Your score is [[QuizScore]] out of a possible 100.

Based on our research and expertise, here is our analysis of your responses. Please review the recommendations, especially those that indicate possible room for improvement. This analysis will help guide you in assessing and optimizing your approach to the people, processes, and technology across the enterprise, which will then help ensure that you have alignment across the teams that are involved in optimizing revenue management.

Your answers place you among the organizations in the middle tier, indicating that you have the people, processes, and technologies in place to support alignment across the organization, in your revenue operation processes, and in the technologies in place across different departments. However, there are further investments that can be made to ensure that your organization is performing at that higher level where the best of organizations are operating—including your potential competitors.

Your organization should initiate a process to assess and review how you think about revenue. It is essential to elevate this investment priority and to continuously assess how the organization is performing against its goals in this area. Seek support from executives and sponsorship from decision-makers who understand how to take a unified approach to planning and execution against revenue targets, and who recognize that when sales, marketing and customer success are aligned, it maximizes the potential for customer retention, expansion, new business and overall success. You have parts of the journey in place, from prospect to customer and on to renewal and expansion, but not all the steps are being managed optimally and the handovers at each stage can be improved.

Your examination should consider how the many tools and resources are being used, as well as the implications of your current approach to workforce efficiency and for management time and expense. Check to be sure that the KPIs and metrics that you are tracking are tied to each step of the customer journey. To ensure alignment, look at the departments responsible for the customer journey to determine whether all are using the same data and metrics.

Examine how you scored on the individual questions to assess how to begin improvement in this area, then identify two or three key next steps.

With this assessment, your next steps should be clear, as should be your path to prioritization of and investments in the changes to people, processes, and technologies that will be required to ensure sustained alignment across teams and the tracking of appropriate KPIs and metrics that will ensure targeted business outcomes.

Revenue Management Capabilities Self-Assessment