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August 31, 2020
REVENUE OPERATIONS FRAMEWORK
The critical elements of a world-class Revenue Operations organization
By Craig Rosenberg and Dan Gottlieb
August 31, 2020
The TOPO Revenue Operations Framework provides an overview of the elements needed to create
and adopt a successful Revenue Operations model in an organization. This note covers each of the key
categories of the framework, defines the critical components in each category, and provides examples
of each.
TABLE OF CONTENTS
Introduction 3
Framework 3
Definitions 5
About TOPO 14
RELATED RESEARCH
Go-to-Market Framework, January 2020
Demand Generation Framework, July 2019
Account Based Framework, May 2019
