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    Consulting & Strategy Sessions

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        Revenue Management

        Quote.svg

        Through 2026, the CRM software category will evolve from a system of record to one of engagement so as to effectively optimize revenue across all channels.
        Stephen Hurrell

        Stephen Hurrell

        Director of Research, Office of Revenue

        Revenue Management is a new business imperative to ensure a sustainable business model

        Our decades long expertise in sales, marketing, customer success and subscription management technology and best practices are complemented by on-going buyer and vendor to research to bring insight and recommendations for suppliers and customers. This unique cross functional insight is crucial to understanding the importance of how new business models, such as subscription and digital commerce are forcing a rethink of managing all sources of revenue.

        Definition

        Driven by new business models, such as subscription based recurring revenue as digital commerce are driving a new approach to managing revenue. Companies should no longer focus purely on new business, but should apply equal weight to customer retention and expansion. Revenue Management is the alignment of Sales, Marketing and Customer Success to achieve unified revenue targets.

        Research Fact

        Only 10% of organizations have established the revenue management leadership and function to unify the resources and plans for operations across all marketing and sales efforts.

        Best Practice

        Leadership needs to drive alignment across sales, marketing and customer success to ensure that teams recognize the importance of coordinated efforts. Technology should support these cross-team efforts, not reinforce silos of data and activity.

        How we can help

         

        Consulting

        Consulting where we deliver expert guidance with our experience, expertise and market research through workshops and assessments for better business outcomes.

        Advisory

        Advisory through our proactive and informed expert advice and insights for optimization of decisions through our Ventana On-Demand service designed for value every month of the year.

        Research

        Research enables insights from our industry analyst team and market research with our Benchmark Research, Dynamic Insights and Value Index research products that provide facts for decisions.

        Education

        Education in a range of business, technology and vertical industry topics through our publishing of digital content in mediums and styles for impactful insights across an entire organization.

        Ready to engage?

        We provide insights and guidance across business and technology. We can help your organization; the first step is to reach out to a member of our team and see how we can help.