Ventana Research Analyst Perspectives

Palantir Earns Overall Digital Innovation Award for 2021

Posted by Mark Smith on Aug 4, 2021 3:00:00 AM

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

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Topics: Customer Experience, Human Capital Management, Marketing, Office of Finance, Voice of the Customer, Continuous Planning, embedded analytics, Learning Management, Analytics, Business Intelligence, Collaboration, Data Governance, Data Preparation, Information Management, Internet of Things, Business Planning, Contact Center, Data, Product Information Management, Sales Performance Management, Workforce Management, Financial Performance Management, Price and Revenue Management, Digital Technology, Digital Marketing, Digital Commerce, Operations & Supply Chain, Enterprise Resource Planning, ERP and Continuous Accounting, Revenue, blockchain, natural language processing, data lakes, Total Compensation Management, robotic finance, Predictive Planning, employee experience, candidate engagement, Conversational Computing, Continuous Payroll, AI and Machine Learning, collaborative computing, mobile computing, continuous supply chain, subscription management, agent management, extended reality, intelligent marketing, sales enablement, work experience management, lease and tax accounting, robotic automation

Varicent Advances SPM and New Revenue Intelligence

Posted by Stephen Hurrell on Jul 21, 2021 3:00:00 AM

As mentioned in my Analyst Perspective, Revenue Performance Management: Leadership and Operations for Optimal Outcomes, there is continuing pressure on sales leaders to deliver against sales targets in increasingly competitive markets. Among the various levers that sales leadership can use to support these efforts, are applications and processes that best position sales teams to achieve targets, such as planning and allocating territories, establishing quotas and devising incentive compensation plans supportive of organizational revenue goals. Once in place, continuous monitoring of lead-to-opportunity progress and pipeline health can aid in identifying areas for improvement as well as solidifying sales forecasts to better indicate gap-to-target issues and necessary adjustments to territories and compensation incentives.

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Topics: Sales, Analytics, Sales Performance Management, Price and Revenue Management, AI and Machine Learning, sales enablement

The Science of Sales Professional Effectiveness

Posted by Stephen Hurrell on May 10, 2021 3:00:00 AM

Observed both here and elsewhere, average sales quota attainments appear to be in an exorable decline. As I discussed in my recent Analyst Perspective, "The Art and Science of Sales from the 'Inside Out'," vendors of sales technology have reacted to this by adding a slew of new functionality including the potential for artificial intelligence (AI) to be a game changer for sales. One can argue that this use of AI is still relatively immature having been generally available only since 2014, but that is still over five years of market availability.

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Topics: Sales, Human Capital Management, Analytics, Business Intelligence, Sales Performance Management, candidate engagement, AI and Machine Learning, sales enablement

SugarCRM Brings the Sweetness in AI Driven Sales

Posted by Stephen Hurrell on May 4, 2021 3:00:00 AM

As I have discussed in my Analyst Perspective, The Art of Sales, from the Inside Out, the challenges facing direct sales leaders are not going away. Declining quota attainment, lack of visibility into deal health and difficulty in forecasting quarterly sales remain a challenge for sales leaders, resulting in a continuing reduction in duration of tenure.

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Topics: Sales, Analytics, Sales Performance Management, Price and Revenue Management, AI and Machine Learning, sales enablement

Salesforce Service Cloud: Contact Center with Workforce Engagement

Posted by Keith Dawson on Mar 24, 2021 3:00:00 AM

The modern contact center relies heavily on software that enables agents to perform multiple complex tasks while simultaneously managing the customer-facing side of interactions. This has allowed CRM vendors to build tools, such as agent desktop interfaces, that control virtually all aspects of the service environment.

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Topics: Sales, Customer Experience, Voice of the Customer, Contact Center, Sales Performance Management, Workforce Management, agent management, sales enablement