The continuous pressure on sales to outperform cannot be addressed successfully without strategic investments into the people and processes that drive sales forward. What’s required are effective methods to manage sales performance ranging from coaching and compensation management to the optimization of quotas and pipelines. In today’s competitive environment attempting to execute sales force automation using spreadsheets and email rather than dedicated, purpose-built applications is a doomed undertaking. The path to maximization of your organization’s revenue potential starts with a close evaluation of dedicated applications that help with continuous improvement in areas like product information management, planning and analytics, direct digital commerce, recurring revenue, indirect selling and the use of channel data.
Ventana Research offers knowledgeable, research-based guidance on sales to help you build core competencies that will increase your organization’s potential for revenue. To attain excellence in sales it is critical to evaluate investments based on their potential to augment rather than detract from sales processes and to deliver excellence in sales. We can help.
Choose a content type and explore
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;
Planning is a key component to all businesses, but often, the reality does not go according to plans. In businesses, this discrepancy can increase costs and waste time. But with the right tools, organizations can more closely align their plans to th
Effective product information management is a high priority for most organizations today. And most lack a dedicated approach to PIM. Those that do not invest and improve will fall behind. It�s no wonder why. Research shows that PIM can improve effic
"The purpose of sales forecasting is to anticipate and facilitate sales activities and help representatives identify opportunities, reach quotas and achieve the maximum potential of their accounts and territories. We find that sales forecasting is o
"Over the past decade, markets have grown increasingly global, especially for technology companies. Rising incomes in underdeveloped countries have led to increased demand for a wide range of products. However, this opportunity also brings with it a
"Benchmark research that Ventana Research conducted on sales performance management reveals that the top two priorities of sales management are to increase revenue (cited by 72% of participants) and to improve the efficiency of sales processes (57%)
"Launching and running a sales program without careful planning is a recipe for failure. Effectiveness in sales starts with planning. To be successful, planning must involve a range of stakeholders from various roles, use a systematic process, incor
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 co
"Optimizing the potential of a sales organization requires being able to motivate representatives with appealing incentives and a clear compensation structure. Determining these can no longer be a once-a-year effort because today�s dynamic business
Product Information Management (PIM) is essential to business processes, the customer experience, and ultimately financial performance. It is shared among business units, customers, partners and distributors and may take many forms, including text,
Effective product information management is a high priority for most organizations today. And most lack a dedicated approach to PIM. Those that do not invest and improve will fall behind. It�s no wonder why. Research shows that PIM can improve effic
Today, budgeting and operational planning effrots are typically only loosely connected. In contrast, Next-Generation Business Planning closely integrates unit-level operational plans with financial planning. Relying on information technology, it ena
Next-generation business planning closely integrates individual operational plans with financial plans. Supported by dedicated software, it enables companies to plan faster with less effort to achieve greater accuracy and agility.,,,,,,,
Business planning encompasses all of the forward-looking activities in which companies routinely engage, such as sales, production and head-count planning as well as budgeting. Among the several benefits it conveys, planning helps to get everyone on
Ventana Research undertook this Benchmark Research into the Next Generation of Business Planning to examine systems and tools that operate across business processes, influencing the optimal use of information and technology to manage performance. Th
Effective analytics enables businesses to understand the data they�re collecting in greater volumes and more forms than ever before. The situation has special importance for sales organizations. Applied to data created and needed by sales organizati
Budgeting and planning is an area of finance that is long-established yet ripe for change. There is widespread dissatisfaction with the budgeting process. Nearly all business people regard it as a waste of time and resources. Typically, it eats up 1
Nearly two-thirds said it is very important to make it simpler to provide analytics and metrics, and half said they can significantly improve their use of them. In addition, half are not satisfied with the process currently used to create analytics,
Organizations need to address limitations in the ways they manage product information, including related attributes and content that describes the products. New types and sources of data often introduce new and inconsistent ways in which products, m
In the information age, access is key for organizations. This is especially true for product information, where multiple areas in a business need to be able to access the same information, and have it always be up-to-date. And as the number of ways
"Consistent, accurate product information is essential to meet the expectations of today�s customers. These demanding consumers want detailed information presented to them through whichever of the various channels, including websites and commerce sy
The term "recurring revenue" refers to models for selling and billing typically based on a combination of initial fees and periodic charges. In recent years, it has gained popularity in a variety of industries.,,,,,,,
The term "recurring revenue" refers to models for selling and billing typically based on a combination of initial fees and periodic charges. In recent years, it has gained popularity in a variety of industries.,,,,,,,
The term "recurring revenue" refers to models for selling and billing typically based on a combination of initial fees and periodic charges. In recent years, it has gained popularity in a variety of industries.,,,,,,,
Ventana Research undertook this first independent, rigorous primary research in Recurring Revenue makes clear that organizations increasingly are choosing to adopt this model to increase revenue and improve their customers� experience. Pioneered by
There isn't an aspect of business today in which people don't claim they use analytics to generate information, typically in the form of metrics and key indicators. But there is much confusion about their usefulness and value to the business and sal
There isn't an aspect of business today in which people don't claim they use analytics to generate information, typically in the form of metrics and key indicators. But there is much confusion about their usefulness and value to the business and sal
To maximize their effectiveness across the enterprise, from top management through finance and operations to the sales representatives on the front line, sales organizations must integrate their people and processes tightly with all available inform
To maximize their effectiveness across the enterprise, from top management through finance and operations to the sales representatives on the front line, sales organizations must integrate their people and processes tightly with all available inform
The success of sales efforts depends on the performance of the sales team as a whole and each of its members. But sales performance cannot be a matter of guesswork or ad hoc projections; it must be measured.,,,,,,,,
"Success in business is measured by what�s accomplished, and effective planning improves an organization�s ability to consistently achieve its objectives. When it comes to Sales, many organizations are slow to recognize how ineffectual their sales p
The subscription business model has grown in popularity with providers of services or products because it establishes a regular, predictable income stream. This is particularly true for technology companies. However, the subscription model poses cha
Product Information Management (PIM) is essential to business processes, the customer experience, and ultimately financial performance. It is shared among business units, customers, partners and distributors and may take many forms, including text,
Product Information Management (PIM) is essential to business processes, the customer experience, and ultimately financial performance. It is shared among business units, customers, partners and distributors and may take many forms, including text,
Sales forecasting has been an inexact science, often depending as much on gut instinct as on data. Two reasons for this imprecision are a lack of pipeline information and a reliance on spreadsheets to create and track forecasts. The alternatives, sa
�'Digital transformation' is a popular term that encompasses a range of fundamental changes caused or catalyzed by modern information technology. The internet and intelligent mobile devices have changed how people live, work, shop and communicate. W
Organizations need to address limitations in the ways they manage product information, including related attributes and content that describes the products. New types and sources of data often introduce new and inconsistent ways in which products, m
"To improve their sales effectiveness, many representatives need guidance in how to shorten the sales cycle, close deals and better execute all aspects of the process. Working independently and often without central mandates or guidance, reps may de
Sales organizations, especially in small businesses, are under pressure to take advantage of every revenue-generating opportunity. Feeling they have to move fast, sales management personnel sometimes don’t conduct regular
Sales analytics is essential to managing and planning for better sales performance. In fact, our research into sales organizations finds that sales analytics effectiveness is a key indicator to plan for optimal sales performance and maximize the pote
Pity the poor sales organization! – always being called on to generate revenue but rarely receiving the level of investment it needs to be able to work smarter and more effectively. Sales force automation and the more recent promise of CRM have falle
Ventana Research defines product information management (PIM) as the practice of using information, applications and technology to effectively support product-related processes across an organization. When PIM is deployed, it employs a wide range of
Product information management (PIM) landscape has changed drastically over the last few years, and many businesses are still trying to grapple with it.
Marketing organizations have yet to grasp fully the value of managing product information efficiently across marketing for all business channels. Education on effective product information is critical; organizations must be able to use information to
We are observing a radical change in consumer expectations about purchase-related product information. In this age of instant online response, consumer patience is in precipitous decline. This is forcing organizations to modernize their use of produc
We are observing a radical change in expectations about subscriber relationships. Consumers today want simpler, more immediate and more effective interactions with the organizations that provide them with services. But delivering this by improving th
The software industry’s evolution toward cloud computing and software as a service (SaaS) has changed how and where organizations operate not just their software but their business. Almost every business application – across customer-facing functions
Today more than ever, organizations must prioritize customers and focus on both existing and new relationships in order to increase the value of the interactions with them. A spreading awareness of the importance of customer experiences and interacti
The effectiveness of digital commerce is at risk today, with antiquated technology platforms eroding usability and making it difficult to focus on the customer and product experience. Advances in AI and machine learning have begun to deliver new meth
Disparate applications and data sets create barriers with antiquated SFA make it difficult for Sales to know how it is performing and what it should be doing to improve performance. Now, though, a new generation of robotics- and AI-enabled sales perf
Sales forecast accuracy is especially challenging in business-to-business organizations, and is frequently cited as sales operations’ most important improvement priority. Even though many businesses know the importance of sales planning, often they s
The process of geocoding increases the quality of business information by augmenting geographic references to fully support operations and decision-making. Without the dimension added by geocoding, operational risk increases, business cycles are wast
Realizing an appropriate return on capital spending is critical. Poor allocation of investment funds can impair the competitiveness and profitability of a corporation, which is why well-run organizations have a disciplined methodology for making thes
Companies do a lot of planning: They plan sales, determine what products and services they will offer, decide what they will charge and what these will cost. They plan the headcount they’ll need to run the business and how to organize distribution an
More effective management of pricing usually is the biggest profitability lever available to corporations. Yet, senior executives often cannot manage pricing effectively because they encounter five common obstacles. First, they lack visibility into a
Providing the level of success your organization deserves across business requires accurate product information that is used consistently across all channels. Organizations must work to overcome common challenges to realize the benefits of investment
Sales and Operations Planning (S&OP, sometimes called Integrated Business Planning) is a management discipline that enables executives to assess trade-offs between multiple interdependent business components: demand and supply market opportunities, c
PIM (Product Information Management) is a focus on managing product information so that it meets the overall needs of the organization and the extended enterprise, from the supply chain to commerce and customers. PIM is also a category of dedicated a
Effective sales performance management requires the right planning environment, one that brings together organizational leadership and operations with sales managers and sales professionals so they can work together efficiently.
The new revenue recognition standards (ASC 606 and IFRS 15) not only affect how recurring revenue is reported, but also how companies account for commissions and other selling costs for transactions covered by contracts that are in force for a year o
Sales planning is essential to managing and improving sales performance. Without a planning process, sales metrics and key indicators will provide only historical context and not forward-looking visibility into your sales activities, impacting your a
Historically, sales planning has been a once-a-year exercise done manually using spreadsheets, lacking any ability to track assumptions or the success of the plan once done. However, without these critical and ongoing insights, organizations can’t ma
Ensuring that the sales organization contributes as fully as possible to the success of the organization — to revenue, growth, profitability and the overall customer experience — requires not only dedication but effective strategy and planning. A wel
Now is the time for any organization that places a priority on improving sales performance to introduce or refresh data-driven optimizations within their sales processes. This includes planning processes, compensation strategies and resource allocati
Ventana Research recently announced its 2020 research agenda for sales, continuing the guidance we’ve offered for nearly two decades to help organizations derive optimal value from business technology and improve outcomes.
Sales plays a lead role in the revenue and growth of every organization.
Here are some insights on Incentive Solutions drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.
Here are some insights on NICE drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.
Here are some insights on beqom drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.
Here are some insights on SAP drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.
Here are some insights on Optymyze drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.
Here are some insights on Anaplan drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.
With the backing of Great Hill Partners and Spectrum Equity, the company Varicent Software launched on Jan. 1st, purchasing IBM’s Sales Performance Management (SPM) assets and hiring employees from IBM’s SPM group. They will join a new team that incl
Here are some insights on Xactly drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.
Here are some insights on Oracle drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements.
Ensuring that the sales organization contributes as fully as possible to the success of the organization — to revenue, growth, profitability and the overall customer experience — requires not only dedication but effective strategy and planning.
Managing sales processes and resources without careful planning is a recipe for failure. Effectiveness in sales starts with planning that involves the full range of stakeholders.
Having effective analytics enables businesses to understand far better than ever before the data they’re collecting, and to do so in greater volumes and more forms.
Contact centers play a substantial role in an organization’s success. The customer journey is engaged here, at each moment of interaction.
Subscriptions are the future of business. Subscribers are essential to an organization’s overall business potential because they generate recurring revenue.
Marketing is inextricably linked to business success, and digital technology is essential to an organization’s overall marketing potential because it generates interest and brand awareness.
The workforce is an essential part of an organization’s overall business potential because it ensures continuous operations, even in black-swan events.
I’m very excited to announce to my network as well as the ever-expanding Ventana Research community that I’m now directing Ventana Research’s Office of Sales practice.
Subscription-based business models have seen exponential growth over the last decade. The growth of this recurring revenue business model, where a subscriber commits to repeatedly pay for a good or device for a fixed or indefinite timeline, has been
Digital commerce is changing how B2B companies buy and sell. They must have the ability to delight customers by enabling purchasing however customers want to interact.
Subscription-based business models have seen exponential growth over the last decade. The growth of this recurring revenue business model, where a subscriber commits to repeatedly pay for a good or device for a fixed or indefinite timeline, has been
The annual Ventana Research Digital Innovation Awards showcases advances in the productivity and potential of business applications, as well as technology that contributes significantly to improved efficiency and productivity in the processes and the
Although historically there has been a hard divide between what are colloquially called “Inside and Field Sales,” changes over the last 10 years have narrowed the distinction.
True leadership is the ability to motivate sales organizations to perform at their best.
The need to optimize revenue from all buying and selling channels is essential for every organization that wishes to maximize their potential. To achieve it requires a dedication to have the insights that come from analytics applied to the sales chan
Ventana Research has announced its market agenda for 2021, continuing the tradition of transparency in our efforts to educate and guide the technology market but also our independence as we do not share our market agenda or analyst perspectives with
Pricing is an ongoing source of anxiety for organizations because pricing decisions have a direct impact on sales volumes, revenue and profitability. Over the years, a variety of strategies have been in place to establish prices for products, dependi
Ventana Research recently announced its 2021 research agenda for the Office of Sales, continuing the guidance we’ve offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes.
The current pandemic has disrupted many of the traditional sales methods used by field-sales organizations to engage, and sell to, buyers. In an effort to provide help, many vendors have recently announced new features that focus less on the manageme
Ventana Research maintains a rigorous approach to its areas of research expertise through a methodology of processes and activities to ensure we provide the best possible insights on technology across business and IT. This is represented in our Research Agenda, which is a foundation for providing actionable information and guidance to help you identify opportunities for improved competitiveness and effectiveness. Other industry analyst firms lack methodology and a publicly available research agenda and are easily biased by clients and the industry. We take pride in our reputation for independence and provide our research calendar and agenda for visibility into the upcoming months of activity.
What to see our research plans for the year?
Download the full research agenda
Join the Ventana Research Community, and we'll keep you informed on our latest research.
©2021 Ventana Research | All Rights Reserved | Privacy Statement | Design by W3layouts | Icons by FontAwesome