Ventana Research Analyst Perspectives

MicroStrategy Deepens Potential of Analytics and BI Platform

Posted by David Menninger on May 17, 2017 9:11:55 AM

I recently attended the MicroStrategy World conference, which was held in Washington, D.C. and it celebrate its 20th anniversary, which is why MicroStrategy hosted the event near its headquarters. Over the past 20 years, the market and technology for business intelligence and analytics have significantly changed, and in several changes, MicroStrategy has been at the forefront. Now is a good time to examine the company’s position in the market and its latest offerings in context of the analytics market direction that I recently presented.

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Topics: Big Data, Mobile Technology, Analytics, Business Intelligence, digital technology, Mobile Big Data

Supercharge Sales Analytics with Digital Technologies

Posted by Mark Smith on May 12, 2017 8:44:07 AM

Our firm regularly explores the impacts of new technologies on business. Analytics is foremost among recently emerging technologies, which our benchmark research consistently confirms. In our research on next-generation sales analytics, fourth-fifths (82%) of participating organizations cited analytics as the most important technology trend for sales; however, several other technologies also are adding power and flexibility to the use of sales analytics.

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Topics: Big Data, Sales, cloud computing, Analytics, Product Information Management, Sales Performance Management, Billing and Recurring Revenue, Digital Commerce, Machine Learning and Cognitive Computing, Sales Enablement and Execution, Machine Learning Digital Technology, Collaboration for Business, Sales Planning and Analytics, Mobile Technology Operations & Supply Chain

Vendavo Brings Intelligence to Pricing and Profitability

Posted by Robert Kugel on May 9, 2017 9:54:20 AM

Vendavo recently held its annual Profit Summit, a combination of a user group conference and a forum for covering evolving trends and techniques in business-to-business (B2B) pricing. Especially in emerging categories like pricing and revenue management, this sort of event provides an opportunity to assess the state of the market and the maturity of the applications. As I’ve noted, adoption of price and revenue management software has been slow in the B2B segment of commerce due to multiple obstacles. The challenges include change management, as well as data and process issues.

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Topics: Big Data, Sales, Office of Finance, cloud computing, Analytics, Sales Performance Management, Price and Revenue Management, Digital Commerce, Pricing and Promotion Management, Sales Enablement and Execution, Sales Planning and Analytics

Prepare and Wrangle Data for Sales Analytics

Posted by Mark Smith on May 5, 2017 8:28:34 AM

The importance of analytics for sales organizations is clear and, as I pointed out in my recent analyst perspective on the next generation of sales analytics, these capabilities optimize revenue potential. However, utilizing sales analytics requires a set of data skills that most organizations still find challenging and are thus not fully prepared to support. The efficient access and preparation of data underlies any analytics processes, which must meet demanding needs that are not always automated. Our research into next generation sales analytics has found many impediments that must be addressed and is a critical part of our expertise agenda for sales organizations.

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Topics: Big Data, Sales, Machine Learning, Analytics, Cloud Computing, Product Information Management, Sales Performance Management, digital technology, Billing and Recurring Revenue, Digital Commerce, Sales and Operations Planning, Machine Learning and Cognitive Computing, Sales Enablement and Execution, Collaboration for Business, Sales Planning and Analytics

New Generation of Sales Analytics Can Optimize Revenue Potential

Posted by Mark Smith on Apr 27, 2017 11:22:52 AM

I have been following advances in sales analytics since the 1990s. Over the last five years, however, I have seen evolution, not innovation. In most cases the information that analytics provides is too complicated and not contextualized enough for sales people who are not analytics experts to understand, let alone take action on. As I pointed out in my 2017 research agenda on sales, analytics is essential for planning that improves the impacts of sales efforts and meets the goals of the organization.

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Topics: Big Data, Sales, cloud computing, Product Information Management, Sales Performance Management, analytics, Billing and Recurring Revenue, Digital Commerce, Sales and Operations Planning, Machine Learning and Cognitive Computing, Sales Enablement and Execution, Machine Learning Digital Technology, Collaboration for Business, Sales Planning and Analytics, Mobile Technology Operations & Supply Chain