ISG Software Research Analyst Perspectives

If you want to hit the booking and revenue targets required to operate a business, you have to manage your sales forecast and pipeline. Optimally you should be able to monitor and act upon them any day of the week and make adjustments whenever you need to. Unfortunately, most organizations have to wait until they finish their manual efforts at the end of the month or quarter, or they miss critical changes in deals and behavior because they rely only on reporting from their sales force...

The largest cloud computing conference, Dreamforce 2011, operated by Salesforce.com, is now upon us. This year attendance is estimated to be over 40,000, and there will be more technology- and developer-focused attendees and dialogue than marketing material. Unlike past years, I expect marketing professionals to be a small percentage of attendees, so I thought I would offer them a guide through the circus of activities at the conference.  

Qvidian entered the market for applications in sales performance management in 2011. The company, formed from the merger of The Sant Corp. and Kadient, has introduced a new suite of applications for proposals and playbooks that sales departments should examine if they’re looking to improve their efficiency and effectiveness. These applications are part of what we at Ventana Research call a sales performance management blueprint that helps optimize sales related activities and processes. 

We cite collaboration as one of five key technology influences on the business intelligence (BI) market, and I get many questions about collaboration and BI from end users and vendors alike. The rise of social media websites such as Facebook and Twitter has raised awareness of collaborative platforms and created a critical mass of participants, which is a necessary ingredient for successful collaboration. However, I have to point out that consumer-oriented social media tools do not provide all...

In preparation for conducting a benchmark research study on predictive analytics, I’ve been speaking with vendors in this market segment to gather background. One of them is Opera Solutions, which I was not familiar with despite having worked in predictive analytics for more than 10 years. I was surprised to learn the company claims to be generating $100 million in revenue annually. Founded in 2004, Opera provides predictive analytics as a service, employing a staff of approximately 150 data...

Just when it seemed that Hewlett-Packard’s new management team led by CEO Leo Apotheker had a growing and solidifying technology agenda that included mobile computing, yesterday it all changed.

I recently attended Teradata’s Third-Party Influencers Meeting (Twitter Hashtag #TD3PI) in Las Vegas where the company updated industry analysts and consultants on upcoming product plans and the status of two product lines it added via acquisition in the past year. Randy Lea, Teradata’s VP of product management and marketing, provided a company overview recapping highlights and defining the corporate strategy building on its work in 2010 that my colleague assessed. Teradata focuses on three...

In the past year various vendors have begun to offer some or all of the systems required to build and run a contact center through a cloud-based service. I recently came across another one, Echopass, which has a different operating model than I am used to. Its core services are provided by products from two vendors that as yet don’t provide their products in the cloud: Genesys, which supplies call routing, intelligent front-door and intelligent back-office workflow, and Verint for workforce...

It is evident that business analytics is now a core business process in most organizations, but as our benchmark research on the topic shows, many have a lot of room to improve in how they use it. A dedicated provider of analytics tools, eThority continues to advance its technology to supply flexibility for the needs of a range of professionals from business management to analysts. 

Envision is an established provider of workforce optimization (WFO) products and last year was rated a “Hot” vendor in the Ventana Research Value Index for Agent Performance Management (APM). Its suite of products includes recording, quality monitoring, workforce management, coaching, e-learning, performance management and speech analytics. The WFO market is now quite competitive, and along with other vendors, Envision recently announced some product improvements. As well as a number of...