ISG Software Research Analyst Perspectives

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for Topic: Sales Engagement
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PROS Ramps Up Pricing and Revenue Focus

Posted by Stephen Hurrell on 05 August 2025

Earlier this year I was a guest at the PROS 2025 Outperform conference in Las Vegas, Nevada. PROS is a well-established price optimization and revenue management software provider that, although well-known within the airline and hospitality industries, has a lower profile outside of these specific verticals. An original premise of PROS was to offer advanced analytics and pricing as well as...

Topics: Analytics, sales engagement, Office of Revenue, Generative AI, Data Intelligence, AI and Machine Learning, Business & Technologies, Revenue Lifecycle Management

What’s Next for AI and Sales?

Posted by Stephen Hurrell on 21 May 2025

Ten years have passed since artificial intelligence (AI) first appeared in sales technology, and the results are mixed. Early tools applied rudimentary machine learning (ML) models to customer relationship management (CRM) exports, assigning win probability scores or advising on the “ideal” time to call. The mathematics was sound, the demos impressive, yet adoption faltered because little thought...

Topics: sales engagement, Office of Revenue