Ventana Research Analyst Perspectives

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

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

Anaplan Enables Connected Planning across Business

Posted by Robert Kugel on Apr 27, 2017 11:04:51 AM

Anaplan recently held Anaplan Hub, its annual user group meeting. The company offers a cloud-based business planning platform that incorporates a modeling and calculation engine. The tool makes it relatively easy to add or expand the scope of plans that can be connected and monitored as a central source. Companies typically use Anaplan software for financial planning or budgeting, sales, workforce, marketing and IT planning. These are the types of plans in which companies often need to create models that incorporate their specific requirements, their strategy and their business systems.

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Topics: Customer Analytics, Marketing, Marketing Performance Management, Office of Finance, Recurring Revenue, cloud computing, Continuous Planning, revenue recognition, Business Intelligence, Collaboration, HRMS, Sales Performance Management, Workforce Management, analytics, Financial Performance Management, Price and Revenue Management, Work and Resource Management, Operations & Supply Chain, Sales Enablement and Execution, ERP and Continuous Accounting, Sales Planning and Analytics

Domo Innovates Analytics for Business

Posted by David Menninger on Apr 15, 2017 12:37:06 AM

Some 3,000 people attended Domo’s recent customer event, called Domopalooza. That’s nearly double the attendance of the previous event, which my colleague Mark Smith covered. Formerly a bit “stealthy,” Domo has started sharing more information, some of which I’ll pass along, as well as observations about product announcements made at the event.

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Topics: data science, Mobile, Mobile Technology, cloud computing, Business Intelligence, Collaboration, analytics, Machine Learning and Cognitive Computing, Machine Learning Digital Technology, Collaboration for Business