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Revenue Management: Opportunity for Innovation and Organization

Ensure Long-Term Performance for the Organization

Revenue management - Videocast

The concept of Revenue Management represents significant change in how organizations manage the operations and performance of revenue—across EVERY channel, direct and indirect, physical and digital, commerce and subscriptions. Revenue Management can—and should—unify sales efforts under common leadership. As enterprises have adopted and expanded into digital, they’ve had to think beyond the old models. Direct sales efforts, primarily to new business, can no longer be the primary and solitary source of growth and success. Organizations must focus on all channels and types of revenue in order to thrive, and all channels need to be managed jointly and effectively.

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Stephen Hurrell

VP & Research Director, Office of Sales
Ventana Research

Stephen leads the expertise in Office of Sales and guides leaders in the applications and technology for buying and selling products and services to maximize revenue. The topics of coverage include digital commerce, price and revenue management, product information management, sales enablement, sales performance management and subscription management. Stephen’s uniquely diverse technology experience spans over 30 years, including leadership roles heading up product strategy across a range of data-driven applications in sales enablement, financial reporting and planning, and billing and monetization platforms. Stephen was General Manager at where he managed the C9 Analytics business, VP of Product and AI strategy at RecVue and held roles at Oracle, Exigen and Aviso. Stephen earned his BS in Economics from the London School of Economics.