Ventana Research defines subscription management as the processes and technology needed to manage the subscriber experience from the first digital touch to the continuous modifications of orders for services and billing. Effective subscription management requires a new generation of applications designed to manage the life cycle of subscriptions and provide subscribers with the experiences they expect. The subscription business model has grown in popularity across many industries, and for many...
Read More
Topics:
Subscription Management,
revenue management
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...
Read More
Topics:
Sales,
Digital Commerce,
Subscription Management,
partner management,
revenue management
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...
Read More
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
With the emergence of multiple selling channels and the rise of the subscription model, the need for a unified approach to revenue planning and execution should be a priority for every organization. As I have written about in my analyst perspective Revenue Management: The Opportunity for Innovation and Optimization, this need to unify the approach and focus on alignment across all revenue supporting teams in furtherance of an organization’s objectives and targets is of key importance to ensure...
Read More
Topics:
Sales,
Customer Experience,
Sales Performance Management,
Subscription Management,
sales engagement,
AI & Machine Learning,
revenue management
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...
Read More
Topics:
Sales,
Customer Experience,
Analytics,
Sales Performance Management,
Digital Commerce,
Subscription Management,
partner management,
sales engagement,
revenue management
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
Price management and optimization is not a new discipline, but until now, it has been restricted to particular industries — such as discrete manufacturing and chemicals — where there are potentially hundreds if not thousands of stock-keeping units covering many interdependent products.
Read More
Topics:
Subscription Management,
pricing management,
profitability management,
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.
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
Among the many digital economy trends written about in recent years, one of the most significant has been the adoption of a subscription business model. For organizations with a business model that also includes reselling third-party products and services, this shift to subscription services adds complications and potential challenges.
Read More
Topics:
Customer Experience,
Product Information Management,
Price and Revenue Management,
ERP and Continuous Accounting,
Subscription Management