Ventana Research Analyst Perspectives

What Every CEO Should Know About Software for Finance and Sales

Posted by Robert Kugel on Dec 26, 2012 7:11:48 AM

This is the third in a series of blog posts on what CEOs (and for that matter, all senior corporate executives) need to know about IT and its impact on running a business. The first covered the high-level issues. As I noted, it’s not necessary for a CEO to be able to write Java code or master the intricacies of an ERP or sales compensation application. However, CEOs must grasp the basics of IT just as they must understand basic corporate finance, the production process and – at least at a high level – the technologies that support that process. My second post was about four supporting technologies that will drive change in business computing over the next five years. It relates examples of how applications can help every part of a business operate more effectively, not just efficiently. Now let’s turn our attention to finance and sales – and as I’ve noted in the previous posts, what follows is an “elevator pitch” treatment of what could be a much longer discussion.

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Topics: Planning, Predictive Analytics, Sales, Sales Performance, Customer, Budgeting, close, closing, plan, PRO, sales management, strategy, Operational Performance, Analytics, Business Analytics, Business Performance, Customer & Contact Center, Financial Performance, Information Management, Accounting, CFO, pricing, CEO, FPM, Profitability, SPM

Price Optimization and Sales Incentives Deliver Profitability

Posted by Robert Kugel on Jun 24, 2011 2:26:07 PM

Two software applications I follow, price and revenue optimization (PRO) and sales compensation and incentives, can be highly complementary when used together. Unfortunately, since they typically are developed and sold by different kinds of software vendors, scant attention has been paid to the value of using them in tandem. I advise companies that have adopted a PRO strategy to use an incentive management application also to support and reinforce their optimization efforts. It is also part of our research agenda and education on sales  for 2011 and beyond.

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Topics: Predictive Analytics, Sales Performance, revenue optimization, sales management, Operational Performance, Business Analytics, Business Performance, Financial Performance, Workforce Performance, pricing, incentive management, Price optimization, Profitability