Analyst Perspectives

Conga Connect 2026 underscored a shift that revenue leaders can no longer ignore. The core technology challenge facing commercial organizations is not a lack of tools, automation or even artificial intelligence (AI), but the growing fragmentation across the systems and teams responsible for moving deals from initial pricing through contract execution and into revenue realization.

Multicloud was supposed to deliver flexibility, leverage and lower costs. Instead, many enterprises are paying a complexity tax that exceeds the savings. Dashboards light up with granular cost data across hyperscalers, yet total spending continues to climb. Visibility is improving. Accountability is not.

Industries change with the times, and so it is with the conferences and events that support those industries. Enterprise Connect is not what it once was, either in terms of attendance or influence, but it is still the place where many (not most) of the key providers in contact centers and customer experience (CX) convene. It’s been described as a place where providers meet with and seek out...

A payroll leader gets a message the morning after payday: “Why is my net pay lower than last period?” In many organizations, that question still sends employees into a maze of portals, PDFs, tickets and handoffs. Payroll is not a background utility in the eyes of employees: it is one of the most frequent and emotionally loaded moments of truth. When pay is right, people move on. When it is wrong,...

Enterprise IT leaders are committing seven-figure budgets to "AI-powered" platforms across ITSM, security and cloud management categories. These contracts promise autonomous remediation, intelligent triage and predictive insights. The problem: most CIOs and CISOs can't articulate what the embedded AI actually does or whether it delivers measurable ROI beyond the software provider's deck.

You can’t upend the entire technological infrastructure for an industry without seeing some ramifications in the form of personnel shifting and dislocation. Contact centers are smack in the middle of a transformation that is remaking the toolset and forcing businesses to rethink both the fundamental purpose of their centers and the mix of managerial and operational employees.

Revenue Operations (RevOps) was supposed to unify sales, marketing and customer success into a single high-performance go-to-market machine. But for many organizations, it’s turned into another layer of complexity—more dashboards, more meetings, more disconnected tools pretending to collaborate. What’s worse, the metrics are lagging. Sales cycles are longer, buyer trust is thinner and even the...

Healthcare organizations are increasingly investing in customer relationship management (CRM) technologies to support patient engagement, service operations and care coordination across complex healthcare ecosystems. As care delivery expands across hospitals, outpatient services, digital health platforms and virtual care channels, organizations must manage interactions across scheduling systems,...

The healthcare industry is increasingly modernizing its customer relationship management (CRM) platforms and software investments to support patient engagement, care coordination and service operations. As care delivery expands across hospitals, outpatient services, digital health and payer-provider ecosystems, managing patient relationships across fragmented systems has become more complex....

The growing strategic importance of sales and operations planning (S&OP) reflects the confluence of two major trends evolving outside of enterprise operations. One is the ongoing disintegration of the post-World War 2 liberal trade environment that began in the early 2010s and has accelerated since. The second is the increasing sophistication and approachability of S&OP software. These...

I previously wrote about the potential for generative artificial intelligence (GenAI) to change the face of analytics and facilitate data literacy and data democratization by enabling business users without specialist analytic skills to discover and analyze data. At the time of writing, GenAI-based interfaces were already being adopted by business intelligence (BI) software providers to...

Your artificial intelligence operations (AIOps) platform detects a memory spike in production. Your extended detection and response (XDR) platform flags suspicious lateral movement in the same cluster. But they're not sharing context, so your security operations center (SOC) treats them as two separate incidents. You lose 45 minutes that matter.

Payroll is no longer a single application that runs quietly in the background; it is an ecosystem that spans time capture, scheduling, pay rules, benefits deductions, tax engines, security controls and the employee experience layer. Employees do not see the ecosystem, but they feel it every single payday with total clarity. When it works, it reinforces the belief that the organization keeps its...

As established in my foundational perspective on AI Orchestration, the defining enterprise challenge is no longer model performance but the design of a control plane that governs multi-agent systems, tool access, policy enforcement, and cross-platform interoperability.

The software economy has reached its greatest inflection point since the dawn of the Internet. Enterprise software now operates across dynamic cloud environments, with release cycles accelerating to weekly or even daily in a continuous delivery model. Software providers have evolved into platform ecosystems, seamlessly integrating applications and data while unlocking new opportunities through...

There is a growing sense of confusion and uncertainty among buyers when it comes to pricing for customer experience (CX) and contact center technology. Pricing does become more complex when technology innovates, creating broader options for mixing and matching features or more choices of the types of platforms people can use. In this industry, conditions have changed so quickly that the array of...

As I previously described, context is everything for generative (GenAI) and agentic AI. Enterprises moved in large numbers to adopt foundational GenAI since its emergence into mainstream consciousness during 2023. As they did so, it quickly became clear that establishing trust in GenAI output would require enterprises to augment the realistic content generated by foundation models with real-world...

Healthcare is not simply digitizing. It is reaching a structural inflection point. Rising demand, workforce shortages, regulatory complexity, reimbursement pressure and expanding distributed care models are forcing providers, payers and life sciences organizations to rethink how care is delivered and financed. Enterprise software sits at the center of this transformation for modernization in a...

The mission to enable an autonomous enterprise, as I have articulated, remains aspirational for most organizations. Few have aligned business and technology leadership, strategy and execution to support autonomous operations at any scale. A shared definition is essential. An autonomous enterprise follows an operating model in which intelligent systems can sense conditions, decide actions, execute...

This year at ZohoDay 2026, the conversation did not center on product features, competitive positioning or even individual applications. Instead, it focused on a tension many CROs are already experiencing. Revenue leaders are being asked to deliver higher forecast confidence, manage margin pressure and incorporate AI into selling motions while simultaneously reducing operational complexity. The...