Market Perspectives

The 16th Annual Ventana Research Digital Leadership Awards recognize enterprises and individuals that utilize technology to advance business and IT. The Digital Leadership Awards showcase the professional leadership and their use of business applications or technology that contribute significantly to improved efficiency, productivity and the performance of their enterprise. This prestigious award recognizes leaders and pioneers who have contributed to their enterprise’s success and championed improvements across their people, processes, information and technology. 

Ventana Research has awarded Lumen using Anaplan its prestigious 2023 Office of Revenue Digital Leadership Award. This award recognizes the individual, enterprise and technology that best exemplify leadership in applications supporting the sales organization. All award finalists in the Office of Revenue expertise area were considered for this award. 

The continuous pressure to generate revenue and outperform expectations cannot be addressed successfully without strategic investments into the people and processes that drive sales forward. What’s required are effective methods to manage revenue performance ranging from coaching and compensation management to the optimization of quotas and pipelines in every channel of revenue. In today’s competitive environment, attempting to utilize salesforce automation, spreadsheets and email rather than dedicated, purpose-built applications is ineffective. The path to maximization of your enterprise’s revenue potential starts with a close evaluation of dedicated applications that help with continuous improvement and alignment in revenue operations and performance, and in areas like digital commerce, partner management, revenue performance management, sales engagement and subscription management. 

Ventana Research selected Lumen for the 16th Annual Office of Revenue Digital Leadership Award for its achievement in streamlining their territory and quota planning processes with support by sales operations through use of Anaplan. Lumen, in its efforts to transform sales effectiveness and ensure efficiency and transparency quota and territory planning, was looking for a new approach to how it managed its revenue efforts. Utilizing Anaplan Sales Planning allowed Lumen to support a more efficient process with a dedicated approach to maximize revenue performance. 

Office of Revenue is an area for enterprises to go beyond transformation and work towards modernization and innovation. Anaplan addresses the challenges of having a common platform for sales operations to manage sales performance through planning-based applications that support capacity, compensation, forecasts, quota and territory needs. Enterprises with the need to manage sales performance will appreciate Anaplan’s approach to supporting revenue processes in a common framework for sales leadership to engage with and plan together. 

Enterprises looking to maximize the value of business and technology investments across people and processes should consider how Office of Revenue can optimize its digital potential. If you have not examined how Anaplan can help your enterprise, it is well worth your time. Congratulations, Mike Little and Lumen, for your leadership. 

Ventana Research, now part of ISG, offers expertise and research-based guidance in the Office of Revenue to help you build core competencies that will increase your enterprise’s sales potential and revenue processes. To attain excellence in sales, it is critical to evaluate investments based on their potential to augment rather than detract from sales processes. Change is required to maintain sales competitiveness and to enable business resilience and enterprise readiness to achieve the outcomes your enterprise deserves.