Stephen Hurrell's Analyst Perspectives

Why Your ERP and CRM Won’t Transform Your Business

Posted by Stephen Hurrell on Mar 18, 2022 3:00:00 AM

Digital Transformation. The Subscription Economy. Omni-Channel Selling. Customer Centric. These are all terms used to label trends and events that are changing the way business is being conducted, a change that has accelerated due to recent events. Regardless of the terminology, there is no doubt that the way vendors and buyers are interacting, whether B2C or B2B, is different today for many organizations than it was even five years ago. But to be fair, no technology on its own can transform your business without changes to the other two key elements: people and processes. In addition, change is unlikely to happen if you are also relying on your existing ERP or CRM systems.

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Topics: Sales, Digital Commerce, subscription management, partner management, revenue management

Xactly Advances Support for Revenue Performance Management

Posted by Stephen Hurrell on Feb 15, 2022 3:00:00 AM

Revenue performance management and the role of revenue operations is moving to the forefront of sales organizations, aligning departments around a single view of the business with shared revenue targets and goals. This facilitates the needs of the sales department as well as customer experience, marketing and renewals. The concept of RevOps does not yet have a widely shared common definition within organizations. Because revenue organizations include workers associated with sales operations, there tends to be a bias that RevOps leans towards sales management with the addition of customer success for retention and marketing.

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Topics: Sales, Customer Experience, Marketing, Sales Performance Management, partner management, sales engagement, revenue management, Revenue Performance Management

The 2022 Market Agenda for Office of Revenue: New Performance Priority

Posted by Stephen Hurrell on Feb 8, 2022 3:00:00 AM

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 life cycle and the applications that simplify and improve interactions throughout the customer experience.

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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

Revenue and Commercial Operations: The Difference Matters

Posted by Stephen Hurrell on Nov 18, 2021 3:00:00 AM

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 enablement tools and applications. Aligned with this functional area under the CRO is another set of roles and functions called revenue operations or RevOps.

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Topics: Sales, Customer Experience, Analytics, Sales Performance Management, Digital Commerce, subscription management, partner management, sales engagement, revenue management

Vindicia Showcases Bundling and Subscription Intelligence

Posted by Stephen Hurrell on Oct 20, 2021 3:00:00 AM

The subscription business model has seen much growth in all aspects of the market in recent years. Now considered the standard for the digital age, the model’s implementation travels parallel to rising technology, leading to the demand for newer functionality and tools. As more and more vendors create their own versions, and as the subscription model is increasingly adopted, technology solutions are also advancing to support a broader range of products and services, as well as industries.

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Topics: Sales, Subscription Billing, subscription management, partner management

BillingPlatform Bolsters the Rise of Subscription Services

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

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 2021 Market Agenda for Office of Sales: The Revolution for Revenue

Posted by Stephen Hurrell on Feb 25, 2021 12:30:00 AM

Ventana Research recently announced its 2021 research agenda for the Office of Sales, continuing the guidance we’ve offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes. Chief sales and revenue officers are experts in their respective fields but may not have the guidance needed to employ technology effectively. As we look to 2021, we are focusing on the entire selling and buying journey and the applications that simplify interactions throughout the customer experience.

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Topics: Sales, Analytics, Internet of Things, Data, Sales Performance Management, Digital Technology, Digital Commerce, AI and Machine Learning, mobile computing, subscription management, extended reality, intelligent sales, partner management