ISG Software Research Analyst Perspectives | Revenue Performance Management (2)

Profitability Management Conquers Inflationary Pressures

Posted by Robert Kugel on 11 October 2022

A year ago, I wrote about how technology could be useful in an inflationary period, correctly anticipating the world we live in now. Responding effectively to changes in costs is always challenging, but even more so because of the choppy and chaotic nature of the current environment. Many organizations have a limited or no ability to raise prices, and are forced to find ways to minimize the... Read More

Topics: Office of Finance, Financial Performance Management, Revenue Performance Management

Value Index for Revenue Performance Management Rates Vendors

Posted by Stephen Hurrell on 31 March 2022

Ventana Research is happy to share insights gleaned from the latest Value Index research, an assessment of how well vendors’ offerings meet buyers’ requirements. The 2022 Revenue Performance Management (RPM) Value Index is the distillation of a year of market and product research. Drawing on our Benchmark Research, we apply a structured methodology built on evaluation categories that reflect the... Read More

Topics: Sales, Sales Performance Management (SPM), Price and Revenue Management, sales enablement, Revenue Performance Management

Maximize Alignment through Revenue Performance

Posted by Stephen Hurrell on 30 March 2022

As organizations shift focus to a broader definition of sales that includes all sources of revenue, vendors are also pivoting to include “revenue” as part of promotional messaging. But it’s my view that just changing your message or description does not necessarily deliver the capabilities and product experiences customers need to successfully plan, execute and achieve revenue targets and... Read More

Topics: Revenue Performance Management

Why Finance and Legal are Important to Revenue and Sales Operations

Posted by Stephen Hurrell on 25 February 2022

There is much vendor activity and customer interest in making better use of data, to improve the sales process in the face of increased pressure to achieve organization revenue goals. As detailed in my Analyst Perspective: The Art and Science of Sales from the “Inside Out," enhanced buyer research as well as the inclusion of more people in the buying process, have made selling harder, evidenced... Read More

Topics: Sales, Revenue Performance Management

Xactly Advances Support for Revenue Performance Management

Posted by Stephen Hurrell on 15 February 2022

Revenue performance management and the role of revenue operations is moving to the forefront of sales organizations, aligning departments around a single view of the business with shared revenue targets and goals. This facilitates the needs of the sales department as well as customer experience, marketing and renewals. The concept of RevOps does not yet have a widely shared common definition... Read More

Topics: Sales, Customer Experience, Marketing, Sales Performance Management, partner management, Revenue Performance Management