Dimensions of a World Class Revenue Architecture (Updated May 2018)

These 12 dimensions are critical success factors for sustainable, predictable and accelerated revenue performance. They form the building blocks of a Revenue Architecture.

Revenue Architecture
STRATEGY:
Aligning the business model and go-to-market model
Markets:
Segmentation
Competition
Positioning
Selection
Offerings:
Product Portfolio
Category Management
Pricing and Value
Commercialization
Go-to-Market:
Business Model Alignment
Partners and Channels
Marketing & Sales Mix
Enabling Resources
Alignment:
Funnel Metrics
SMART Goals
Marketing-Sales Alignment
Change Management
SYSTEMS:
Establishing the operational platform for marketing and sales
Brand:
Messaging
Visual Identity
Digital Channels
Collateral & Media
Organization:
Organization Design
Partner Model
Talent Development
Metrics & Incentives
Process:
Revenue Process
Process Enablement
Measurement & Reporting
Administration
Technology:
Salesforce CRM
Marketing Automation
Data Management
Business Intelligence
PROGRAMS:
Designing, launching and optimizing buyer engagement programs
Buyers:
Segment Selection
Segment Metrics
Buyer Pain Points
Engagement Personas
Experiences:
Experience Architecture
Content Map
Channel Mix
Sequence
Campaigns:
Integration & Automation
Launch and Test
Engagement Orchestration
Metrics Optimization
Selling:
Opportunity Management
Persuasive Communication
Account Management
Management & Coaching

Contact us for the Updated Revenue Architecture Capability Maturity Model.