TOPO Research: Revenue Operations Framework

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© 2020 TOPO. All rights reserved. Unauthorized copying or distribution is a violation of copyright law. For questions, email analyst@topohq.com. 2 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

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