Forrester Introduces New Forrester Decisions Research Services To Help B2B Leaders Drive Scalable And Sustained Business Growth
June 05 2023 - 9:00AM
Business Wire
Forrester (Nasdaq: FORR) today introduced two new research
services, Forrester Decisions for Revenue Operations and Forrester
Decisions for B2B Sales, at B2B Summit North America. Forrester
Decisions for Revenue Operations is designed to help B2B leaders
align internal operations that maximize customer value and drive
higher revenue and profitability. This Forrester Decisions service
will help leaders across marketing operations, sales operations,
and revenue operations strengthen their focus on customer value
creation through the integration of effective operating models
across the revenue ecosystem.
In 2023, B2B firms are facing slower growth due to soaring costs
to win customers and retain revenue, along with heightened customer
expectations. Eighty-three percent of buyers are dissatisfied with
their vendors in one or more areas during the buying process,
according to Forrester. This extensive dissatisfaction is
representative of the opportunity that vendors have in front of
them to improve the buyer’s experience. Revenue leakage — the loss
of earned or potential revenue due to inefficiencies across the
customer lifecycle — can harm customer satisfaction and cripple
company growth, especially in this environment. To rise to this
moment, B2B operations leaders need to expand their remit beyond
internal measures of performance such as improving team efficiency
and productivity to driving customer and buyer value.
Forrester Decisions for Revenue Operations helps B2B operations
leaders break down functional silos and unify revenue operations
strategy to optimize customer value, including:
- Bridging strategy and execution with integrated planning and
budgeting.
- Aligning revenue ecosystem processes and managing
change.
- Driving actionable insights and performance
measurement.
- Establishing an operational data strategy
advantage.
- Delivering value through revenue technology.
- Motivating performance through sales compensation.
- Designing high-performing revenue operations teams.
In addition, Forrester introduced Forrester Decisions for B2B
Sales to help sales executives, as well as leaders across sales
enablement, revenue enablement, customer success, and channel
sales, drive scalable and sustainable revenue growth. The service
enables B2B organizations to align revenue and route-to-market
strategies to corporate objectives, inspire and empower their teams
to achieve revenue targets, and acquire new customers to deliver
growth.
“Operations teams are typically responsible for the platforms,
data, process workflows, and analysis that enable buyer and
customer engagement,” said Srividya Sridharan, VP and group
research director at Forrester. “But a lack of focus on customer
value and an inability to appropriately design and transform an
effective operating model across the revenue ecosystem creates a
big gap. Orienting revenue operations talent, capabilities, and
resources around the customer throughout the revenue ecosystem can
maximize customer value and accelerate revenue growth. These new
Forrester Decisions services will ensure that B2B leaders have
access to the latest research, tools, and guidance to fully align
their ecosystems to drive business growth.”
Each Forrester Decisions service is built to empower leaders and
their teams to move quickly, de-risk decisions, and save time and
money through:
- Bold vision research to stay ahead of shifting customer
and market dynamics and plan for the future. For example, the
report Orient Revenue Operations To Customer Value presents a
vision for revenue operations leaders orchestrating customer value
throughout the customer lifecycle.
- Curated tools and frameworks to conquer priorities and
deliver strategies with strategic models and plug-and-play
templates. For example, Forrester’s B2B Revenue Operations Maturity
Assessment Model enables B2B leaders to establish a revenue
operations maturity baseline, outline areas for improvements, and
transform their revenue operations capabilities.
- Hands-on guidance to accelerate progress and bring their
teams along with a tailored experience through analyst guidance
sessions, peer discussions, and events.
Resources:
- Learn more about Forrester Decisions for Revenue Operations and
Forrester Decisions for B2B Sales.
- Explore how to strengthen alignment across the revenue
ecosystem here and here.
About Forrester
Forrester (Nasdaq: FORR) is one of the most influential research
and advisory firms in the world. We help leaders across technology,
customer experience, digital, marketing, sales, and product
functions use customer obsession to accelerate growth. Through
Forrester’s proprietary research, consulting, and events, leaders
from around the globe are empowered to be bold at work — to
navigate change and put their customers at the center of their
leadership, strategy, and operations. Our unique insights are
grounded in annual surveys of more than 700,000 consumers, business
leaders, and technology leaders worldwide; rigorous and objective
research methodologies, including Forrester Wave™ evaluations; 100
million real-time feedback votes; and the shared wisdom of our
clients. To learn more, visit Forrester.com.
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Ira Kantor ikantor@forrester.com
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