Forrester Research - Revenue Process Transformation

Description

Many B2B organizations continue to optimize marketing, sales, and customer success independently, while buyers increasingly expect a seamless experience across the entire lifecycle. As buying behaviors evolve and traditional revenue models reach their limits, incremental improvements are no longer enough. In this session, Forrester will explore why organizations must rethink the processes, metrics, and operating practices that drive growth. Participants will learn how leading organizations are transforming their revenue processes around buying groups, customer value, signals, and cross-functional collaboration to improve both business performance and customer outcomes. Beyond The Breaking Point: It's Time For A Revenue Process Transformation (RFP) Welcome & Introduction (10 min) Executive Presentation: The RFP Concept (35 min) Why traditional revenue models struggle to meet the needs of modern buyers. Explore the key shifts required to transform revenue processes, including customer-centricity, buying groups, signal-led execution, lifecycle alignment, and cross-functional collaboration. Networking Break (15 min) Executive Peer Discussion (40 min) Are We Ready For Revenue Process Transformation? Explore how organizations are adapting their revenue processes to changing buyer behaviors, increasing cross-functional collaboration, and evolving expectations around customer value, buying groups, and revenue accountability. Discussion topics will include: Aligning marketing, sales, and customer success around shared outcomes Moving from activity- and funnel-based management to customer- and signal-led execution Overcoming organizational barriers to revenue process transformation Wrap-Up & Key Takeaways (10 min) Practical actions leaders can take to advance their own revenue process transformation journey.