Sales

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Webinar

Best Practices for Building a Business Case for Product Information Management

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, it is essential to make proj,,,,,,,

Best Practices

Business Planning 2015

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 the,,,,

Infographic

Connecting Product Information Management

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 effici,,,,,,,,

Company Profile

Developing Best Practices in Sales Forecasting

"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 of,,,,,,,

eBook

Enhancing Global Channel Visibility

"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 ,,,,,

Company Profile

Five Best Practices for Optimizing Sales Analytics and Forecasting

"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%).,,,,,,,,

Company Profile

Five Best Practices for Sales Planning

"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, incorp,,,,,

Webinar

Five Best Practices in Territory Management

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 con,,,,,

eBook

Five Risks of Ignoring Sales Performance Management

"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 c,,,,,,,,

Exclusive Q&A

Mastering Product Information is Everyone's 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, v,,

Webinar

Mastering Product Information is Everyone's Business

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 effici,,,,,,,,

Benchmark

Next-Generation Business Planning

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 enab,,,,,

Research Perspective

Next-Generation Business Planning

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.,,,,,,,

Webinar

Next-Generation Business Planning

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 ont,,,,,

eBook

Next Generation Business Planning

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. This research determined the extent and direction in which finance and line-of-business departments are moving to support new planning processes and how they are using technology to access and use all available information to manage the business toward established goals and performance objectives.,,,,,,,

Benchmark

Next-Generation Sales Analytics

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 organizations, analytics can help achieve quotas and forecast more consistently,,,,,,,

eBook

Next-Generation Sales Analytics

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 organizations, analytics can help achieve quotas and forecast more consistently,,,,,,,

eBook

Planning and Budgeting

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 10 to 15 percent of the finance organization�s time, and it takes five to eight months to complete the full cycle in large organizations. Worse, people usually view budgets as being out of date almost from the start and as having little or no strategic value.,,,,,

Benchmark

Product and Service Analytics

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, ,,,,,

Benchmark

Product Information Management

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, ma,,,,,,

Best Practices

Product Information Management 2015

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 t,,,,,

Company Profile

Product Information Management in an Master Data Management World

"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 sys,,,,,,

Benchmark

Recurring Revenue

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.,,,,,,,

Research Perspective

Recurring Revenue

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.,,,,,,,

Webinar

Recurring Revenue

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.,,,,,,,

eBook

Recurring Revenue

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 telecommunications service providers, the recurring revenue business model involves periodic sales and billing transactions based on a prior agreement; it has now been adopted across an array of industries including software, entertainment and the delivery of other ,,,,,

Benchmark

Sales Analytics

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 sale,,,,,,,

eBook

Sales Analytics

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 sales and about how best to select and implement historical, root-cause, real-time and predictive analytics. The uncertainty this causes poses a challenge for organizations.,,,,,

eBook

Sales Compensation Management

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 information and the needed technology. A key enabler of sales success is to motivate sales personnel through compensation that recognizes their accomplishments and rewards them appropriately and promptly. However, few sales organizations take a comprehensive approach to sales compensation management.,,,,,

Benchmark

Sales Compensation Management

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 informa,,,,,,

Exclusive Q&A

Sales Performance Management: A Buyer's Guide

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.,,,,,,,,

Company Profile

Sales Planning Improves Sales Performance Management

"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 pl,,,,,,

Presentation

Streamlining Finance Processes for Subscription Billing

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 challenges, primarily in handling the accounting and billing for subscriptions.,,,,,

Exclusive Q&A

Successful Enterprises Use Performance Management

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, v,,

Exclusive Q&A

Supercharging Sales Performance

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, v,,

Exclusive Q&A

The Business of Sales Forecasting

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, sal,,,,,,

Company Profile

The Digital Transformation of Planning and Budgeting

�'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. Wh,,,,,,

Value Index

Trends in Product Information Management

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, materials and attributes are defined. Yet organizations must incorporate these large amounts of new data more quickly than ever because competitive pressures require that the information presented to customers is accurate, operational processes run uninterrupted and timely data is available for business analysis.  ,,,,,

eBook

Trends in Product Information Management

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, materials and attributes are defined. Yet organizations must incorporate these large amounts of new data more quickly than ever because competitive pressures require that the information presented to customers is accurate, operational processes run uninterrupted and timely data is available for business analysis.  ,,,,,

Company Profile

Using Playbooks to Maximize Sales Performance

"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 dev,,,,,

Company Profile

Managing Sales Performance in Smaller Organizations

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

Self-Assessment

Sales Analytics

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 potential from quotas, territories and incentives.

Webinar

The Future of AI and Predictive Sales: New technology can digitally transform sales and boost your revenue potential

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 fallen short of delivering the insights and guidance that would help improve their ability to prioritize opportunities. Now, enter a new generation of technology in the for of artificial intelligence (AI), and we have actually begun to see the possibility of delivering on the promise of what can be done using advanced analytics and guidance-driven applications. Mark Smith, CEO and chief research officer of Ventana Research, has more than two decades of hands-on and analytic experience in sales processes and technology. In this webinar, Mark will present his research-based insights and lay out the five steps that must be taken by every organization looking to embrace technology to realize full selling potential

Company Profile

PIM Trump MDM

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 information, including images and videos and other visual and descriptive content, to market and sell products.

eBook

Building High-Quality and Complete Product Information

Product information management (PIM) landscape has changed drastically over the last few years, and many businesses are still trying to grapple with it.

Company Profile

Marketing Effectively with PIM

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 have a full understanding of products in order to maximize their value.

Webinar

Ensuring Effective Product Experiences with PIM

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 product information management to provide a more rapid and improved digital experience across all engagement channels. The timing is good: Digital innovations and robotic automation and intelligence are demonstrably able to improve product information quality and also make the information available in forms never before considered.

Webinar

Subscription Management in the Digital Economy

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 the subscriber experience will require strategic investment in innovative digital approaches to engagement and interaction in 21st-century mediums.

Research Perspective

Embracing PIM as a Service

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, the office of finance and the supply chain

White Paper

Structured CRM for Business Success

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 interactions has transformed how organizations view not only managing relationships but valuing them. Existing approaches to customer relationship management (CRM),

Webinar

Digital Commerce: Innovating with AI and Robotics

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 methods to target recommendations to buyers and improve the organization’s engagement with them through voice- and chat-based conversational bots. Will your organization invest and deliver a commerce experience that engages customers and optimizes the interactions for your revenue potential?

Webinar

Meet the Robotic Generation of Sales Performance Management

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 performance management applications are now available to help maximize the organization’s sales potential. Applying machine learning and analytics with the right level of automation can create engagement and levels of productivity not possible using yesterday’s approach to sales performance management. Will you invest into your sales organizations effectiveness and motivate them to improve?

Value Index

Forecast Accuracy

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 struggle to convert those plans into actions and measure the results from actions. This webinar aimed at easing those pain points.

Company Profile

Evaluation Criteria for Enterprise Geocoding

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 wasted, customer satisfaction declines and the likelihood of decisions that could be flawed increases.

White Paper

Calculating the Return on Better Planning

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 these decisions. Using the right framework and measuring the potential return is the first step in ensuring that a company considers all relevant factors and weights them appropriately in evaluating investment opportunities.

White Paper

Five Ingredients for Next-Generation Business Planning

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 and their supply chain. They also produce a budget, which is a financial plan.