Ventana Research Analyst Perspectives

The Business Continuity Imperative: The Selling Experience and Sales Performance Agenda

Posted by Mark Smith on May 17, 2020 3:00:00 AM

Sales plays a lead role in the revenue and growth of every organization. Whether the selling is direct or indirect, what happens in the sales department has ramifications that are perilous to underestimate. The imperative to maintain business continuity becomes painfully clear in a global pandemic, and that imperative demands that organizations cultivate sales excellence. This effort should start with leadership and engage sales operations, management and professionals with the objective of building customer relationships that can survive the test of time. The health of a sales organization hinges on an effective selling experience, and this requires technology investments that enable leaders to not just manage sales performance but help inspire it every single day.

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Topics: Sales, Sales Performance, Sales Operations, Business Continuity, CFO, Sales Performance Management, sales enablement

Get to Know Enterprise Spreadsheets to Improve Business Effectiveness

Posted by Ventana Research on Sep 21, 2016 12:20:41 AM

Ventana Research coined the term “enterprise spreadsheet” in 2004 to describe a variety of software applications that add a desktop spreadsheet’s user interface (usually that of Microsoft Excel) to components that address the issues that arise when desktop spreadsheets are used in repetitive, collaborative enterprise processes. Enterprise spreadsheets are designed to provide the best of both worlds in that they offer the ease of use and flexibility of desktop spreadsheets while overcoming their defects – chiefly inability to maintain data integrity, lack of referential integrity and dimensionality, absence of workflow and process controls, limited security and access controls as well as poor auditability. All of these issues can cause serious problems for business use, which I’ll discuss below.

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Topics: Sales Performance, Supply Chain Performance, Office of Finance, Customer Performance, Operational Performance, Analytics, Business Analytics, Business Intelligence, Business Performance, Customer & Contact Center, Financial Performance, Information Management, Financial Performance Management (FPM)

Xactly Inspires Sales Performance with Coaching and Insights

Posted by Ventana Research on Sep 2, 2016 10:05:22 AM

Imagine how the third Monday in next January looks to leaders in the sales department. That’s the first day of the annual sales kickoff and the excitement level won’t get any higher. New products and services are in the works, lucrative customer contracts are up for renewal, alliance partners are in the house, and qualified opportunities are already flowing through your pipeline. The executive team is expecting big things from sales in the new year and has approved hiring additional people to address opportunities that otherwise would be neglected. But despite all this activity, the organization faces two big problems in hiring and integrating new sales staff.

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Topics: Sales, Sales Performance, Human Capital, Human Capital Management, Mobile Technology, CRO, Analytics, Business Analytics, Business Collaboration, Business Performance, Financial Performance, Operational Intelligence

Vendavo Builds Price and Revenue Optimization into Business Processes

Posted by Ventana Research on Sep 1, 2016 9:01:55 AM

Vendavo is a vendor of business-to-business (B2B) price and revenue optimization software, which I have written about. A major focus of the conference sessions this year at the company’s annual user group meeting was on practical approaches to successful price optimization initiatives. While this category of software has been achieving increasing acceptance, penetration is still limited in the B2B segment, which includes, for example, industrial goods and services.

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Topics: Big Data, Sales Performance, Customer Performance, Operational Performance, Business Analytics, Business Performance, Financial Performance, Vendavo, price, pricing, optimization, revenue, cu

Hive9 Helps Tame the Chaos of B2B Marketing

Posted by Ventana Research on Aug 18, 2016 10:25:50 AM

It often seems to business-to-business (B2B) marketers as if the only people who understand them are other B2B marketers. They feel that salespeople don’t get what they do day-to-day, that friends and family don’t understand what they do for a living, and most of all that the executives to whom they report have no interest in what they do – that is, until the last day of the quarter. Then they require that B2B marketers deliver positive, lead-generating and revenue-producing results in reports that detail how their efforts supported sales in the previous 90 days. And they expect those results to be reported in a format understandable to all.

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Topics: Big Data, Sales Performance, Operational Performance, Analytics, Business Analytics, Business Collaboration, Business Intelligence, Business Performance, Cloud Computing, Operational Intelligence, Hive9 Marketing Performance Management