Market Perspectives

InsightSquared Rated Vendor of Merit in Revenue Performance Management

Posted by Ventana Research on Apr 14, 2022 5:00:00 AM

We are happy to share insights about InsightSquared, 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 InsightSquared 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.

InsightSquared was categorized as a Vendor of Merit, ranking 10th overall in this Value Index assessment. It ranked 10th in overall Product Experience, ranking best in Reliability. It also ranked 10th in overall Customer Experience, where it performed best in TCO/ROI at eighth. Its overall performance was impacted by its lower rankings in Adaptability and Capability, which represent 30% of the weighting in the overall Value Index.

Our assessment finds that InsightSquared could perform better in many of the evaluation categories by including more application-specific support to the broader revenue team. In Adaptability, the company could improve support for customer self-configuration and customization to match requirements and needs. Organizations evaluating InsightSquared should examine the vendor’s approach to board-level dashboards, pipeline management and sales performance.

InsightSquared did not actively participate in the evaluation process or the request for information for this Value Index. This assessment was based on InsightSquared’s products that support RPM and products that were available in 2021, and through publicly available information. On December 15, 2021, Mediafly, a provider of sales enablement applications, announced that it was acquiring InsightSquared to bring together a complete enablement and intelligence platform.

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

Related Research

Ventana Research

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.