B revenue enablement as well as the actions revenue leaders must take to maximize those benefits.Key takeaways:Learn about the five AI best practices for revenue enablement leaders.Take away four action items for revenue enablement to respond to seller imperatives.Target audience level: beginner