Analyst Perspectives

Chief revenue officers are being asked to scale growth at a time when revenue systems are under more strain than at any point in the past decade. Buyer journeys are longer and less linear, sellers are operating across an expanding set of digital and partner channels and revenue technology stacks have grown faster than the operating models meant to govern them. In this environment, revenue...

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HR and Finance rarely agree on the same numbers, and the reasons run deeper than a simple spreadsheet mismatch. It’s a symptom of siloed business processes and disconnected data models that create misalignment at every turn. Underneath that are unclear data definitions, governance strategies without real accountability and cultural priorities that pull the two functions in different directions....

Enterprise customer experience (CX) usually focuses on the moment of communication between a customer and a business, assessing the customer’s state of mind and the outcomes of specific, limited interactions. But there’s another important context that drives customer behavior, and that’s the on-site experience of technical support. Field service is often out of the line of sight of CX planners,...

Payroll is no longer a back-office function. It has become a frontline trust engine that touches every worker, every pay cycle and the moments that matter most. When pay is right, confidence grows quietly and people focus on the work in front of them. When it is wrong, trust fractures instantly and the damage is disproportionate to the size of the mistake. Frontline employees feel this most...

Chief Revenue Officers (CROs) are under growing pressure to deliver predictable, scalable growth. They are surrounded by expanding go-to-market (GTM) teams, a sprawling sales technology stack and boardroom expectations that demand more than last quarter’s growth playbook. Sales leaders have never had more access to data, automation and point solutions, and yet the path to actual revenue...

The term SaaS-pocalypse has been popularized lately to summarize the idea that the traditional business software providers’ business model is about to undergo a tectonic structural shift because artificial intelligence will change how work is performed, rendering applications and their subscription pricing models obsolete. In this telling, AI assistants or agents can reduce the need for humans to...

Buying HR technology is a significant decision. It requires months of software provider reviews, internal alignment, business case development and implementation planning. When the contract is signed and the system goes live, it often feels like the hard part is over. In reality, the work that determines actual success is just beginning.

Revenue leadership is under pressure. Pipeline predictability is eroding, seller productivity is stalling and artificial intelligence (AI)-generated noise is clouding decision-making. While boards demand consistent growth, the operational scaffolding beneath most revenue engines remains outdated, over-reliant on siloed KPIs, fragmented tech stacks and an overpromised customer relationship...

I have been using the term “data pantry” (somewhat tongue in cheek) to describe a curated, governed and readily accessible collection of enterprise data that business users can draw on to support the use of core business software. This includes ERP, CRM and supply chain management software, as well as essential business processes such as analytics, forecasting and planning. This form of data...

I previously stated that too many enterprises allow the IT department to be wholly responsible for data and analytics, with the risk that strategies become divorced from business objectives and KPIs. I also stated that a pragmatic approach to organizing and operating data, analytics and artificial intelligence (AI) initiatives is essential to treating data as a business discipline. There are...