Ventana Research recently announced its 2023 research agenda for the Office of Revenue, continuing the guidance we’ve offered for nearly two decades to help organizations realize their optimal value from applying technology to improve business outcomes. Chief Sales and Revenue Officers face an imperative to manage their sales and revenue organizations, but they don’t always have the guidance they need to embrace technology to achieve the best possible outcomes. As we look forward to 2023, we...
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Topics:
Sales,
Analytics,
Internet of Things,
Data,
Sales Performance Management,
Digital Technology,
Digital Commerce,
Conversational Computing,
mobile computing,
Subscription Management,
extended reality,
intelligent sales,
partner management,
sales engagement,
AI & Machine Learning
Ventana Research recently announced its 2022 Market Agenda for the Office of Revenue, continuing the guidance we have offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes. Chief sales and revenue officers and their associated operations teams are experts in their respective fields but may not have the guidance needed to employ technology effectively. As we look to 2022, we are focusing on the entire selling and buying...
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Topics:
Sales,
Analytics,
Internet of Things,
Data,
Sales Performance Management,
Digital Technology,
Digital Commerce,
Conversational Computing,
mobile computing,
Subscription Management,
extended reality,
intelligent sales,
partner management,
sales engagement,
AI & Machine Learning
The emergence of the Chief Revenue Officer (CRO) has mirrored the adoption of the subscription model and the development of multiple selling and buying channels over and above the traditional direct sales model, referred to as Revenue Management. Supporting the traditional sales team and management was the sales operations team with responsibilities around incentive compensation, territory and quota planning, sales metrics and reporting and sales forecasting as well as sales engagement and...
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Topics:
Sales,
Customer Experience,
Analytics,
Sales Performance Management,
Digital Commerce,
Subscription Management,
partner management,
sales engagement,
revenue management
Subscription management and billing services help organizations offer unique benefits and enhance delivery to customers. By making services more personalized, organizations can acquire – and retain – more customers.
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Topics:
Sales,
Office of Finance,
Continuous Planning,
business intelligence,
embedded analytics,
Analytics,
Business Planning,
Dell Boomi,
Product Information Management,
Vocalcom and Zeacom,
Financial Performance Management,
Digital Commerce,
Operations & Supply Chain,
Enterprise Resource Planning,
ERP and Continuous Accounting,
natural language processing,
revenue and lease accounting,
continuous supply chain,
Subscription Management,
partner management,
Process Mining,
Streaming Analytics,
AI & Machine Learning
The annual Ventana Research Digital Innovation Awards showcase advances in the productivity and potential of business applications, as well as technology that contributes significantly to the improved processes and performance of an organization. Our goal is to recognize technology and vendors that have introduced noteworthy digital innovations to advance business and IT.
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Topics:
Sales,
Analytics,
Product Information Management,
Digital Commerce,
AI & Machine Learning
As mentioned in my Analyst Perspective, Revenue Performance Management: Leadership and Operations for Optimal Outcomes, there is continuing pressure on sales leaders to deliver against sales targets in increasingly competitive markets. Among the various levers that sales leadership can use to support these efforts, are applications and processes that best position sales teams to achieve targets, such as planning and allocating territories, establishing quotas and devising incentive compensation...
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Topics:
Sales,
Analytics,
Sales Performance Management,
Price and Revenue Management,
sales enablement,
AI & Machine Learning
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...
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Topics:
Sales,
Office of Finance,
Analytics,
Business Planning,
Sales Performance Management,
Price and Revenue Management,
AI & Machine Learning
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...
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Topics:
Sales,
Analytics,
Sales Performance Management,
Price and Revenue Management,
Digital Commerce,
Subscription Management,
AI & Machine Learning
Observed both here and elsewhere, average sales quota attainments appear to be in an exorable decline. As I discussed in my recent Analyst Perspective, "The Art and Science of Sales from the 'Inside Out'," vendors of sales technology have reacted to this by adding a slew of new functionality including the potential for artificial intelligence (AI) to be a game changer for sales. One can argue that this use of AI is still relatively immature having been generally available only since 2014, but...
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Topics:
Sales,
Human Capital Management,
business intelligence,
Analytics,
Sales Performance Management,
candidate engagement,
sales enablement,
AI & Machine Learning
As I have discussed in my Analyst Perspective, The Art of Sales, from the Inside Out, the challenges facing direct sales leaders are not going away. Declining quota attainment, lack of visibility into deal health and difficulty in forecasting quarterly sales remain a challenge for sales leaders, resulting in a continuing reduction in duration of tenure.
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Topics:
Sales,
Analytics,
Sales Performance Management,
Price and Revenue Management,
sales enablement,
AI & Machine Learning