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Revenue organizations are running out of room to hide. With increasingly complex buyer journeys, longer sales cycles and rising expectations for personalized outreach, today’s CROs face a mounting challenge: deliver predictable growth in a market that’s anything but predictable while simultaneously building a team that doesn’t burn out.
Read MoreTopics: Sales Performance Management, Revenue Performance Management, Revenue Lifecycle Management, Office of Revenue - Business Technologies
Revenue leaders face a defining moment, which is why the time to define capabilities is now. As organizations brace for economic uncertainty, margin pressure and board scrutiny, the long-promised ROI of go-to-market technology is under intense evaluation. Sales productivity is declining, seller attrition is rising and CFOs are no longer tolerating technology bloat without measurable performance...
Read MoreTopics: Revenue Performance Management, Revenue Lifecycle Management, Office of Revenue - Business Technologies
Sales performance management (SPM) is undergoing a reinvention. Once viewed as a back-office, compliance-oriented process largely owned by finance, it is now becoming a strategic platform at the heart of modern revenue operations. The rise of artificial intelligence (AI), particularly machine learning (ML), generative artificial intelligence (GenAI), and predictive modeling, is transforming how...
Read MoreTopics: sales engagement, Office of Revenue, Revenue Lifecycle Management
Autonomous commerce is no longer a distant prospect; it is actively transforming procurement systems, digital marketplaces and B2B revenue platforms today. Intelligent systems can now interpret buying intent, evaluate margin risk and negotiate terms with increasing sophistication. Yet, according to ISG’s State of Agentic AI Market Report, only 25% of artificial intelligence (AI) solutions operate...
Read MoreTopics: Revenue Performance, Revenue Lifecycle Management, Office of Revenue - Business Technologies
I attended Salesforce’s Dreamforce event in San Francisco to learn more about the company’s expanding vision for artificial intelligence (AI) and its newest capability, Agentforce Revenue Management. Salesforce has steadily evolved from being a CRM leader to positioning itself as an AI-first business platform. The introduction of Agentforce marks the company’s most ambitious step yet in...
Read MoreTopics: Subscription Management, partner management, Revenue Performance Management, Revenue Lifecycle Management, Office of Revenue - Business Technologies
I am excited to announce that I have joined ISG as Research Director for the Office of Revenue practice, where I will lead coverage across a spectrum of revenue, sales and product technologies that shape how organizations operate and engage customers, align go-to-market functions and operationalize growth. This includes CRM, Commerce, Partner Relationship Management (PRM), Product Experiences,...
Read MoreTopics: Subscription Management, partner management, Revenue Performance Management, Revenue Lifecycle Management, Office of Revenue - Business Technologies
