The Forrester Wave™: Revenue Operations and Intelligence, Q1 2022

“In our 28-criterion evaluation of revenue operations and intelligence (RO&I) providers, we identified the 14 most significant ones … and researched, analyzed, and scored them. This report shows how each provider measures up and helps revenue and tech leaders select the right one for their needs.”

According to the report:

“RO&I Is Critical For Modern Digital Sales And Revenue Management”

“The results of Forrester’s 2021 B2B Buying Survey reveal how B2B buying dynamics have rapidly evolved in the last two years. The average number of buying interactions rose from 17 in 2019 to 27 in 2021. In the same period, purchase decisions that involved four or more people increased from 47% to 61%. The related shift to digital engagement (self-guided and personal) has made it imperative to have comprehensive insight into buyer relationships and engagement activity and to use this intelligence and insight to improve the buying experience and optimize revenue engine performance. RO&I providers have seen rapid growth during this period by filling feature, user experience, insight, and execution gaps within and between traditional sales technology categories to create a new value proposition for buyers of sales technology.”

“As a result of these trends, RO&I buyers should look for providers that…”