Stephen Hurrell's Analyst Perspectives

Sales Forecasting: Have the Process and Technology for a True Revenue Forecast?

Posted by Stephen Hurrell on Jun 22, 2021 3:00:00 AM

There has been a lot of market activity around vendors offering sales-forecasting products (or functionality to address sales forecasting) as part of a wider technology offering for sales and revenue management. As I have discussed in my Analyst Perspective: The Art and Science of Sales from the Inside Out, the pandemic accelerated the prior trends that are now forcing sales leaders and sales teams to reexamine traditional notions of how B2B sales are conducted. In addition, with the rise of the subscription business model and digital e-commerce, a more holistic approach to identify where revenue is coming from and how to manage and optimize a predictable revenue stream is becoming a pressing need. I cover the basic premise of this management of revenue streams in my Analyst Perspective: Revenue Management: The Opportunity for Innovation and Optimization.

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Topics: Sales, Office of Finance, Analytics, Business Planning, Sales Performance Management, Price and Revenue Management, AI and Machine Learning

Revenue Performance Management: Leadership and Operations for Optimal Outcomes

Posted by Stephen Hurrell on Jun 14, 2021 3:00:00 AM

As laid out in my recent Analyst Perspective, Revenue Management: The Opportunity for Innovation and Optimization, revenue management is a new way look at generating and managing the top line. It unifies multiple sources: the traditional focus on new customers to existing customers as well as all types of revenue from new, additional channels. This could include customer retention, upsell and cross sell, in addition to other selling channels such as through partners or digital sales channels like e-commerce and subscriptions.

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Topics: Sales, Analytics, Sales Performance Management, Price and Revenue Management, Digital Commerce, AI and Machine Learning, subscription management