Oracle is Exemplary in the Revenue Performance Management Value Index

We are happy to share insights about Oracle drawn from our latest research, the Revenue Management Performance Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.

In all our Value Indexes, we utilize a structured research methodology that includes evaluation categories designed to reflect real-world criteria incorporated in a request for proposal and vendor selection process for analytics and business intelligence. We evaluated Oracle and 11 other vendors in seven categories, five relevant to the product (Adaptability, Capability, Manageability, Reliability and Usability) and two related to the vendor (Total Cost of Ownership/Return on Investment and Vendor Validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and on data derived from our Benchmark Research on Revenue Performance Management.

Oracle was categorized as an Exemplary Vendor, ranking first overall in this Value Index assessment. It ranked first in overall Product Experience, where it was designated as a Value Index Leader in Usability, Reliability, Adaptability, Manageability and Capability. It ranked third in Customer Experience, and was a Value Index Leader in Validation. Its overall performance was impacted by its lower ranking in TCO/ROI, which represents 10% of the weighting in the overall Value Index.

Our assessment finds that Oracle could perform better in TCO/ROI by strengthening its support of the business case, focusing more on articulating the benefits of the application rather than features and technology. Organizations evaluating Oracle should examine the vendor’s approach to providing territory and quota management and incentive compensation.

Oracle actively participated in the evaluation process and request for information for this Value Index. This assessment was based on Oracle’s RPM products available in 2021. Since the Value Index was published, Oracle released updates 22a and 22b that provide enhancements to Sales Automation and Sales Analytics.

Prospective customers should look at their organization’s evolution in moving from a sales focus to a revenue focus and better understand whether existing processes and technology are a strong enough foundation for where the organization is today as well as where it is going. The added complexity of adopting multiple selling channels and a broader number of roles directly linked to revenue prompts a reassessment of whether existing processes and technology support the necessary balance of resources, incentives, and performance tracking to align all the teams involved.

This research-based index is the most comprehensive assessment of the value of Revenue Performance Management software in the industry. Technology buyers can learn more about how to use our Value Index by clicking here, and included vendors that wish to learn more can click here. Read the report here.