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Five Best Practices in Territory Management

Fully realizing the revenue potential of a sales organization requires effective territory management. Ideally, territories should be optimized to create the right combinations of customers, products and salespeople to maximize sales results, and continuously updated in response to changing market conditions. 

Listen to Mark Smith, CEO and chief research officer of Ventana Research, and Jennifer Baltzell, Associate Principal with ZS Associates as they take an in-depth look into the relationship between territory management and sales performance to make informed, data-driven decisions that simplify territory updates and maximize sales results.

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The Five Secrets to Accurate Sales Forecasting

One-third of all sales organizations are changing their forecasting process. Are you? Research finds inconsistent execution and lack of accurate information are forcing Sales to rethink the sales forecast.

Join industry experts Mark Smith from Ventana Research and Azita Martin from C9, for a webinar exploring how to use the sales forecast to attain your revenue targets efficiently.The webinar also will offer insights to guide sales executives and managers to:

  • Overcome impediments undercutting the forecast
  • Eliminate spreadsheet inaccuracies and SFA misfortunes
  • Use pipeline visualization to understand deals at risk
  • Avoid sales-related bloating and leakage
  • Learn how a dedicated approach can increase success.
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Six Secrets to Predictive Analytics

Analytics, and in particular predictive analytics are a high priority for organizations today, for one simple reason: Those who do not invest in it will fall behind their competitors.

Join industry experts Tony Cosentino from Ventana Research and Jane Hendricks from IBM, to learn how predictive analytics can optimize processes and generate better performance.

This webinar will provide you insight on the following:

  • Find new opportunities to predict the future
  • How to think about technology for predictive analytics
  • The key best practices to using predictive analytics
  • How to build the right business case for investment.

View the replay now to learn about the six secrets to predictive analytics. 

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Business Trends in Location Analytics Benchmark Research Webinar

Location Analytics is defined as the integration, access and use of geographic information and technology to help consumers and businesses to take action and make decisions efficiently and effectively. In addition, using this technology can add value to important technological innovations including business use of big data, collaboration, mobile technology and business analytics. The technology combines geographic information with a variety of business systems, including enterprise resource planning (ERP), customer relationship management (CRM) and supply chain management (SCM), from the Internet, websites and databases, making it easier to leverage and capitalize on existing technology.

Adopting Location Analytics can provide a real competitive advantage if the right technology is applied properly to business processes. But the technology alone will not deliver the desired benefits when an organization’s people and processes are not ready or lack the experience to fully use it. Listen to Mark Smith, CEO and chief research officer at Ventana Research for a live webinar as he details the key insights and provides best practices from the new Ventana Research benchmark research, Business Trends in Location Analytics. You'll learn about:

  • Best practices for the implementation and use of location analytics.
  • How to build a business case for investment in new technologies.
  • How to choose the best applications to fit your needs.
  • Next steps to take to build a comprehensive strategy for the use of location analtyics. 
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Preparing Sales Teams for the Best Business Outcomes

An effective sales team is fundamental for success in business. Building one requires investment – first to find and hire sales talent that is the best fit for the company’s market, products and culture, and then to provide those individuals with the knowledge, collaborative capabilities and access to expertise and tools they need to excel.

To become productive as quickly and completely as possible, new hires need to be able to sharpen their skills, deepen their knowledge of the products or services they are selling and work effectively with other team members. For their part, veterans must be able to share their knowledge at the same time that they themselves are challenged to ensure they stay sharp. In these days of rapid change in business methods and technology as well as an unceasing flood of new information, learning must be a career-long commitment for all employees – especially those in sales.

Watch this on-demand webinar with Stephan Millard, VP & Research Director, Human Capital Management Research at Ventana Research, to learn about how you can help your sales team stay on top of product developments, trends and shifts in customer preferences.  During this webinar he'll discuss:

· How to help your sales team develop and maintain specific competencies

· How to implement a successful strategy for sales team collaboration.

· How to use new technologies to get your sales team better training.

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New Tools for Finance Transformation

Finance organizations find it difficult to assume a more strategic role in their company when they are bogged down by inefficient processes. Yet, many think that enterprise software automation projects are too difficult and time consuming. The answer to this dilemma may be the easier-to-use tools that have become available that can improve finance department performance without a hefty price tag and a lot of training. Listen to Robert Kugel, SVP & Research Director, Office of Finance at Ventana Research, to better understand how to transform the role of finance. You'll learn about:

  • The current drive for finance executives to take a more strategic role.
  • The barriers to adoption of new business processes, tools and technology.
  • The financial transformations taking place in the office of finance today and how it's done.
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Workforce Analytics Enable Smarter Decisions

To achieve success in today’s intensely competitive market environment, businesses must enable their employees to perform their best. Executives and managers need complete and accurate information about the workforce that, when analyzed, will guide them to motivate and empower their people. Most organizations, however, retain information inconsistently and store it in different formats among disparate systems, which makes it difficult to collect and analyze effectively. Further complication results from the reliance on individual spreadsheets and reports that are cumbersome to correlate and contain inconsistent data; using them in analysis is risky, and the results can mislead managers and lead to mistaken decisions about the workforce. Instead decision-makers need reliable metrics and performance indicators and the ability to collaborate on them with others to assemble the best plans for empowering their workers. To produce these measures organizations need dedicated workforce analytics.

Watch this on-demand webinar with Stephan Millard, VP & Research Director, Human Capital Management Research at Ventana Research, to learn about how your organization can implement and use workforce analytics to enable smarter workforce decisions. During this webinar he'll discuss:

  • How to build effective workforce analytics
  • What tools are best for the job
  • How to use new technologies to get better quality workforce information faster
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Recruit, Hire and Onboard the Right Talent

All organizations want to hire the best people for key positions, but many fall short because they are not able to define precisely either those jobs or the competencies necessary to do them well. As a result they are unable to identify, attract and hire candidates who best fit their needs.
 
Watch this on-demand webinar to learn how your organization can create a successful strategy to market yourself, your culture and the positions you offer.  In addition, during this webinar we will discuss:

  • How to ensure applicants are tracked and assessed for suitability to the job and the organization
  • How to create hiring processes to help the organization take fast action and hire the best candidates
  • How new collaboration technologies can help onboard new hires efficiently and effectively to drive new employee engagement and productivity
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Best Practices for Building a Business Case for Product Information Management

Recent research shows that over half of organizations (57%) are re-assessing how to manage information associated with products. With 48 percent of organizations utilizing line of business IT budgets to fund PIM projects, it is essential to make projections that can establish the case for a smart investment. The potential benefits and outcomes of an investment should be obvious -- reducing time and costs, along with resources, while mitigating the risks of errors that increase cost and decrease customer satisfaction.

Listen to Mark Smith, CEO & Chief Research Officer at Ventana Research, as he covers the top five reasons for building a business for PIM. Mark will discuss:

  • Real-world business cases and the top factors driving PIM investments. 
  • How your organization can assess your current approach and implement a smarter strategy. 
  • How to build concrete evidence that clearly communicates where improvements are needed to increase revenue potential.


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Long Range Planning Best Practices Webinar

Long range planning (LRP) is a process and discipline that companies use to determine the best strategy for succeeding in the markets they serve. These initiatives when done well, supports strategic goals and objectives and allow organizations to allocate their assets wisely. Producing an effective long range planning strategy requires an in-depth understanding of the options available and the people, process, information and technology issues.

Listen to Robert Kugel, SVP & Research Director at Ventana Research during this on-demand webinar, as he details the key insights and provides best practices from the new Ventana Research Long Range Planning benchmark research. You'll learn about: 

  • The current state of long range planning in the Enterprise. 
  • Trends uncovered in the research. 
  • Where to best leverage applications for improved planning.
Register and view Webinar Replay!

Top Five Best Practices to Manage Compensation Safely

Improving the value of compensation processes has never been as important as they are today. They are used to manage the single largest financial investment in an organization. Yet this critical business process for many organizations is still managed using spreadsheets not designed to meet the challenges of supporting talent management as well as the basic tenants of human resources management. Avoiding errors and mistakes in compensation and mitigating risk requires a determined and clear commitment to both processes and people.

In this webcast, Stephan Millard, VP & Research Director, will unveil the latest in best practices and methods to manage compensation effectively. Attendees will learn the following: 

  • Latest trends in compensation management systems 
  • Risks in using spreadsheets to operate compensation 
  • Best practices in managing compensation processes 
  • How to evaluate compensation systems effectively


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Operational Intelligence: The New Frontier for Analytics

In today’s connected world, a massive amount of machine data is generated by mobile devices, applications, website clickstreams, sensors and other technologies that drive your business. The need for companies to gain real-time insight into such data is driving explosive growth in the adoption of Operational Intelligence.

During this webinar, Tony Cosentino, VP & Research Director at Ventana Research will share results from their benchmark research, Innovating with Operational Intelligence. Also, hear from Tapan Bhatt, Sr. Director of Solutions Marketing from Splunk, who will share real world examples of leading companies that are using machine data to gain real-time operational intelligence. You'll learn:

  • What is Operational Intelligence and what are the key drivers accelerating its adoption
  • Example use cases and expected benefits realized by IT, Operations and the Business
  • Potential barriers for adoption and how to overcome them

Use cases will cover:

  • Correlations across data sources to identify fraud
  • Improving online and mobile applications to deliver a better customer experience
  • Insights from device / sensor data to enhance product performance
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Spreadsheets in Today's Enterprise

Desktop spreadsheets were designed to be a personal productivity tool and excel in this role. When used in repetitive, collaborative enterprise processes, however, they can become counterproductive. Errors are common especially for a company’s most critical data. Time is often wasted as users struggle to find data entry errors, inaccurate formulas and mistakenly hard-coded values.

Putting a plan in place to improve the use of spreadsheets requires an in-depth understanding of the options available and the people, process, information and technology issues. Listen to Robert Kugel, SVP & Research Director at Ventana Research, as he details the key insights and provides best practices from the new Ventana Research benchmark research, Spreadsheets in Today’s Enterprise. You'll learn about:

  • Appropriate uses for spreadsheets. 
  • How to avoid costly errors and better manage collaborative spreadsheet use. 
  • How to build a business case for investment in new technologies.
  • How to choose the best applications to fit your needs. 
  • Next steps to take to achieve marked improvement.
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Business Technology Innovation Benchmark Research Webinar

Big data, business analytics, mobile and cloud computing, collaborative and social media technologies are now becoming a means for a competitive advantage. These innovative technologies will provide organizations a competitive advantage in 2013. Now organizations must cut through the hype and decide which of these next generation technologies will provide the most value for business and IT.

Listen to Mark Smith, CEO & Chief Research Officer at Ventana Research as he details the key insights and provides best practices from the new landmark Ventana Research Business Technology Innovation Benchmark Research. You'll learn about:

  • How these six key innovative technologies are being used and how they will help organizations in 2013
  • How to make smart choices to gain the most value from these technology investments.
  • How to select the right technology to meet your needs.- Best practices for using innovative technology.
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Trends in Integrated Business Planning Benchmark Research Webinar

Budgeting and planning in most companies includes dozens of plans from multiple departments. The results of such planning range from inaccurate forecasts and poor allocation of resources to missed growth opportunities. Collaboration in planning between departments could drastically improve performance, competitiveness and profitability.

Undertaking an integrated business planning initiative requires an in-depth understanding of the options available and the people, process, information and technology issues. Listen to Robert Kugel, SVP & Research Director at Ventana Research as he details the key insights and provides best practices from the new Ventana Research Trends in Business Planning benchmark research. You'll learn about:
  • The current state of business planning and best practices to improve
  • How to make smart technology choices that will help better allocate resource, minimize risk and compliance issues and increase profitability
  • Where to best leverage social and collaborative technologies for improved planning
  • Recommendations to act on immediately 


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Next Generation Business Intelligence Benchmark Research Webinar

Mobile, social and collaborative technologies are now widely used for business. These next generation technologies provide an important source of business intelligence. As companies evolve, executives and employees will be likely to demand more intuitive methods of accessing information from them to plan, make decisions and take action.

Listen to Tony Cosentino, SVP & Research Director at Ventana Research, as he details the key insights and provides best practices from the new Ventana Research Next Generation Business Intelligence Benchmark Research.You'll learn about: 

  • The current state of maturity of mobile, social and collaborative business intelligence. 
  • How to make smart next generation technology choices to help you better use analytics for a competitive advantage.
  • Which technologies are most important for improved planning. 
  • Recommendations to act on immediately.
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Innovating with Operational Intelligence Benchmark Research Webinar

With the rapid changes in business occurring at an alarming rate, organizations need to seek out new ways to make better, faster decisions and action taking to keep ahead of the curve. With proper use and application, operational intelligence can result in reduced risk and streamlined operations in business or IT.

Join Tony Cosentino, SVP & Research Director at Ventana Research, as he details the key insights and provides best practices from the new Ventana Research benchmark research, Innovating with Operational Intelligence. You'll learn about:

  • The current state of operational intelligence.
  • How to know what technology can deliver specific benefits.
  • How to select the right technology to meet your needs.
  • Best practices to act on immediately.
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Maximizing Revenue Throughout the Customer Life Cycle Webinar

Retaining customers is a top priority in today’s competitive business climate and it is more important than ever to maximize revenue over the entire customer life cycle. Many organizations have therefore turned to subscription-based services to generate additional profit. But deploying subscription-based services requires in-depth knowledge of the challenges these services can bring and a keen focus on customer experience, retention and up-selling.

Join Richard Snow, VP & Research Director at Ventana Research and Jon Gettinger, SVP of Marketing at Aria for a live webinar as he details the key insights and best practices for managing these challenges throughout the customer life cycle.



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The Unified Agent Desktop Webinar

In today’s competitive environment, providing the best possible customer experience should be a top priority. The real challenge lies in providing every agent with a unified view of customer data. If an agent has to scour multiple sources of data to resolve conflicts or provide service, they risk the loss of the customer’s confidence, or worse the loss of the customer altogether. As technologies continue to advance, the need to implement a unified desktop becomes increasingly more important.

Join Richard Snow, VP & Research Director at Ventana Research for a live webinar,as he details the key insights and provides best practices from the new Ventana Research The Unified Agent Desktop Benchmark Research. You'll learn about:

 

  • The current state of use for agent desktop technology in the customer experience.
  • How to make smart technology choices to help your agents get a better view of customer data.
  • Which technologies are most important for improved customer experience
  • Recommendations to act on immediately

 

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Next Generation Workforce Management

Workforce management has evolved to include a set of much more complex tasks, such as workforce planning, collaboration, evaluations and labor cost planning. Along with it workforce management software has also evolved, as the human resource management system (HRMS) becomes a system for talent management.

Implementing next-generation workforce management business initiatives requires an in-depth understanding of the options available and the people, process, information and technology issues that must be addressed. Join Mark Smith, CEO & Chief Research Officer at Ventana Research, as he details the key insights and provides best practices from the new Ventana Research Next Generation Workforce Management benchmark research. You'll learn more about:

 

  • The current state of workforce management and best practices to improve.
  • How to make smart technology choices that will help control labor costs, minimize risk and compliance issues and increase workforce productivity
  • Where to best leverage social and collaborative technologies for improved workforce productivity and talent management
  • Recommendations to act on immediately


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Location Intelligence and Analytics: Market Research Benchmark Webinar

Ventana Research's CEO and Executive Chief Research Officer Mark Smith and Directions Magazine's Editor in Chief Joe Francica, both leading authorities on location intelligence, will provide a comprehensive analysis of the size, players, and trends of the exploding market for location technology in enterprise computing.

Topics will include: 

  • A historical perspective of integrating location technology with enterprise software (BI, CRM, etc.) Current situation with vendors, players, suppliers of platform (Microsoft, Google, etc.) and solutions (Alteryx, Oracle, Esri, Pitney Bowes, Galigeo, etc.). 
  • Prospects for the BI solution providers and how they are positioning location technology Prospects looking ahead. 
  • Is location analytics likely to take hold as a necessary business tool or simply viewed as an ancillary solution. 
  • Ventana’s Benchmark – forthcoming report based on Ventana's market-leading analysis

Who should attend ... 

  • Marketing analysts and users of business intelligence solutions 
  • Project managers and business analysts in retail, banking, insurance, real estate, consumer product goods 
  • Users of geospatial technology and location analytics.

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Trends in Product information Management

Business growth, the development of new products and marketing and sales promotions significantly increase the amount of product related data and content organizations must manage. To stay competitive, companies must present this information to customer and partners in a timely and accurate manner. Achieving a single view of product information is the ultimate goal for many product related organizations.

Listen to Mark Smith, CEO and Chief Research Officer at Ventana Research to learn about best practices gleaned from our latest research into Product Information Management. He’ll discuss: 

 

  •  How to address lack of trust and confidence with product data 
  •  How can use new PIM tools to meet compliance requirements 
  •  How to build the business case for investment and priority in your organization 
  •  Top recommendations to act on immediately


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The Role of Feedback in Customer Experience Management

The customer experience can make or break a company today. New channels of communication such as social media have made the customer experience transparent and taken it viral. Companies can learn to leverage these new channels to their advantage but this requires successful customer feedback management.

Listen to Richard Snow, VP and Research Director at Ventana Research to learn about best practices gleaned from our latest research into Customer Feedback Management. He’ll discuss:

  • Why aligning customer information across your business is essential.
  • Where customer feedback can help improve customer service.
  • How organizations are using Social Media to understand customers today.
  • Top recommendations to act on immediately.


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Governance, Risk and Compliance Webinar

The business activities known as governance, risk and compliance (GRC) are naturally linked. While managing them requires separate processes, those activities impact each other. Effective corporate governance ensures compliances with laws, regulations and company policies. And without it, there’s no way to reliably control risk.

Addressing GRC requires 
the involvement of operations, finance
 and IT groups, and this new research explores 
the nature of this involvement now, how people at various levels and in each of these functions feel about the current processes and tools, the plans they have to change or improve them, and benefits they hoped to gain by doing so.

Listen to Robert Kugel, SVP & Research Director at Ventana Research as he details the key insights and provides best practices from the new Governance, Risk and Compliance benchmark research. You'll learn more about:

  • The current state of organizations methods for GRC
  • The future direction and potential investments for better data governance, risk mitigation and meeting regulatory requirements.
  • Best practices and lessons learned from the research.
  • Recommendations to act on immediately. 


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Information Management Webinar

Information is contextualized data - that is, data with some meaning to someone. It’s also something of value to your organization. Information management is far more than a matter of record-keeping; the success of a business depends at least in part on its ability to provide timely, trustworthy information to analysts, decision-makers and executives. When information is used optimally, it can improve organizational performance.

The new Ventana Research Information Management research investigated levels of maturity, trends and best practices in information management. Join Mark Smith, CEO & Chief Research Officer, for a live webinar, Wednesday, May 30th at 11 am PT, as he details the key insights and provides best practices that your organization can utilized to achieve better information management methods.  You'll learn: 

  • The current state of organizations methods for information management. 
  • The future direction and potential investments for better information management.
  • Recommendations to act on immediately.


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Social Collaboration and Human Capital Management Webinar

Businesses have begun to realize the benefits of adopting social media and collaboration technologies in the workplace. Social media and collaboration offer new ways for employees to work together to share knowledge and interact to benefit the business. The tools also can help managers and executives manage the company’s talent: sourcing and recruiting candidates, assessing their performance and satisfaction in their jobs, planning succession and career development.

But social collaboration is still new to most organizations, and many are progressing fitfully in their efforts to understand how it can best help them improve worker productivity and achieve business goals.

Join Mark Smith, CEO & Chief Research Officer as he details the key insights and best practices from Ventana Research's newest benchmark, Social Collaboration and Human Capital Management.


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Spreadsheets for Today's Enterprise

Desktop spreadsheets were designed to be a personal productivity tool and excel in this role. When used in repetitive, collaborative enterprise processes, however, they can become counterproductive. Errors are common especially for a company’s most critical data. Time is often wasted as users struggle to find data entry errors, inaccurate formulas and mistakenly hard-coded values.

Putting a plan in place to improve the use of spreadsheets requires an in-depth understanding of the options available and the people, process, information and technology issues. Listen to Robert Kugel, SVP & Research Director at Ventana Research, as he details the key insights and provides best practices from the new Ventana Research benchmark research, Spreadsheets in Today’s Enterprise. You'll learn about:

  • Appropriate uses for spreadsheets.
  • How to avoid costly errors and better manage collaborative spreadsheet use.
  • How to build a business case for investment in new technologies.
  • How to choose the best applications to fit your needs.
  • Next steps to take to achieve marked improvement.
View the Replay!

Happy Agents Happy Customers: A Strong Case for an Integrated Desktop

Wednesday, May 22, 2013

5 AM PT / 8 AM ET / 1 PM GMT

 

The real challenge in delivering an exceptional customer experience lies in delivering consistent service across multichannel touch points and in providing the contact centre agent with a holistic, unified view of customer data and interactions. This becomes very difficult in today's world where most companies' contact centre systems are a mass of disconnected technology that results in an inconsistent and often times frustrating customer experience.

Join Richard Snow, VP & Research Director from Ventana Research and Siobhan Payet, UK Director, LiveOps, as they present several compelling findings from Richard's recent Agent Desktop research that support the notion that empowering your agents with an integrated multichannel desktop including voice, email, chat, SMS, FB and Twitter will improve the customer experience and the business bottom line.

Here's What Attendees Will Learn: 

 

  • How customer channel preferences are changing and so are customers' expectations. 
  • Why many organizations have been so slow to adopt unified agent desktop technology. 
  • How the deployment of an integrated multichannel agent desktop can improve overall agent performance, satisfaction and retention. 
  • How improving the agent experience results in a better customer experience and better customer lifetime value. 
  • That a truly integrated multichannel desktop in the cloud, like the LiveOps Engage solution, is best poised to deliver these improvements in the fastest and most cost effective way.

 

Audio is streamed over the Internet, so turn up your computer speakers!

Register for the Live Webinar

Best Practices in Next Generation Customer Engagement

Ventana Research finds that improving customer experience is driver for investing into customer engagement in 77 percent of organizations. Are you planning to invest? Join Richard Snow at Ventana Research for a free educational on-demand webinar exploring best practices in Next-Generation Customer Engagement.

The webinar will provide insights to guide you to understand:

  • The channels required to interact with customers
  • Why collaborating across business is essential
  • Where analytics and metrics can focus improvement
  • The benefits from making investments.
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Predictive Analytics: Entering the Mainstream

Predictive analytics is quickly moving out of the shadows into the organizational spotlight. Ventana Research finds that (37%) of companies say that predictive analytics capabilities are very important, yet only(13%) of companies use specific tools to implement predictive analytics. Spreadsheets are often used, but in today’s big data environment this approach has multiple challenges such as data access, referential integrity and scalability. These numbers translate to opportunity for companies that can exploit the power of today’s modern predictive analytic tools. Is your company one of them?

Listen as  Tony Cosentino, VP & Research Director at Ventana Research and Murali Prakash, Product Marketing Manager at IBM explore in-depth insights into how predictive analytics can improve your business. Best practices for leveraging predictive analytics will be discussed in the areas of information, people, process and technology.  

The webinar provides insights to understand:

  • The changing landscape of predictive analytics
  • Why spreadsheets cannot meet new business demands
  • How predictive analytics can be used effectively
  • H ow a dedicated approach to predictive analytics can increase success.  

     

    View the Replay!

     

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