Ventana Research Analyst Perspectives

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

CFO and Finance Should Take Leadership Role in Pricing

Posted by Robert Kugel on Apr 21, 2017 9:18:10 AM

Pricing is an issue that affects almost every for-profit company that doesn’t sell purely commodity products. A corporation’s approach to pricing can range from highly disciplined to ad hoc and from fully centralized to decentralized. The issue of centralized or decentralized depends a great deal on the markets the company serves, its organizational structure and its culture. However, a disciplined approach to price setting and negotiation is always superior to an ad hoc approach. This is especially true for non-commodity B2B businesses, which I believe have lagged other types of business in managing their pricing strategically. (Some would argue that there is no such thing as a pure commodity business, but that’s another issue.) Increasing pricing discipline in the company is one way for the CFO to engage more strategically in managing the business.

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Topics: Big Data, Office of Finance, Continuous Planning, Sales Performance Management, analytics, Financial Performance Management, Price and Revenue Management, Pricing and Promotion Management, Sales Enablement and Execution, ERP and Continuous Accounting, Sales Planning and Analytics

Oracle Growing ERP in Cloud

Posted by Robert Kugel on Apr 17, 2017 7:22:28 AM

Oracle recently held its second ERP Cloud Summit with industry analysts. The all-day event wasn’t just about ERP. The company covered a range of its business applications, including financial performance management as well as its Adaptive Intelligent Applications. And it wasn’t just about the cloud. After more than a decade of steady developments, ERP systems have begun to change fundamentally, facilitated by the growing availability of new technologies including cloud computing, advanced database architecture, collaboration, user interface design, mobility, analytics and planning. Here are my key takeaways from the event:

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Topics: Big Data, data science, Mobile, Customer Experience, Human Capital Management, Machine Learning, Office of Finance, . cloud computing, revenue recognition, Data Integration, Internet of Things, Cognitive Computing, HRMS, analytics, Financial Performance Management, Mobile Marketing Digital Commerce, Digital Marketing, Digital Commerce, Operations & Supply Chain, Enterprise Resource Planning, ERP and Continuous Accounting

Digital Process Reengineering Drives Business Change

Posted by Robert Kugel on Mar 23, 2017 9:28:07 AM

Business process reengineering was a consulting fashion in the early 1990s that spurred many companies to purchase their first ERP systems. BPR proposes a fundamental redesign of core business processes to achieve substantial improvements in market and customer responsiveness, productivity, cycle times and quality. ERP systems support business process reengineering by guiding the step-by-step execution of the redesigned process to ensure that it is performed consistently. They also automate the handoffs between individuals and departments to accelerate completion of that process.

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Topics: Big Data, data science, Mobile, Customer Analytics, Customer Experience, Machine Learning, Office of Finance, Wearable Computing, cloud computing, Continuous Planning, Business Intelligence, Data Integration, Internet of Things, analytics, Financial Performance Management, digital technology, Digital Marketing, Mobile Marketing, Digital Commerce, Operations & Supply Chain, Enterprise Resource Planning, Machine Learning and Cognitive Computing, ERP and Continuous Accounting, Sales Planning and Analytics

B2B Pricing Management Can Strengthen Bottom Line

Posted by Robert Kugel on Mar 20, 2017 8:45:22 AM

More businesses are using software to implement and support a strategic pricing strategy designed to optimize revenue and margins in business-to-business (B2B) transactions because it can help improve results at the bottom line. “Optimize” in this instance means managing the trade-off that usually exists between revenue and profitability objectives in order to support a company’s strategy and capabilities in a given market. Business-to-business pricing management is Ventana Research’s term for such processes and applications. Software built for this purpose centralizes control and enforces consistency in pricing while assisting sales agents in negotiating prices that achieve desired business objectives. It enables agents to use techniques that can increase the revenue from a transaction, the margin on the sale or the probability of closing the sale.

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Topics: Big Data, data science, Office of Finance, cloud computing, Sales Performance Management, analytics, Financial Performance Management, sales, Price and Revenue Management, Pricing and Promotion Management, Sales Enablement and Execution, ERP and Continuous Accounting