Traditionally, price management and optimization have been contained to certain industries, such as large-scale manufacturing and chemicals. Those industries involve potentially tens of thousands of stock-keeping units (SKUs) covering a wide variety of products and price points. For many organizations, pricing systems are “cost plus” or “follow the leader,” not typically designed to invoke optimization but rather just move pricing along. Price management is often seen as a complex, arduous task...
Read More
Topics:
Sales,
Sales Performance Management,
Subscription Management,
sales engagement,
revenue management
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.
Read More
Topics:
Sales,
Subscription Billing,
Subscription Management,
partner 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.
Read More
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.
Read More
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...
Read More
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...
Read More
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...
Read More
Topics:
Sales,
Analytics,
Sales Performance Management,
Price and Revenue Management,
Digital Commerce,
Subscription Management,
AI & Machine Learning
Subscription pricing models are no longer new. Many companies have experience with this pricing model even if there has not been complete adoption across their entire product and service offerings. Companies that use this model, or have spent time looking at the approach, understand the approach of a recurring revenue stream based on a repeating flat fee.
Read More
Topics:
Performance Management,
Sales,
Customer Experience,
Marketing,
Office of Finance,
Financial Performance Management,
Price and Revenue Management,
Digital Commerce,
Predictive Planning,
Subscription Management
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...
Read More
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.
Read More
Topics:
Sales,
Analytics,
Sales Performance Management,
Price and Revenue Management,
sales enablement,
AI & Machine Learning