Ventana Research Analyst Perspectives

Profitability Management vs. Managing Profitability

Posted by Robert Kugel on Aug 5, 2013 11:32:05 AM

Pricing and profit margins appear to be trending topics, which is normal at this stage of the business cycle. North American companies achieved high levels of profitability coming out of the last recession by staying lean, but this trend has run its course. Margins are being squeezed, and companies are looking for ways to add to the bottom line.

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Topics: Planning, Sales, Sales Performance, ABC, Operational Performance, Analytics, Business Performance, Financial Performance, Activity Based Costing, costing, FPM, Price optimization, profit, Profitability, S&OP

SAP Takes Business and Finance Mobile Using SAP HANA

Posted by Robert Kugel on Oct 22, 2012 10:48:32 AM

SAP has inaugurated a new series of business applications it calls Enterprise Performance Management (EPM) OnDemand as a cloud-based subscription service. The applications are part of SAP’s EPM version 10 suite, which it introduced last year. It’s a first step in what is likely to be a portfolio of general-purpose, lightweight and relatively low-cost apps designed to be used on mobile devices. Using HANA on the back end, the applications can deliver high performance in accessing masses of business data and deliver actionable information to executives and managers. The three on-demand apps in EPM are for expense management, profit-and-loss (P&L) analysis and capital project management. They also just released its SAP Business Planning and Consolidation that has a mobile version on the Apple iPad that is part of its recently announced EPM UnWired. The move is another indication of SAP’s emphasis on cloud computing, which my colleague Mark Smith covered earlier this year.

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Topics: Big Data, Performance Management, Sales Performance, SAP, Supply Chain Performance, expense, Operational Performance, Analytics, Business Analytics, Business Collaboration, Business Performance, Cloud Computing, Customer & Contact Center, Financial Performance, Workforce Performance, Business Applications, FPM, HANA, profit

Get Serious about Managing Customer Profitability

Posted by Robert Kugel on Jul 12, 2012 9:38:38 AM

It’s clear that certain customers generate more profits than others, just as some products offer greater economic returns than others, as I’ve noted before. For this reason, efforts to improve customer profitability are not a new trend. Good managers have always looked for ways to achieve the highest sustainable margins. However, at some point, almost all businesses realize that increasing sustainable profitability can’t be achieved simply through increasing revenue or cutting costs. Those straightforward approaches are fine for tactical, one-off decisions, but they’re too simplistic for designing and implementing business strategies.

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Topics: Sales Performance, Operational Performance, Analytics, Business Analytics, Business Intelligence, Business Performance, Customer & Contact Center, Financial Performance, Information Applications, CRM, pricing, Financial Performance Management, profit, Profitability