Market Perspectives

Board International is Exemplary in Revenue Performance Management

Posted by Ventana Research on Apr 7, 2022 5:00:00 AM

We are happy to share insights about Board International, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.

In all our Value Indexes, we utilize a structured research methodology that includes evaluation categories designed to reflect real-world criteria incorporated in a request for proposal and vendor selection process for analytics and business intelligence. We evaluated Board International and 11 other vendors in seven categories, five relevant to the product (Adaptability, Capability, Manageability, Reliability and Usability) and two related to the vendor (Total Cost of Ownership/Return on Investment and Vendor Validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and on data derived from our Benchmark Research on Revenue Performance Management.

Board International was categorized as an Exemplary Vendor, ranking fifth overall in this Value Index assessment. It ranked fourth in Product Experience, where it was designated as a Value Index Leader in Usability. It ranked sixth in Customer Experience, and was a Value Index leader in TCO/ROI. Its overall performance was impacted by its lower rankings in Capability and Validation, which represent 30% of the weighting in the overall Value Index.

Our assessment finds that Board International has room for improvement in Capability by further building out prepackaged revenue operations functionality. In vendor-focused Validation, the company should look at its service offerings for managing revenue performance. Organizations evaluating Board should examine the vendor’s approach to providing planning, analytics and incentives for sales performance management.

Board International actively participated in the evaluation process and request for information for this Value Index. This assessment was based on Board International’s products that support RPM available at end of 2021.

Prospective customers should look at their organization’s evolution in moving from a sales focus to a revenue focus and better understand whether existing processes and technology are a strong enough foundation for where the organization is today as well as where it is going. The added complexity of adopting multiple selling channels and a broader number of roles directly linked to revenue prompts a reassessment of whether existing processes and technology support the necessary balance of resources, incentives, and performance tracking to align all the teams involved.

This research-based index is the most comprehensive assessment of the value of Revenue Performance Management software in the industry. Technology buyers can learn more about how to use our Value Index by clicking here, and included vendors that wish to learn more can click here. Read the report here.

Topics: Revenue Performance, Revenue

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Written by Ventana Research

Ventana Research is the most authoritative and respected market research and advisory services firm focused on improving business outcomes through optimal use of people, processes, information and technology. Since our beginning, our goal has been to provide insight and expert guidance on mainstream and disruptive technologies. In short, we want to help you become smarter and find the most relevant technology to accelerate your organization's goals.