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Planning to Succeed

Going Beyond Data Warehouses and BI


Technology is important to planning and sales performance management. The right technology will give executives and managers a clear picture of the current sales situation and provide the tools needed to make reliable forecasts for the future. This allows sales organizations to manage performance effectively and play their key role in achieving the goals and strategic objectives of the corporation.

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Robert Kugel

SVP & Research Director
Ventana Research

Robert Kugel is responsible for the Office of Finance and business research, focusing on the intersection of information technology with the finance organization and business. His research agenda includes the application of IT to finance and business process optimization, looking particularly at ERP and continuous accounting, financial performance management, predictive planning, price and revenue management, revenue and lease accounting and robotic finance.