Ventana Research Analyst Perspectives

Identifying the Leaders in Sales Performance Management

Posted by Mark Smith on Oct 31, 2019 7:00:00 AM

I am happy to share some insights from our latest Value Index research, which rates how well vendors’ offerings meet buyers’ requirements in seven categories, five relevant to the product (adaptability, capability, manageability, reliability and usability) and two related to the vendor (TCO/ROI and vendor validation). The Ventana Research Value Index: Sales Performance Management 2019 is the distillation of a year of market and product research efforts by Ventana Research. Drawing on our benchmark research and expertise, this research-based index is the first such evaluation to assess the full business value of sales performance management software. You can learn more about our Value Index as an effective vendor selection and RFI/RFP tool here and participating vendors can learn more about how to use the Value Index here.

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Topics: Sales, Customer Experience, Office of Finance, Analytics, Contact Center, Data, Sales Performance Management, Financial Performance Management, Digital Technology, Digital Commerce, Predictive Planning, Conversational Computing, AI and Machine Learning, collaborative computing, mobile computing, subscription management, agent management, intelligent sales

Achieve Fatter Margins with Dynamic CPQ

Posted by Robert Kugel on Oct 30, 2019 7:00:00 AM

Configure, price and quote (CPQ) software has been around for decades. Lately, I’ve been using the term “Dynamic CPQ” to apply to a variant of this software category that explicitly aims to produce a quote that optimizes the trade-off between the profitability of a deal and the probability of closing a sale. Dynamic CPQ software is a hybrid of price and revenue optimization (PRO) software and CPQ, providing companies with the ability to better execute their market share and pricing strategies. It’s designed especially for business-to-business (B2B) relationships that involve sales agents in the pricing process.

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Topics: Customer Experience, Office of Finance, Data Preparation, Information Management, Sales Performance Management, Financial Performance Management, Price and Revenue Management, robotic finance, revenue and lease accounting, sales enablement

Effective Customer Analytics Requires Comprehensive Data and Metrics

Posted by Mark Smith on Oct 29, 2019 7:00:00 AM

Customer analytics have never been more important, but effectively creating and managing them is not easy. The data that’s required to achieve visibility into all customer activity involves many applications and systems and it’s a challenge to ensure the data used is accurate and consistent. Even once data is assembled, organizations often struggle to apply analytics to create the metrics that best represent an understanding of the past and, more importantly, the path to the future.

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Topics: Customer Experience, Voice of the Customer, embedded analytics, Analytics, Business Intelligence, Collaboration, Data Governance, Data Lake, Data Preparation, Information Management, Contact Center, Data, Digital Technology, Digital Commerce, blockchain, natural language processing, Intelligent CX, Conversational Computing, AI and Machine Learning, collaborative computing, subscription management, agent management, extended reality

The Science of Sales Performance Management

Posted by Mark Smith on Oct 24, 2019 7:00:00 AM

Ensuring that the sales organization contributes as fully as possible to the success of the organization — to revenue, growth, prof itability and the overall customer experience — requires not only dedication but effective strategy and planning. A well-developed strategy and plan to utilize current and future sales talent is essential for the best possible sales performance. To carry out this mission, organizations need a set of coordinated sales-related activities, processes and systems that enable the sales organization, from leadership and operations to the manager and sellers, to operate in a coordinated and collaborative manner. We call this sales performance management.

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Topics: Sales, Customer Experience, Office of Finance, Analytics, Contact Center, Data, Sales Performance Management, Financial Performance Management, Digital Technology, Digital Commerce, Predictive Planning, Conversational Computing, AI and Machine Learning, collaborative computing, mobile computing, subscription management, agent management, intelligent sales

The Challenges in Customer Analytics

Posted by Mark Smith on Oct 22, 2019 7:00:00 AM

Today’s intense competition requires that companies know as much as they can about their customers in order to anticipate their needs and deliver a superior customer experience. However, many organizations struggle to do this well. Implementing initiatives to improve customer value across any department or process involving customers requires both in-depth visibility into current operations and excellent metrics.

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Topics: Customer Experience, Voice of the Customer, business intelligence, embedded analytics, Analytics, Collaboration, Data Governance, Data Preparation, Internet of Things, Contact Center, Data, Digital Commerce, blockchain, natural language processing, data lakes, Intelligent CX, Conversational Computing, AI and Machine Learning, collaborative computing, mobile computing, subscription management, agent management, extended reality

Be FIT: Modern Finance Needs Finance IT

Posted by Robert Kugel on Oct 17, 2019 7:00:00 AM

The traditional office of finance has five main organs: accounting keeps the books; financial planning and analysis (FP&A) analyzes performance and manages the forward-looking activities of the company such as planning, budgeting and forecasting; corporate finance raises outside money; treasury takes care of the cash and bank accounts, and tax. The modern office of finance requires a sixth: Finance IT (FIT).

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Topics: Office of Finance, Analytics, Financial Performance Management, Price and Revenue Management, Digital Technology, Operations & Supply Chain, ERP and Continuous Accounting, blockchain, robotic finance, Predictive Planning, Conversational Computing, AI and Machine Learning, revenue and lease accounting, collaborative computing, subscription management

Gaining Dynamic Insights on Sales Planning

Posted by Mark Smith on Oct 15, 2019 7:00:00 AM

Managing sales processes and resources without careful planning is a recipe for failure. Effectiveness in sales starts with planning that involves the full range of stakeholders. This planning should involve a systematic process, incorporate all relevant information and be supported by capable software designed for this purpose. Furthermore, everyone who participates in sales-related activities, including those dealing with quotas, territories and resources, should be providing input for the planning. Without broad participation the likelihood of less-than-optimal planning increases and anyone who is excluded may not fully buy into the plan and its execution.

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Topics: Sales, Product Information Management, Sales Performance Management, Digital Commerce, subscription management, intelligent sales

NOVATime Technology Has Opportunity for Growth in Workforce Management

Posted by Steve Goldberg on Oct 10, 2019 7:00:00 AM

I am happy to share some insights on NOVAtime Technology drawn from our latest Value Index research, which provides an analytic representation of our assessment of how well vendors’ offerings meet buyers’ requirements. The Ventana Research Value Index: Workforce Management 2019 is the distillation of a year of market and product research efforts by Ventana Research. We utilized a structured research methodology that includes evaluation categories designed to reflect the breadth of the real-world criteria incorporated in a request for proposal (RFP) and vendor selection process for workforce management. We evaluated NOVAtime and 12 other vendors in seven categories, five relevant to the product (adaptability, capability, manageability, reliability and usability) and two related to the vendor (TCO/ROI and vendor validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and data derived from our benchmark research on workforce management.

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Topics: Human Capital Management, Workforce Management

Reflexis Workforce Management Excels in Retail Store Operations

Posted by Steve Goldberg on Oct 8, 2019 7:00:00 AM

I am happy to share some insights on Reflexis drawn from our latest Value Index research, which provides an analytic representation of our assessment of how well vendors’ offerings meet buyers’ requirements. The Ventana Research Value Index: Workforce Management 2019 is the distillation of a year of market and product research efforts by Ventana Research. We utilized a structured research methodology that includes evaluation categories designed to reflect the breadth of the real-world criteria incorporated in a request for proposal (RFP) and vendor selection process for workforce management. We evaluated Reflexis and 12 other vendors in seven categories, five relevant to the product (adaptability, capability, manageability, reliability and usability) and two related to the vendor (TCO/ROI and vendor validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and data derived from our benchmark research on workforce management.

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Topics: Human Capital Management, Workforce Management

Finally, a Faster Close

Posted by Robert Kugel on Oct 7, 2019 7:00:00 AM

A quarter century ago the “fast, clean close” became a key measure of a finance and accounting department’s effectiveness. Since then there has been general agreement that companies should be able to close their books within a business week. Our research on the accounting close has consistently shown that companies with very similar characteristics (measured in terms of revenue, number of employees, location and industry) vary considerably in the number of days it takes them to complete their accounting cycle. The lack of connection between the structural conditions of a corporation and the time it takes to close the books suggests that the obstacles to a faster close are not innate, but the result of poor process design and execution, insufficient automation of the process as well as choices made by finance executives. One of those choices is deciding — for whatever reason — not to close sooner.

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Topics: Office of Finance, Financial Performance Management, ERP and Continuous Accounting, robotic finance

Dynamic Insights Research on Sales Analytics Guides Innovation, not Evolution

Posted by Mark Smith on Oct 4, 2019 7:00:00 AM

Having effective analytics enables businesses to understand far better than ever before the data they’re collecting, and to do so in greater volumes and more forms. These new capabilities are especially relevant to sales organizations. When applied to sales data, analytics can help sales teams achieve quotas and forecast more consistently, as well as understand the impacts of incentives and maximize the potential of territories, all of which help improve sales performance. These benefits provide the foundation for a business case to adopt analytics tools that generate information to guide actions and decision-making for sales organizations.

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Topics: Customer Experience, Voice of the Customer, business intelligence, embedded analytics, Analytics, Collaboration, Data Governance, Data Preparation, Information Management, Internet of Things, Contact Center, Data, Digital Technology, Digital Commerce, blockchain, natural language processing, data lakes, Intelligent CX, AI and Machine Learning, subscription management, agent management

Investments in AI Pay Off for Infor’s WFM

Posted by Steve Goldberg on Oct 3, 2019 7:00:00 AM

I am happy to share some insights on Infor drawn from our latest Value Index research, which provides an analytic representation of our assessment of how well vendors’ offerings meet buyers’ requirements. The Ventana Research Value Index: Workforce Management 2019 is the distillation of a year of market and product research efforts by Ventana Research. We utilized a structured research methodology that includes evaluation categories designed to reflect the breadth of the real-world criteria incorporated in a request for proposal (RFP) and vendor selection process for workforce management. We evaluated Infor and 12 other vendors in seven categories, five relevant to the product (adaptability, capability, manageability, reliability and usability) and two related to the vendor (TCO/ROI and vendor validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and data derived from our benchmark research on workforce management.

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Topics: Human Capital Management, Workforce Management

Workday Offers Manageable and Adaptable Workforce Management

Posted by Steve Goldberg on Oct 1, 2019 7:30:00 AM

I am happy to share some insights on Workday drawn from our latest Value Index research, which provides an analytic representation of our assessment of how well vendors’ offerings meet buyers’ requirements. The Ventana Research Value Index: Workforce Management 2019 is the distillation of a year of market and product research efforts by Ventana Research. We utilized a structured research methodology that includes evaluation categories designed to reflect the breadth of the real-world criteria incorporated in a request for proposal (RFP) and vendor selection process for workforce management. We evaluated Workday and 12 other vendors in seven categories, five relevant to the product (adaptability, capability, manageability, reliability and usability) and two related to the vendor (TCO/ROI and vendor validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and data derived from our benchmark research on workforce management.

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Topics: Human Capital Management, Workforce Management

Candidate Engagement “Best Practices” Aren’t Always Best

Posted by Steve Goldberg on Oct 1, 2019 6:00:00 AM

Human resources and recruiting departments, and most job candidates, are well aware that we are firmly in a seller’s market when it comes to finding and hiring high-quality talent. Primary reasons for this include record low unemployment, the need to fill a variety of digital-age jobs across all industries that did not exist a few years ago and organizations competing fiercely to make their value proposition to candidates more attractive. This emphasis on effectively engaging candidates to maximize recruiting has motivated employers to devise new ways of elevating candidate interactions and personalizing the engagement experience. Some of these new methods are proving effective, while others may yield better results only when other variables are present.   

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Topics: Human Capital Management, Recruiting, Talent Generation, Talent Management, candidate engagement