How Does RMOS™ Measure Enablement ROI?
RMOS™ (Revenue Marketing Operating System) ties enablement inputs → behavior change → pipeline and revenue outcomes with governed IDs, cohorts, and financial math, so leaders can fund what creates measurable lift.
RMOS™ measures enablement ROI by tagging every intervention (training, coaching, play, and asset) to opportunities and reps, monitoring leading indicators (discovery score, multi-threading, mutual plans), and comparing exposed vs. control and pre vs. post cohorts. ROI is computed as (Incremental Gross Profit − Program Cost) ÷ Program Cost, with attribution validated via difference-in-differences and governed taxonomies.
What RMOS™ Captures for Enablement ROI
The RMOS™ Enablement ROI Playbook
A practical path to prove impact—from adoption to dollars.
Define → Tag → Baseline → Expose → Compare → Monetize → Govern
- Define value chain: Specify target behaviors (e.g., discovery ≥ threshold, ≥3 personas engaged, MSP in place).
- Tag interventions & content: Assign IDs in LMS/enablement; attach to users, calls, and opportunity records.
- Baseline metrics: 90–120 day pre-period for win rate, cycle time, ACV, and productivity by segment.
- Expose & certify: Roll out to cohorts; require certification; log manager coaching cadence.
- Compare fairly: Exposed vs. control and pre vs. post with mix, seasonality, and competitor normalization.
- Monetize lift: Convert win-rate and ACV deltas into incremental gross profit; subtract program cost; compute ROI & payback.
- Govern monthly: Revenue council reviews adoption → behavior → outcomes → ROI; scale winners, sunset low-ROI plays.
Enablement ROI Maturity Matrix (RMOS™)
| Capability | From (Ad Hoc) | To (Operationalized) | Owner | Primary KPI |
|---|---|---|---|---|
| Taxonomy & IDs | Unlabeled trainings/assets | Governed IDs for training, coaching, plays, and content | Enablement/RevOps | Tag Coverage % |
| Behavior Instrumentation | Anecdotal coaching | Call scorecards, persona depth, MSP adoption | Enablement | Leading Indicator Δ |
| Attribution & Testing | Global averages | Cohorts, waves, diff-in-diff & regression | RevOps/Analytics | Win-Rate Lift (pp) |
| Financial Modeling | Bookings only | Incremental gross profit, ROI %, payback | Finance/RevOps | ROI %, Payback (mo) |
| Productivity & Ramp | Time-to-first deal unknown | Ramp to quota, meetings→opps→wins funnel | Sales Ops | Ramp Time, Wins/Rep |
| Executive Governance | Quarterly slides | Monthly board-ready ROI dashboard & actions | Revenue Council | Programs Scaled/Retired |
Client Snapshot: Certification + MSP → Positive ROI in 2 Quarters
A SaaS company tagged discovery certification and required mutual success plans for ≥$40K ACV. Exposed cohorts saw +5.9 pp win-rate lift, −8 days cycle time, and +7% ACV. After program and tooling costs, RMOS™ calculated a 142% ROI and 5-month payback, leading the revenue council to scale the play company-wide.
With RMOS™, enablement funding is defended by evidence: adoption drives behavior change, behavior change improves deal economics, and improved economics yield auditable ROI.
Frequently Asked Questions about RMOS™ Enablement ROI
Operationalize Enablement ROI with RMOS™
We’ll implement tagging, fair tests, and board-ready financials so you can invest in the enablement programs that truly pay back.
Build RevOps Measurement Assess Enablement ROI Maturity