Ventana Research Analyst Perspectives

The Necessity of Sales Performance Management

Posted by Stephen Hurrell on Jan 6, 2021 4:00:00 AM

True leadership is the ability to motivate sales organizations to perform at their best. But the demand to do so requires the support of an orchestrated process and tools designed to help sales teams work in a directed manner that can help attain quotas through compensation plans. To manage quotas and resources and optimize sales compensation, everyone in the sales organization, from managers to selling professionals, needs unified and planful sales leadership and operations.

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Topics: Sales, Sales Performance Management, intelligent sales, sales enablement

PTC Brings Innovation to Product Experiences

Posted by Mark Smith on Dec 21, 2020 3:00:00 AM

Augmented reality (AR) is a critical component of digital technology. The role of AR is to virtualize the visualization and engagement of assets and products with information that can enhance the value of it for many purposes including manufacturing, marketing, sales and service. Consider how manufacturing and field service organizations are starting to use AR technology for hands-free call-up of service manuals using glasses so technicians can verify progress without looking away from their work.

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Topics: Sales, Business Continuity, Internet of Things, Business Planning, Digital Technology, Operations & Supply Chain, Digital transformation, mobile computing, extended reality

The Art and Science of Sales from the “Inside Out"

Posted by Stephen Hurrell on Nov 25, 2020 3:00:00 AM

Although historically there has been a hard divide between what are colloquially called “Inside and Field Sales,” changes over the last 10 years have narrowed the distinction. The pandemic has only accelerated the path to unifying sales activities commonly performed to engage buyers and customers. Characterized by a very disciplined and controlled endeavor, inside sales teams have been heavier users of technology. This has enabled more productive engagement including emails and calls, as well as provided techniques such as gamification to set competitive internal dynamics that help motivate sales professionals.

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Topics: Sales, embedded analytics, Analytics, Business Intelligence, Collaboration, Internet of Things, Sales Performance Management (SPM), natural language processing, AI and Machine Learning, intelligent sales, sales enablement

Varicent: Symon.AI earns our 13th Digital Innovation Award for Office of Sales

Posted by Mark Smith on Oct 15, 2020 3:00:00 AM

The annual Ventana Research Digital Innovation Awards showcases advances in the productivity and potential of business applications, as well as technology that contributes significantly to improved efficiency and productivity in the processes and the performance of an organization. Our goal is to recognize technology and vendors that have introduced noteworthy digital innovations that advance business and IT.

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Topics: Sales, Marketing, embedded analytics, Analytics, Sales Performance Management, Digital Technology, AI and Machine Learning, intelligent marketing, sales enablement

Zuora and Subscription Management: Suite and Platform to Address Digital Business

Posted by Stephen Hurrell on Sep 28, 2020 3:00:00 AM

The last decade has seen exponential growth amongst subscription-based business models. Pioneered in the B2C market with cloud-based SaaS offerings, the last decade has seen exponential growth in the share of the economy that is now subscription based. Increasingly, this modern business model is permeating throughout more traditional style industries and companies. But regardless of whether a company is natively subscription based, or is transitioning, maintaining this growth requires organizations to foster long-term relationships with customers and deliver products and services that get better over time.

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Topics: Sales, Customer Experience, Office of Finance, Voice of the Customer, embedded analytics, Analytics, Business Intelligence, Collaboration, Internet of Things, Contact Center, Product Information Management, Price and Revenue Management, Digital Commerce, Enterprise Resource Planning, ERP and Continuous Accounting, natural language processing, robotic finance, AI and Machine Learning, revenue and lease accounting, subscription management, agent management, intelligent sales, sales enablement