Using our research, best practices and expertise, we help you understand how to optimize your business processes using applications, information and technology. We provide advisory, education, and assessment services to rapidly identify and prioritize areas for improvement and perform vendor selection
We provide guidance using our market research and expertise to significantly improve your marketing, sales and product efforts. We offer a portfolio of advisory, research, thought leadership and digital education services to help optimize market strategy, planning and execution.
Services for Technology Vendors
We provide guidance using our market research and expertise to significantly improve your marketing, sales and product efforts. We offer a portfolio of advisory, research, thought leadership and digital education services to help optimize market strategy, planning and execution.
The continuous pressure to generate revenue and outperform cannot be addressed successfully without strategic investments into the people and processes that drive sales forward. What’s required are effective methods to manage revenue performance ranging from coaching and compensation management to the optimization of quotas and pipelines in every channel of revenue. In today’s competitive environment attempting to utilize sales force automation, using spreadsheets and email rather than dedicated, purpose-built applications are ineffective. The path to maximization of your organization’s revenue potential starts with a close evaluation of dedicated applications that help with continuous improvement and alignment in revenue operations and performance and in areas like digital commerce, partner management, revenue performance management, sales engagement and subscription management.
ISG Software Research offers knowledgeable, research-based guidance on sales to help you build core competencies that will increase your organization’s potential for revenue. To attain excellence in the office of revenue it is critical to evaluate investments based on their potential to augment rather than detract from revenue processes and to deliver excellence in every selling channel. We can help.
Director of Research
Office of Revenue
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ISG Research offers market observations and overall results from the Sales Engagement Buyers Guide for customer relationship management software products.
ISG Research offers market observations and overall results from the Digital Commerce Buyers Guide for customer relationship management software products.
ISG Research offers market observations and overall results from the CRM Service Buyers Guide for customer relationship management software products.
ISG Research offers market observations and overall results from the CRM Sales Buyers Guide for customer relationship management software products.
ISG Research offers market observations and overall results from the CRM Platform Buyers Guide for customer relationship management software products.
ISG Research offers market observations and overall results from the CRM Partners Buyers Guide for customer relationship management software products.
ISG Research offers market observations and overall results from the CRM Marketing Buyers Guide for customer relationship management software products.
ISG Research offers market observations and overall results from the Customer Relationship Management Buyers Guide for office of revenue software products.
Udemy earned the 2024 Office of Revenue Digital Innovation Award for its innovative use of data to aid in deal validation by introducing guardrails closer to the point of sale.
Digitization and standardization can overcome delays and inefficiencies in CPQ and CLM efforts, strengthening this crucial element of the sales and renewal process.
Artificial intelligence fuels revenue generation activities to include new and existing customers, with focus on growth, customer experience, retention.
Ventana Research offers market observations and overall results from the Subscription Management Buyers Guides for Office of Revenue software products.
Much has changed in how business operates over the past decade. Existing trends have accelerated, affecting much of how we conduct business.
Why are companies investing in Revenue Life Cycle Management (RLM) initiatives now? Learn more from Director of Research, Stephen Hurrell.
Digital commerce is a growing part of the B2B customer experience and requires a broad view of, and incorporation into, the customer life cycle.
Investing in revenue lifecycle management by automating and digitizing processes helps support a sustained, successful buyer-seller relationship essential to achieving profitability.
Salesloft’s cohesive, AI-based platform brings automation to the CRM landscape, leading to more efficient, effective and repeatable customer interactions.
Akeron’s Vulki sales performance application adopts aggregation, allocation, forecasting and version control to support revenue organizations.
CRM system providers are maximizing AI to compete with sales engagement systems to deliver comprehensive sales and analytic support.
Lumen earned the 2023 Office of Revenue Digital Leadership Award for managing sales performance and streamlining planning with Anaplan.
The 2024 Office of Revenue Market Agenda offers insights to help enterprises identify and embrace emerging technology for strategy, planning and operations.
Organizations with omnichannel sales must align incentive compensation and revenue management to ensure successful target achievement.
Organizations selling subscription and usage-based products need to plan revenue targets across different channels, recognizing the impact on margin.
Vendavo’s flexible price management and optimization software enables organizations to determine the most effective pricing strategy in real time.
The changing behavior of buying organizations requires a more unified, continuous go-to-market process that aligns sales and marketing.
Failed customer payments for recurring subscriptions are often seen as a cost of doing business when using subscription revenue models.
Evisort uses artificial intelligence with digitized contracts to automate the labor-intensive and time-consuming tasks of analyzing and managing contracts.
CRM systems will continue to add sales engagement functionality and, if innovative, will develop a next-generation sales engagement platform.
Major trends continue to reflect the changing ways that customers want to buy and engage with vendors.
Major trends continue to reflect the changing ways that customers want to buy and engage with vendors.
Ventana Research assesses revenue performance management software from SAP.
Ventana Research assesses revenue performance management software from Salesforce.
Ventana Research assesses revenue performance management software from Xactly.
Generative AI will boost sales productivity by helping to personalize outreach at scale and generate tailored sales enablement to improve win rates.
Ventana Research assesses revenue performance management software from Board International.
Ventana Research assesses revenue performance management software from Anaplan.
Ventana Research assesses revenue performance management software from Varicent.
Ventana Research assesses revenue performance management software from Oracle.
The RPM Buyers Guide 2023 gauges how well offerings from seven vendors match buyers’ requirements for Office of Revenue software products.
Ventana Research offers market observations from the Revenue Performance Management Buyers Guide 2023 for Office of Revenue software products.
With the addition of generative AI, Salesforce’s Data and Commerce Cloud applications deliver tools to enhance buyer engagement and increase sales.
There is no argument that you must successfully execute to achieve sales and revenue targets. With omnichannel selling and more complex revenue and pricing models, sales and revenue planning leaves this less to chance.
As more employees qualify for incentive compensation, organizations should evaluate and upgrade comp management systems to ensure fair, accurate payouts.
PROS announces cloud-based, AI-driven price determination and CPQ applications at the PROS Outperform 2023 event.
Nothing is more constant than change when it comes to selling. When we talk with sales leaders, they observe that selling today is harder than ever.
Deals do not sell themselves, people do. And today, many sales leaders are challenged with retaining the people that get these deals closed.
Conga supports a more integrated and unified quote-to-cash process, earning it the 2023 Ventana Research Office of Revenue Digital Innovation award.
Sales and revenue planning develop and build integrated territory, incentive compensation and resource plans that are driven by overall company objectives.
Price management software helps contend with increasingly complex sales forces, such as omnichannel buying, mixed pricing and revenue models, profitability.
Ventana Research assesses subscription management software from Maxio.
Ventana Research assesses subscription management software from Ordway.
Ventana Research assesses subscription management software from OneBill.
Ventana Research assesses subscription management software from FastSpring.
Ventana Research assesses subscription management software from Recurly.
Ventana Research assesses subscription management software from RecVue.
Ventana Research assesses subscription management software from CloudSense.
Ventana Research assesses subscription management software from LogiSense.
Ventana Research assesses subscription management software from NetSuite.
Ventana Research assesses subscription management software from Vindicia.
Ventana Research assesses subscription management software from Chargebee.
Ventana Research assesses subscription management software from Aria Systems.
Ventana Research assesses subscription management software from Zuora.
Ventana Research assesses subscription management software from Zoho.
Ventana Research assesses subscription management software from Conga.
Ventana Research assesses subscription management software from SAP.
Ventana Research assesses subscription management software from Gotransverse.
Ventana Research assesses subscription management software from Salesforce.
Ventana Research assesses subscription management software from FinancialForce.
Ventana Research assesses subscription management software from Oracle.
Ventana Research assesses subscription management software from BillingPlatform.
The Subscription Management Value Index 2023 gauges how well offerings from 21 vendors match buyers’ requirements for subscription management software.
Ventana Research offers part two of its market observations from the Subscription Management Value Index 2023 for subscription management software products.
Ventana Research offers part one of its market observations from the Subscription Management Value Index 2023 for subscription management software products.
Conga’s revenue life cycle management platform organizes all revenue aspects across an organization to improve processes and uncover new opportunities.
The PROS artificial intelligence-powered platform helps organizations make data-driven decisions to optimize pricing and revenue management capabilities.
Customers understand that the benefits of products and services sold via the subscription model include predictability and the sharing of risk on a purchase with the vendor.
Larger organizations with complex sales hierarchies require a dedicated system that can accommodate and support their crediting and compensation needs.
Ayara’s revenue operations application analyzes transactions for optimal profitability, preventing cash leakage and revenue loss.
Organizations that have allowed customer relationship management systems to suffer from neglect must revitalize these platforms to remain competitive.
Zuora expands its reach in subscription management with enhancements to consumption pricing support, integrated CPQ, alongside its Zephr acquisition.
Mediafly’s Revenue360 is designed to help organizations better manage pricing, sales and revenue-generation efforts to optimize revenue streams.
SugarCRM Provides Integrated CRM for Selling and Marketing
More industries are seeing the value of a structured CPQ process as a key component of overall sales and revenue engagement and execution.
Ventana Research recently announced its 2023 research agenda for the Office of Revenue, continuing the guidance we’ve offered for nearly two decades to help organizations realize their optimal value from applying technology to improve business outcom
Technological enhancements enabled by the internet and cloud vendors have improved the options for sales enablement.
KPMG earned the 2022 Digital Leadership Award in Office of Revenue for using Board to develop a sales and revenue forecasting system.
Varicent’s sales performance management software assists sales organizations with effectively managing sales teams and revenue outcomes.
BillingPlatform integrates with existing front- and back-office systems to support quote-to-cash processes for organizations with mixed business models.
As more organizations integrate complementary offers from third parties, technology to manage diverse partner ecosystems is evolving.
By adopting a revenue operations approach, organizations gain a greater understanding of the entirety of the customer life cycle and team engagement.
Change has been a constant fixture in territory planning. Be it a new competitor in the marketplace or an unexpected event, managers must be able to balance dynamic conditions on the fly as they develop territories for their teams.
Organizations considering a mixed-revenue model need to address the overall organizational impact, especially to the customer experience.
Conga’s Revenue Lifecycle Suite standardizes and automates the completion of the sales cycle, allowing organizations to more effectively generate deals.
One of the more significant changes underway in organizations is the shift from a new customer sales focus as the main driver of growth to an equal emphasis on the overall customer experience as a driver of renewal and expansion.
I have written about vendor efforts to use artificial intelligence (AI) and advanced analytics in their applications targeted at sales and revenue teams to improve focus and prioritize activities, both for pipeline management as well as individual op
You would be forgiven for thinking that no one buys anything in person any more given the pages of digital ink spilled over the rise of digital commerce led by the rise and rise of Amazon. However, one quick errand run on a Saturday morning would eas
Today’s sales organizations are faced with many challenges when it comes to realizing the full potential of assigned territories and account locations. Simultaneously, organizations need to be agile in order to support their sales leadership and oper
The need to optimize revenue from all buying and selling channels is essential for every organization that wishes to maximize their potential. To achieve it requires a dedication to have the insights that come from analytics applied to the sales chan
Pricing determines not just revenue, but also margin. And margin is vital to ensuring profitability. So pricing both serves to generate volume, and hence revenue. Given the importance of pricing, it is surprising how few companies use data and purpos
The webinar is designed to introduce sales organizations to the innovation and best practices in addressing the perennial issue of declining quota attainment among sales organizations.
The concept of Revenue Management represents significant change in how organizations manage the operations and performance of revenue—across EVERY channel.
The subscription and supporting business model has been around for a long time, think newspapers and magazines, but in the current digital age.
It’s no secret that sales leaders continue to face challenges in hitting their revenue targets. This is due to many complex factors, but three trends are key.
Approaches to “pricing,” or the discipline of setting prices, vary across industries and across different organizations within the same industry. Many factors determine how companies go about pricing, but with the rise of the digital economy and the
In this exclusive Q&A, Robert Kugel, SVP & Research Director at Ventana Research, answers questions about why new standards are getting so much attention, what the associated costs to companies will be due to the new standards, why standard ERP syste
We hear all the time that we’re existing in an age of information. If that’s the case and we have more data at our fingertips than ever before, why isn’t every sales organization operating at historic levels of efficiency?
Now is the time for any organization that places a priority on improving sales performance to introduce or refresh data-driven optimizations within their sales processes.
The annual Ventana Research Digital Innovation Awards showcase advances in the productivity and potential of business applications as well as technology that contributes significantly to the improved processes and performance of an organization. Our
To reach the best possible outcomes, sales leaders must be able to govern and optimize the processes they rely on; meeting this challenge is the essence of sales performance. However, those leading and working in sales must cope with myriad often dis
Conversations about Subscription Management are often restricted to the details of billing mechanics. Instead, how should business leaders be thinking about what is needed to conduct business in today’s environment? What are the imperatives that org
What is Sales Performance Management (SPM) and why is it important? What are important planning capabilities for SPM applications? Stephen Hurrell sheds light on the need and importance of Sales Performance Management. Read the Q&A.
Why is it important that organizations create meaningful sales and revenue forecasts? Stephen Hurrell sheds light on the importance of giving accurate guidance regarding future revenues, and why spreadsheets will no longer continue to work. Read th
Driven by changing business models, organizations are recognizing the value of taking a more comprehensive approach to managing all sources of revenue, instead of just direct sales. Revenue operations is emerging as an important component that provid
Profitable pricing has always been a critical factor for business success. Over the years, organizations have developed different strategies to establish prices for their products and services depending on previous practices, the structure of the bus
Incentive compensation management (ICM) systems have traditionally focused on the needs of sales divisions, but these groups are typically distinct from other departments within the organization and are usually compensated based primarily on new sale
Revenue growth is a key indicator of competitive success. This is a given, yet for many companies, competing successfully is becoming more difficult.
Digital commerce, the buying and selling of goods and services using digital technology, is a core business strategy for the modern organization. And e-commerce—using the internet as a sales channel—is an essential tactic that supports this strategy.
The opportunity exists for organizations to improve the digital commerce experience they offer their customers by moving beyond existing, monolithic commerce systems that aren’t designed for today’s needs.
Pricing is an ongoing source of anxiety for organizations because pricing decisions have a direct impact on sales volumes, revenue and profitability. Over the years, a variety of strategies have been in place to establish prices for products, dependi
Digitally native organizations are those that have existed from their inception primarily in the digital world, and that typically engage with customers and deliver their products or services via a digital interaction. Well-known examples include Net
Organizations are increasingly realizing a singular focus on traditional sales execution is not enough to ensure growth. Shifts to subscription models and the advent of omni-channel selling mean that the old way of managing sales is transforming into
Subscription was once the Next Big Thing in business. But now, e-commerce and subscription/usage business models are simply the way that customers—and organizations—want to conduct business.
Over the past 10 years, there has been an increasing shift to a more expansive view of revenue. Organizations are adopting mixed business models that include subscriptions, self-service e-commerce, usage- and milestone-based pricing as well as one-ti
It’s more important than ever to properly equip customer-facing team members with the right tools to grow top-line revenue. To do this, successful leaders and teams are embracing data-driven revenue intelligence tools.
In order for organizations to know where they are headed, they must first understand where they stand in relation to period-end sales targets and course-correct as necessary.
Organizations, led by the office of the CFO, must review their go-to-market (GTM) strategies and examine whether their existing process and technologies are ready to ensure sustainable and profitable growth.
A shift in focus is underway in organizations from a single source of revenue —sales—to a broader view. Whether through the expansion of e-commerce and self-service purchasing or through adoption of recurring revenue models, organizations need to und
A modern digital commerce environment adapts to business continuity requirements and the demand of constantly changing consumer expectations.
There are more digital channels in the commerce space than ever before: the web, mobile apps, text, voice-activated “agents,” video and social channels. Conversational computing and hyper-personalization are transforming customer engagement, and orga
“Lead to cash” is an often-used term and is a companion to “quote to cash” and “order to cash”. What they all represent is an approach which recognizes that there is a process designed to convert a lead from a qualified interest to an active sale, th
A shift in focus is underway in organizations from a single source of revenue —sales—to a broader view. Whether through the expansion of e-commerce and self-service purchasing or through adoption of recurring revenue models, organizations need to und
Many – myself included – have written about the growth in technologies designed to aid in business-to-business sales and sales management by serving sales reps, line managers, executives and operations. But one area that has been ill-served is techni
We are happy to share insights about beqom, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about Clari, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about InsightSquared, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about Gong.io, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about SAP, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about Varicent, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about Board International, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about Anaplan drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about Xactly, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
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
We are happy to share insights about Salesforce drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
We are happy to share insights about Oracle drawn from our latest research, the Revenue Management Performance Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.
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
Ventana Research defines subscription management as the processes and technology needed to manage the subscriber experience from the first digital touch to the continuous modifications of orders for services and billing.
Digital Transformation. The Subscription Economy. Omni-Channel Selling. Customer Centric. These are all terms used to label trends and events that are changing the way business is being conducted, a change that has accelerated due to recent events. R
Why Finance and Legal are Important to Revenue and Sales Operations
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.
Ventana Research recently announced its 2022 Market Agenda for the Office of Revenue, continuing the guidance we have offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes.
It’s no secret that sales leaders continue to face challenges in hitting their revenue targets. This is due to many complex factors, but three trends are key. First, organizations of all types are seeing sales pressure from increased competition.
Ventana Research was the first market research firm to focus on the emerging area of sales performance management (SPM), which we define as a coordinated set of sales-related activities, processes and systems that enable organization.
With the announcement of Ventana Research’s 2022 Market Agenda, our expertise in Digital Business continues to advance the market need for effective investments into technology, and I will outline here the key areas of focus to provide insights to or
The annual Ventana Research Digital Leadership Awards recognize organizations and individuals that utilize technology to advance business and IT. The Digital Leadership Awards showcase the professional leadership and their use of business application
The internet is a rich source of information and is used by buyers to research new applications and offerings well before ever engaging a vendor and salesperson. Along with massive growth in offerings, this is a major reason why sales teams are facin
Leaders should be thinking of subscription billing not as something new and different, but as the way that their customers want to do business. There are now multiple selling and buying channels and multiple ways of conducting business, so it is impo
With the emergence of multiple selling channels and the rise of the subscription model, the need for a unified approach to revenue planning and execution should be a priority for every organization.
Traditionally, price management and optimization have been contained to certain industries, such as large-scale manufacturing and chemicals. Those industries involve potentially tens of thousands of stock-keeping units (SKUs) covering a wide variety
The emergence of the Chief Revenue Officer (CRO) has mirrored the adoption of the subscription model and the development of multiple selling and buying channels over and above the traditional direct sales model, referred to as Revenue Management.
For disruptive technology companies, maturity is often accompanied by the realization that customer retention and expansion are as important as a new logo acquisition.
The subscription business model has seen much growth in all aspects of the market in recent years. Now considered the standard for the digital age, the model’s implementation travels parallel to rising technology, leading to the demand for newer func
Price management and optimization is not a new discipline, but until now, it has been restricted to particular industries — such as discrete manufacturing and chemicals — where there are potentially hundreds if not thousands of stock-keeping units co
Profitable pricing has always been a critical factor for business success. Over the years, organizations have developed different strategies to establish prices for their products and services depending on previous practices, the structure of the bus
Subscription management and billing services help organizations offer unique benefits and enhance delivery to customers. By making services more personalized, organizations can acquire – and retain – more customers.
Among the many digital economy trends written about in recent years, one of the most significant has been the adoption of a subscription business model.
Revenue growth is a key indicator of competitive success. This is a given, yet for many companies, competing successfully is becoming more difficult. No matter the size of the organization, it seems there are new competitors in the market, both domes
A subscription business model and an exceptional customer experience are equal priorities for many organizations. Much has been written about both: Subscription and usage services are considered the business model for the digital age, and a great cus
The annual Ventana Research Digital Innovation Awards showcase advances in the productivity and potential of business applications, as well as technology that contributes significantly to the improved processes and performance of an organization.
Sales leaders continue to face challenges in hitting revenue targets. That's no secret. Pressure is coming from increased competition, better-informed buyers who are doing internet research—and more buyers overall. Leaders have various levers availab
As mentioned in my Analyst Perspective, Revenue Performance Management: Leadership and Operations for Optimal Outcomes, there is continuing pressure on sales leaders to deliver against sales targets in increasingly competitive markets.
Incentive compensation management systems have traditionally focused on the needs of sales divisions, but these groups are typically distinct from other departments within the organization.
Digitally native organizations are those that have existed from their inception primarily in the digital world, and that typically engage with customers and deliver their products or services via a digital interaction. Well-known examples include Net
There has been a lot of market activity around vendors offering sales-forecasting products (or functionality to address sales forecasting) as part of a wider technology offering for sales and revenue management.
Revenue Management. The concept represents significant change in how organizations manage the operations and performance of revenue—across EVERY channel, direct and indirect, physical and digital, commerce and subscriptions. Revenue Management can—an
Having just completed the 2021 Ventana Research Value Index for Product Information Management, I want to share some of my observations about how the market and category have advanced since our first examination over 15 years ago.
As laid out in my recent Analyst Perspective, Revenue Management: The Opportunity for Innovation and Optimization, revenue management is a new way look at generating and managing the top line.
Approaches to “pricing,” or the discipline of setting prices, vary across industries and across different organizations within the same industry. Many factors determine how companies go about pricing, but with the rise of the digital economy and the
The rise of internet-based information has created additional challenges for traditional field sales organizations as buyers are well along their buyers’ journey prior to engaging with vendors. This downward pressure on average quota attainment has a
Subscription pricing models are no longer new. Many companies have experience with this pricing model even if there has not been complete adoption across their entire product and service offerings.
Observed both here and elsewhere, average sales quota attainments appear to be in an exorable decline. As I discussed in my recent Analyst Perspective, "The Art and Science of Sales from the 'Inside Out'," vendors of sales technology have reacted to
As I have discussed in my Analyst Perspective, The Art of Sales, from the Inside Out, the challenges facing direct sales leaders are not going away. Declining quota attainment, lack of visibility into deal health and difficulty in forecasting quarter
Digital commerce affects almost everyone’s lives. It is hard to remember a time when one could not sign on to a website like Amazon, order a product, pay for it and have it delivered to your front door within days, not weeks.
There is no doubt that the pandemic has accelerated the existing need for new technology that can help sales professionals do their jobs well in this quickly evolving market.
With modern enterprises adopting and expanding their digital business with subscription and usage business, organizations need to think beyond the primacy of sales as their source of business success.
Revenue Management and its operational support by way of Revenue Operations is a relatively new concept that reflects the reality of changing business models.
The current pandemic has disrupted many of the traditional sales methods used by field-sales organizations to engage, and sell to, buyers. In an effort to provide help, many vendors have recently announced new features that focus less on the manageme
Ventana Research recently announced its 2021 research agenda for the Office of Sales, continuing the guidance we’ve offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes.
Pricing is an ongoing source of anxiety for organizations because pricing decisions have a direct impact on sales volumes, revenue and profitability. Over the years, a variety of strategies have been in place to establish prices for products, dependi
Ventana Research has announced its market agenda for 2021, continuing the tradition of transparency in our efforts to educate and guide the technology market but also our independence as we do not share our market agenda or analyst perspectives with
The need to optimize revenue from all buying and selling channels is essential for every organization that wishes to maximize their potential. To achieve it requires a dedication to have the insights that come from analytics applied to the sales chan
True leadership is the ability to motivate sales organizations to perform at their best.
Although historically there has been a hard divide between what are colloquially called “Inside and Field Sales,” changes over the last 10 years have narrowed the distinction.
The annual Ventana Research Digital Innovation Awards showcases advances in the productivity and potential of business applications, as well as technology that contributes significantly to improved efficiency and productivity in the processes and the
Subscription-based business models have seen exponential growth over the last decade. The growth of this recurring revenue business model, where a subscriber commits to repeatedly pay for a good or device for a fixed or indefinite timeline, has been
Digital commerce is changing how B2B companies buy and sell. They must have the ability to delight customers by enabling purchasing however customers want to interact.
Subscription-based business models have seen exponential growth over the last decade. The growth of this recurring revenue business model, where a subscriber commits to repeatedly pay for a good or device for a fixed or indefinite timeline, has been
I’m very excited to announce to my network as well as the ever-expanding Ventana Research community that I’m now directing Ventana Research’s Office of Sales practice.
The workforce is an essential part of an organization’s overall business potential because it ensures continuous operations, even in black-swan events.
Marketing is inextricably linked to business success, and digital technology is essential to an organization’s overall marketing potential because it generates interest and brand awareness.
Subscriptions are the future of business. Subscribers are essential to an organization’s overall business potential because they generate recurring revenue.
Contact centers play a substantial role in an organization’s success. The customer journey is engaged here, at each moment of interaction.
Sales plays a lead role in the revenue and growth of every organization.
Ventana Research recently announced its 2020 research agenda for sales, continuing the guidance we’ve offered for nearly two decades to help organizations derive optimal value from business technology and improve outcomes.
ISG Software Research maintains a rigorous approach to its areas of research expertise through a methodology of processes and activities to ensure we provide the best possible insights on technology across business and IT. This is represented in our Market Agenda, which is a foundation for providing actionable information and guidance to help you identify opportunities for improved competitiveness and effectiveness. Other industry analyst firms lack methodology and a publicly available research agenda and are easily biased by clients and the industry. We take pride in our reputation for independence and provide our research calendar and agenda for visibility into the upcoming months of activity.
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