ISG Software Research Analyst Perspectives

Why Revenue Execution Needs a New Stack Built for Motion

Posted by Barika Pace on 31 March 2026

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... Read More

Topics: Subscription Management, sales engagement, Office of Revenue - Business Technologies

Building a Revenue Strategy That Scales

Posted by Barika Pace on 19 February 2026

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... Read More

Topics: sales engagement, Revenue Performance Management, Revenue Lifecycle Management, Office of Revenue - Business Technologies

From RevOps to RevEngine: Stop Optimizing the Wrong Things

Posted by Barika Pace on 10 February 2026

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... Read More

Topics: sales engagement, Revenue Performance Management, Office of Revenue, Business & Technologies, Revenue Lifecycle Management

What’s In, What’s Out: 2026 Mindshifts for Forward-Thinking CROs

Posted by Barika Pace on 04 February 2026

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 While boards demand consistent growth, the operational scaffolding beneath most revenue engines remains outdated, over-reliant on siloed KPIs, fragmented tech stacks and an overpromised customer relationship... Read More

Topics: sales engagement, Revenue Performance Management, Office of Revenue, Business & Technologies, Revenue Lifecycle Management

AI-Driven Shifts Reshaping Sales Performance Management

Posted by Barika Pace on 03 December 2025

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 More

Topics: sales engagement, Office of Revenue, Revenue Lifecycle Management

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... Read More

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... Read More

Topics: sales engagement, Office of Revenue