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                  Office of Revenue

                  Our Expertise

                  The continuous pressure to generate revenue and outperform cannot be addressed successfully without strategic investments into the people and processes that drive sales forward. What’s required are effective methods to manage revenue performance ranging from coaching and compensation management to the optimization of quotas and pipelines in every channel of revenue. In today’s competitive environment attempting to utilize sales force automation, using spreadsheets and email rather than dedicated, purpose-built applications are ineffective. The path to maximization of your organization’s revenue potential starts with a close evaluation of dedicated applications that help with continuous improvement and alignment in revenue operations and performance and in areas like digital commerce, partner management, revenue performance management, sales engagement and subscription management.

                  ISG Software Research offers knowledgeable, research-based guidance on sales to help you build core competencies that will increase your organization’s potential for revenue. To attain excellence in the office of revenue it is critical to evaluate investments based on their potential to augment rather than detract from revenue processes and to deliver excellence in every selling channel. We can help.

                  Contact us to learn more.

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                  Through 2026, more than one-quarter of enterprises will improve revenue performance by unifying Lead to Order motions that track a customer’s journey through lead, engagement, purchasing, onboarding, renewal and expansion.
                  Stephen Hurrell

                  Stephen Hurrell

                  Director of Research
                  Office of Revenue

                  By 2026, one-quarter of sales organizations will replace current applications with those that use AI to optimize sales and revenue performance to maximize outcomes. 
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                  By 2026, over one-half of enterprises will establish a Chief Revenue Officer leadership role, focusing on all channels and sources of revenue, not just direct sales. 
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                  Through 2026, more than one-quarter of enterprises will improve revenue performance by unifying Lead to Order motions that track a customer’s journey through lead, engagement, purchasing, onboarding, renewal and expansion.
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                  Through 2026, fewer than 3 in 10 enterprises will replace disparate marketing, sales and customer operations teams with a unified revenue operations approach, thus lowering their revenue growth.
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                  Through 2026, one-third of enterprises will deploy AI-assisted sales productivity tools to reduce admin tasks and free more time for buyer engagement.
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                  By 2026, AI-assisted market segmentation and GenAI personalized content creation will require the merger of demand generation and selling skills, reducing the cost of customer acquisition.
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                  By 2025, over one-half of Chief Revenue Officers will find existing SFA technology inadequate to optimize balanced territories, accounts and quotas required to achieve revenue targets. 
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                  By 2026, two-thirds of revenue leaders will begin deploying AI-assisted sales and revenue planning to enable effective omni-channel selling strategies.
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                  By 2027, one-quarter of enterprises will invest in new skills for sellers to better utilize data and AI to improve revenue outcomes.
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                  By 2026, CRM software providers will look to GenAI interfaces to make new technologies available for a wider range of revenue supporting staff.
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                  Through 2026, more than one-third of sales and revenue organizations will deploy co-pilots, improving sales productivity by linking data insights to suggested actions and content creation.
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                  By 2027, one-quarter of software providers listed on CRM app exchanges will either have been acquired or have failed, as CRM vendors extend similar functionality thus eliminating the partner's necessity.
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                  By 2026, the category of sales performance management will evolve to become revenue performance management and help one-third of enterprises focus on supporting the CRO efforts across all channels. 
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                  Through 2026, more than one-half of enterprises, due to outdated CRM and SFA processes and system design, will be unable to deploy the latest AI technology to assist sales, partners and customer service thus limiting revenue growth.
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                  By 2026, less than one-quarter of enterprises will improve competitiveness by using AI and analytics to identify continuous improvements that enhance the customer experience.
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                  Through 2026, two-thirds of enterprises will conclude they need to supplement or replace their existing digital commerce technology with GenAI-enabled interfaces to aid customer product and service navigation and selection.
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                  By 2026, one-half of enterprises will conclude that they need to heavily invest in first- and third-party data to provide a unified view of individual customer behavior—including propensity to buy—to retain customers.
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                  By 2026, more than one-third of all digital commerce sites will use AI to provide a personalized experience for buyers, thus gaining a competitive advantage.
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                  By 2026, 2 in 5 B2B enterprises will have deployed digital commerce for delivery of products and services to reduce cost of sales as part of an omnichannel engagement model.
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                  By 2027, 1 in 5 digital commerce software providers will use augmented and virtual reality technology to enrich the buying process and to help maximize successful buying engagements.
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                  By 2026, 3 in 5 digital commerce software providers will use GenAI to enhance the UX in searching for relevant products and services to maximize successful buying engagements. 
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                  By 2026, less than one-half of enterprises will have a unified approach to data integration in support of customer journeys across all sales channels, including digital, reducing the likelihood of sustained engagement. 
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                  Through 2026, enterprises will continue to invest in consumer behavior and purchasing data to aid in demand forecasting and optimizing inventory for a better customer experience.
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                  By 2026, fewer than 1 in 10 enterprises whose business model uses third-party products and services will have an integrated contract and billing system that also deals with partner settlements. 
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                  By 2027, 1 in 5 enterprises will be engaged with a partner ecosystem to deliver bundled products and services to customers, adding customer value to offerings and expanding addressable markets. 
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                  By 2027, 1 in 5 enterprises will develop both technical and commercial ecosystems with third parties in an effort to compete with large software providers.
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                  Through 2026, a new generation of partner management applications for onboarding, SLA management, and origination and partner payments will replace existing ones that only focus on indirect channel selling. 
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                  Through 2026, less than 1 in 5 enterprises will brand and market a superior partner experience as a strategic advantage to attract and retain partners for revenue optimization. 
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                  Through 2026, only one-third of enterprises will reconsider how they manage partners, how they align incentives and rebates, and how to improve a partner’s knowledge and operational effectiveness. 
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                  Through 2027, only one-third of enterprises will focus on the partner experience and a Voice of the Partner (VoP) program, leading to a lack of feedback on optimization efforts that impact the customer experience. 
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                  By 2026, over one-half of Chief Revenue Officers will find existing technology inadequate to balance and optimize partner territories and accounts to meet the quotas required to achieve maximum channel revenue potential. 
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                  Through 2025, two-thirds of marketing leaders will conclude they need to deploy new technologies to improve partner marketing experiences and ensure integrated engagement across all channels. 
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                  By 2026, less than one-quarter of all B2C commerce sites will utilize AI and vendor data to recommend which third-party digital products and services to bundle for customer experience optimization. 
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                  By 2026, two-thirds of vendors who use distributors will use AI to improve direct knowledge of the customer and to balance revenues across D2C and partners.
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                  By 2026, over one-half of enterprises will have a non-spreadsheet-based standard pricing application to provide a uniform approach to support all revenue channels. 
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                  Through 2026, fewer than 1 in 5 enterprises will utilize AI and data to align incentives that ensure the right balance between direct, indirect, partner and digital commerce channels to achieve revenue targets.
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                  Through 2026, the CRM software category will evolve from a system of record to one of engagement so as to effectively optimize revenue across all channels. 
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                  By 2027, 1 in 5 enterprises will deploy a dedicated pricing application to analyze, create and operationalize optimized pricing to reduce leakage and maximize revenues.
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                  Through 2026, fewer than 1 in 5 enterprises will deploy an integrated CPQ and contract management system, leading to errors and delays and resulting in lost deals or a poor initial customer experience. 
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                  Through 2026, fewer than 1 in 10 enterprises will deploy advanced CPQ applications that move pricing and margin guardrails to the point of sale, reducing target attainment.
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                  Through 2026, over one-half of enterprises appointing a CRO will have done so from the sales organization, potentially leading to a focus that is too short-term to be effective. 
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                  By 2026, less than one-quarter of enterprises will have a unified technology approach to revenue planning for the performance of revenue professionals across territories, accounts, quotas and incentives. 
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                  By 2026, less than 3 in 10 enterprises will have embraced a unified revenue performance management approach to guide leadership and operations; those that do not will fail to reach their revenue potential. 
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                  Through 2026, fewer than 2 in 5 enterprises will develop incentive compensation plans for everyone on revenue-supporting teams, thus impacting the enterprise's ability to hit new, expansion and retention revenue targets. 
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                  By 2026, fewer than 1 in 5 enterprises will utilize AI-assisted account segmentation linked to territory planning, reducing their ability to meet revenue targets.
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                  By 2027, more than 1 in 5 enterprises will deploy dedicated sales and revenue performance management in response to the changing business economics of subscription models and omnichannel selling to consistently achieve revenue targets.
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                  Through 2026, more than one-half of enterprises will continue to use spreadsheets to create sales and revenue forecasts, resulting in a lack of confidence from the rest of the company. 
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                  By 2025, less than 2 in 5 enterprises will utilize AI-assisted sales and revenue forecasts to help validate bottom-up projections, continuing the lack of confidence in sales projections. 
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                  Through 2026, less than 1 in 5 enterprises will utilize SKU-level sales and revenue forecasts, hindering more accurate margin forecasts and internal resource needs.
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                  By 2026, over one-half of all enterprises will still rely on spreadsheets to compute sales commissions leading to a lack of transparency, errors and delay, all causing dissatisfaction among crucial sales staff. 
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                  Through 2025, less than 1 in 10 enterprises will be using AI and advanced analytics to improve balanced and optimized territory planning, reducing the attainment of individual and team targets.
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                  Through 2026, software providers will be utilizing AI to provide plan templates and optimization to both speed time-to-value and help enterprises deploy performance plans using best practices.
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                  Through 2026, one-third of Chief Revenue Officers will realize that their lack of unified technology to help align revenue supporting teams will hinder the ability to achieve targets and objectives.
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                  By 2026, fewer than 1 in 5 enterprises will recognize that they will create additional value by building processes around data analytics and forecasts to adjust and enhance incentives, territories and quotas to achieve revenue objectives.
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                  By 2026, less than one-quarter of sales and revenue operations teams will utilize lifetime value to create balanced territories in an effort to retain sales talent, thus hindering the achievement of revenue targets.
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                  By 2026, more than one-half of enterprises will recognize that modernizing processes and SFA systems will be needed to enable new data-driven features that aid in maximizing sales effectiveness to achieve revenue targets.
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                  By 2026, more than one-half of sales enterprises will need new data-driven AI technology to gain market and competitive insights and enable sales professionals to adapt selling motions to engage effectively for optimal outcomes.
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                  By 2026, less than 2 in 5 enterprises will utilize advanced analytics to aid in both recruiting and identifying coaching and skills development to help individual sales professionals increase quota attainment.
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                  Through 2026, the category of sales enablement technology will evolve into sales engagement and focus on digital selling effectiveness to optimize revenue potential.
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                  Through 2026, CPQ software providers will introduce GenAI to improve implementation and administration of applications as well as to enhance the buyer experience.
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                  By 2026, more than one-quarter of enterprises will have deployed a new configure, price, quote (CPQ) application to aid in compliance, reduce mistakes and to improve the buyer and customer experiences.
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                  By 2025, less than one-quarter of enterprises will deploy GenAI-assisted technology to help navigate buyer enterprises and improve effectiveness in sales engagement. 
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                  Through 2026, to effectively manage critical presales staff, enterprises will look to vendors to provide data-driven technologies to help optimize resource allocation, or risk creating bottlenecks in the sales process.
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                  By 2026, less than one-quarter of selling enterprises will look to use online collaborative CPQ and mutual account plans to reduce sales cycles and maximize outcomes.
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                  By 2026, one-half of sales enterprises will lack an effective, unified omnichannel selling environment to engage and motivate buyers purchasing products and services, resulting in unrealized sales opportunities.
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                  By 2027, less than one-half of selling enterprises will have deployed a sales and revenue engagement platform that utilizes data and AI to lessen seller admin and manual tasks, reducing opportunities for sellers to achieve targets.
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                  Through 2026, more than one-half of enterprises will have dedicated technology that effectively and profitably supports subscription management processes and the subscriber life cycle.
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                  By 2027, over one-half of all enterprises will deploy a mixed revenue model that includes subscriptions and usage pricing in addition to one-time sales as enterprises make adjustments to remain competitive. 
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                  By 2026, one-quarter of B2B subscription model enterprises will examine usage-based pricing to preserve competitiveness and enhance the customer experience.
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                  Through 2026, less than one-quarter of enterprises will deploy an integrated Configure, Price, Quote (CPQ) and contract life cycle management (CLM) application within billing systems, leading to a degraded customer experience.
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                  Through 2026, more than one-half of enterprises will still be using manual processes to integrate quotes and contracts, leading to billing and delivery errors and a poor customer experience.
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                  Through 2025, the convergence of one-time, subscription and usage pricing models will result in software providers developing platforms that can provide for all types of revenue models.
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                  Through 2026, only one-third of enterprises will optimize the customer engagement experience and Voice of the Subscriber (VoS) program, reducing the ability to monitor and optimize experiences across channels of interaction.
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                  By 2026, driven by customer demand, more than one-half of enterprises will have adopted the subscription model in addition to one-time, resulting in a need to overcome fractured processes to avoid poor customer experiences.
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                  By 2026, increased adoption of the subscription business model will lead to more complex pricing, rating and billing and if not successfully addressed, will diminish the customer experience and restrict growth.
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                  Through 2026, less than 1 in 10 of all enterprises will have integrated monetization testing capabilities as part of their revenue management systems delaying the time-to-value for product innovation.
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                  Through 2027, 1 in 4 enterprises will look to streamline subscription, revenue and billing operations by exploring AI-based process mining to optimize workflows and enhance the customer experience.
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                  Through 2027, one-quarter of enterprises will adopt AI-based solutions that help preempt and resolve failed payments, improving customer and business profitability.
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                  Through 2027, less than 1 in 5 enterprises will adopt AI-based forecasting for usage- and consumption-based pricing models, reducing predictability for customers and vendors.
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                  By 2025, a new category called Revenue Lifecycle Management will emerge that covers technology that supports the modern lead to cash process to enable a positive customer experience, leading to sustained, profitable engagements.
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                  Our Latest News & Research

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                  Focus Areas

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                  Subscription Management

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                  ISG Research On-Demand is an advisory service that provides access to exclusive research and monthly dialogue with our analysts.Visit the services page to learn more.
                  Market Perspective
                  Ayara Earns Office of Revenue Digital Innovation Award for 2024

                  Udemy earned the 2024 Office of Revenue Digital Innovation Award for its innovative use of data to aid in deal validation by introducing guardrails closer to the point of sale.

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                  Analyst Perspective
                  You Don’t Have to Put Up with a Manual Quote to Contract Process

                  Digitization and standardization can overcome delays and inefficiencies in CPQ and CLM efforts, strengthening this crucial element of the sales and renewal process.

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                  Analyst Perspective
                  What’s New in Technology for Office of Revenue?

                  Artificial intelligence fuels revenue generation activities to include new and existing customers, with focus on growth, customer experience, retention.

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                  Analyst Perspective
                  The Buyers Guides for Subscription Management Classifies and Rates Software Providers

                  Ventana Research offers market observations and overall results from the Subscription Management Buyers Guides for Office of Revenue software products.

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                  VentanaCast
                  Revenue Life Cycle Management

                  Much has changed in how business operates over the past decade. Existing trends have accelerated, affecting much of how we conduct business.

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                  QandA
                  Revenue Lifecycle Management as a Strategic Initiative

                  Why are companies investing in Revenue Life Cycle Management (RLM) initiatives now? Learn more from Director of Research, Stephen Hurrell.

                  View
                  Analyst Perspective
                  What Is So Different About B2B Digital Commerce?

                  Digital commerce is a growing part of the B2B customer experience and requires a broad view of, and incorporation into, the customer life cycle.

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                  Analyst Perspective
                  From Lead to Cash to Revenue Life Cycle Management

                  Investing in revenue lifecycle management by automating and digitizing processes helps support a sustained, successful buyer-seller relationship essential to achieving profitability.

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                  Market Perspective
                  Salesloft Redefines Sales Engagement with AI

                  Salesloft’s cohesive, AI-based platform brings automation to the CRM landscape, leading to more efficient, effective and repeatable customer interactions.

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                  Analyst Perspective
                  Akeron Vulki: A Sales Performance Application with a Difference

                  Akeron’s Vulki sales performance application adopts aggregation, allocation, forecasting and version control to support revenue organizations.

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                  Analyst Perspective
                  Sales Engagement or CRM – Which Way to the Sales Freeway?

                  CRM system providers are maximizing AI to compete with sales engagement systems to deliver comprehensive sales and analytic support.

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                  Market Perspective
                  Lumen Earns Office of Revenue Digital Leadership Award with Anaplan

                  Lumen earned the 2023 Office of Revenue Digital Leadership Award for managing sales performance and streamlining planning with Anaplan.

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                  Analyst Perspective
                  2024 Market Agenda for Office of Revenue: Bring AI to the Table

                  The 2024 Office of Revenue Market Agenda offers insights to help enterprises identify and embrace emerging technology for strategy, planning and operations.

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                  Analyst Perspective
                  Align Incentive Compensation and Multi-Channel Sales to Protect Growth

                  Organizations with omnichannel sales must align incentive compensation and revenue management to ensure successful target achievement.

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                  Analyst Perspective
                  Margin Highlights the Need for Sales and Revenue Planning

                  Organizations selling subscription and usage-based products need to plan revenue targets across different channels, recognizing the impact on margin.

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                  Market Perspective
                  Vendavo Enables Real-Time Price Optimization to Enhance Profitability

                  Vendavo’s flexible price management and optimization software enables organizations to determine the most effective pricing strategy in real time.

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                  Analyst Perspective
                  Today’s Go-to-Market Strategies Must Align Sales and Marketing

                  The changing behavior of buying organizations requires a more unified, continuous go-to-market process that aligns sales and marketing.

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                  White Paper
                  Fixing Failed Payments

                  Failed customer payments for recurring subscriptions are often seen as a cost of doing business when using subscription revenue models.

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                  Market Perspective
                  Evisort Incorporates AI for Efficient Contract Life Cycle Management

                  Evisort uses artificial intelligence with digitized contracts to automate the labor-intensive and time-consuming tasks of analyzing and managing contracts.

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                  Analyst Perspective
                  Future of CRM has Sales Engagement Potential

                  CRM systems will continue to add sales engagement functionality and, if innovative, will develop a next-generation sales engagement platform.

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                  QandA
                  Enable the Modern Revenue Team by Modernizing Lead to Cash

                  Major trends continue to reflect the changing ways that customers want to buy and engage with vendors.

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                  QandA
                  Modernize Lead to Cash Without Pausing the Business

                  Major trends continue to reflect the changing ways that customers want to buy and engage with vendors.

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                  Market Perspective
                  SAP is Vendor of Merit in RPM Buyers Guide

                  Ventana Research assesses revenue performance management software from SAP.

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                  Market Perspective
                  Salesforce is Vendor of Merit in RPM Buyers Guide

                  Ventana Research assesses revenue performance management software from Salesforce.

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                  Market Perspective
                  Xactly is Vendor of Assurance in RPM Buyers Guide

                  Ventana Research assesses revenue performance management software from Xactly.

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                  Analyst Perspective
                  Generative AI Helps Sales in Practical Ways

                  Generative AI will boost sales productivity by helping to personalize outreach at scale and generate tailored sales enablement to improve win rates.

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                  Market Perspective
                  Board International is Exemplary in RPM Buyers Guide

                  Ventana Research assesses revenue performance management software from Board International.

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                  Market Perspective
                  Anaplan is Exemplary in Revenue Performance Management Buyers Guide

                  Ventana Research assesses revenue performance management software from Anaplan.

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                  Analyst Perspective
                  Varicent is Innovative in Revenue Performance Management Buyers Guide

                  Ventana Research assesses revenue performance management software from Varicent.

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                  Market Perspective
                  Oracle is Exemplary in Revenue Performance Management Buyers Guide

                  Ventana Research assesses revenue performance management software from Oracle.

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                  Analyst Perspective
                  The Buyers Guide for RPM Classifies and Rates Vendors

                  The RPM Buyers Guide 2023 gauges how well offerings from seven vendors match buyers’ requirements for Office of Revenue software products.

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                  Analyst Perspective
                  Market Observations from the Revenue Performance Management Buyers Guide

                  Ventana Research offers market observations from the Revenue Performance Management Buyers Guide 2023 for Office of Revenue software products.

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                  Analyst Perspective
                  Salesforce Adds Generative AI to Enhance Digital Commerce

                  With the addition of generative AI, Salesforce’s Data and Commerce Cloud applications deliver tools to enhance buyer engagement and increase sales.

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                  QandA
                  Sales Success Does Not Happen by Chance

                  There is no argument that you must successfully execute to achieve sales and revenue targets. With omnichannel selling and more complex revenue and pricing models, sales and revenue planning leaves this less to chance.

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                  Analyst Perspective
                  Why Incentive Compensation Is Right for More Than Sales

                  As more employees qualify for incentive compensation, organizations should evaluate and upgrade comp management systems to ensure fair, accurate payouts.

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                  Analyst Perspective
                  PROS Brings Intelligent Pricing Applications to Market

                  PROS announces cloud-based, AI-driven price determination and CPQ applications at the PROS Outperform 2023 event.

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                  VentanaCast
                  The Modern, Agile Sales Team

                  Nothing is more constant than change when it comes to selling. When we talk with sales leaders, they observe that selling today is harder than ever.

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                  VentanaCast
                  Agile Workforce Planning

                  Deals do not sell themselves, people do. And today, many sales leaders are challenged with retaining the people that get these deals closed.

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                  Market Perspective
                  Conga Earns Office of Revenue Digital Innovation Award for 2023

                  Conga supports a more integrated and unified quote-to-cash process, earning it the 2023 Ventana Research Office of Revenue Digital Innovation award.

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                  Analyst Perspective
                  Planning Matters to Sales and Revenue Performance Management

                  Sales and revenue planning develop and build integrated territory, incentive compensation and resource plans that are driven by overall company objectives.

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                  Analyst Perspective
                  Why Pricing Should Matter for Everyone

                  Price management software helps contend with increasingly complex sales forces, such as omnichannel buying, mixed pricing and revenue models, profitability.

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                  Market Perspective
                  Maxio is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Maxio.

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                  Market Perspective
                  Ordway is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Ordway.

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                  Market Perspective
                  OneBill is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from OneBill.

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                  Market Perspective
                  FastSpring is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from FastSpring.

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                  Market Perspective
                  Recurly is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Recurly.

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                  Market Perspective
                  RecVue is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from RecVue.

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                  Market Perspective
                  CloudSense is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from CloudSense.

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                  Market Perspective
                  LogiSense is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from LogiSense.

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                  Market Perspective
                  NetSuite is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from NetSuite.

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                  Market Perspective
                  Vindicia is Vendor of Merit in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Vindicia.

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                  Market Perspective
                  Chargebee is Innovative Vendor in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Chargebee.

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                  Market Perspective
                  Aria Systems is Innovative in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Aria Systems.

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                  Market Perspective
                  Zuora is Exemplary in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Zuora.

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                  Market Perspective
                  Zoho is Exemplary in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Zoho.

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                  Market Perspective
                  Conga is Exemplary in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Conga.

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                  Market Perspective
                  SAP is Exemplary in Subscription Management Value Index

                  Ventana Research assesses subscription management software from SAP.

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                  Market Perspective
                  Gotransverse is Exemplary in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Gotransverse.

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                  Market Perspective
                  Salesforce is Exemplary in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Salesforce.

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                  Market Perspective
                  FinancialForce is Exemplary in Subscription Management Value Index

                  Ventana Research assesses subscription management software from FinancialForce.

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                  Market Perspective
                  Oracle is Exemplary in Subscription Management Value Index

                  Ventana Research assesses subscription management software from Oracle.

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                  Market Perspective
                  BillingPlatform is Exemplary and Leader in Subscription Management

                  Ventana Research assesses subscription management software from BillingPlatform.

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                  Analyst Perspective
                  The Subscription Management Value Index Classifies and Rates Vendors

                  The Subscription Management Value Index 2023 gauges how well offerings from 21 vendors match buyers’ requirements for subscription management software.

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                  Analyst Perspective
                  Subscription Management Market Dynamics for Buyers on Contracting and Analytics

                  Ventana Research offers part two of its market observations from the Subscription Management Value Index 2023 for subscription management software products.

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                  Analyst Perspective
                  Subscription Management Market Observations for Buyers

                  Ventana Research offers part one of its market observations from the Subscription Management Value Index 2023 for subscription management software products.

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                  Analyst Perspective
                  Conga Propels a Revenue-Focused Revolution

                  Conga’s revenue life cycle management platform organizes all revenue aspects across an organization to improve processes and uncover new opportunities.

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                  Market Perspective
                  PROS Maximizes Pricing for Revenue Impact

                  The PROS artificial intelligence-powered platform helps organizations make data-driven decisions to optimize pricing and revenue management capabilities.

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                  White Paper
                  Modernizing Lead to Cash for Sustained Profitability

                  Customers understand that the benefits of products and services sold via the subscription model include predictability and the sharing of risk on a purchase with the vendor.

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                  eBook
                  Agile Incentive Compensation Management

                  Larger organizations with complex sales hierarchies require a dedicated system that can accommodate and support their crediting and compensation needs.

                  View
                  Market Perspective
                  Ayara’s Frictionless Guardrails Prevent Revenue Leakage

                  Ayara’s revenue operations application analyzes transactions for optimal profitability, preventing cash leakage and revenue loss.

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                  Analyst Perspective
                  Reclaim the Value in Your CRM System

                  Organizations that have allowed customer relationship management systems to suffer from neglect must revitalize these platforms to remain competitive.

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                  Market Perspective
                  The Monetization of Subscriptions with Zuora

                  Zuora expands its reach in subscription management with enhancements to consumption pricing support, integrated CPQ, alongside its Zephr acquisition.

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                  Market Perspective
                  Mediafly Helps Organizations Optimize Revenue Streams

                  Mediafly’s Revenue360 is designed to help organizations better manage pricing, sales and revenue-generation efforts to optimize revenue streams.

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                  Market Perspective
                  SugarCRM Provides Integrated CRM for Selling and Marketing

                  SugarCRM Provides Integrated CRM for Selling and Marketing

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                  Analyst Perspective
                  Why Configure, Price & Quote Should Be Important to Sales

                  More industries are seeing the value of a structured CPQ process as a key component of overall sales and revenue engagement and execution.

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                  Analyst Perspective
                  The Revolution in Revenue in 2023: Ventana Research Market Agenda

                  Ventana Research recently announced its 2023 research agenda for the Office of Revenue, continuing the guidance we’ve offered for nearly two decades to help organizations realize their optimal value from applying technology to improve business outcom

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                  Analyst Perspective
                  Enable Sales to Engage and Sell with Technology

                  Technological enhancements enabled by the internet and cloud vendors have improved the options for sales enablement.

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                  Market Perspective
                  KPMG AG Earns Digital Leadership Award in Office of Revenue with Board

                  KPMG earned the 2022 Digital Leadership Award in Office of Revenue for using Board to develop a sales and revenue forecasting system.

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                  Market Perspective
                  Varicent Maximizes Sales Performance for Revenue Potential

                  Varicent’s sales performance management software assists sales organizations with effectively managing sales teams and revenue outcomes.

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                  Market Perspective
                  BillingPlatform Enables Quote-to-Cash Monetization

                  BillingPlatform integrates with existing front- and back-office systems to support quote-to-cash processes for organizations with mixed business models.

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                  Analyst Perspective
                  Partner Ecosystem Success Relies on Targeted Technology

                  As more organizations integrate complementary offers from third parties, technology to manage diverse partner ecosystems is evolving.

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                  Analyst Perspective
                  Revenue Operations Guides the Modern Revenue Organization

                  By adopting a revenue operations approach, organizations gain a greater understanding of the entirety of the customer life cycle and team engagement.

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                  Research Perspective
                  Defining Efficient, Equitable Sales Territories in a Dynamic World

                  Change has been a constant fixture in territory planning. Be it a new competitor in the marketplace or an unexpected event, managers must be able to balance dynamic conditions on the fly as they develop territories for their teams.

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                  Analyst Perspective
                  Revenue Model Mix Optimization for Every Organization

                  Organizations considering a mixed-revenue model need to address the overall organizational impact, especially to the customer experience.

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                  Market Perspective
                  Conga Automates the Revenue Life Cycle from Quotes to Contracts

                  Conga’s Revenue Lifecycle Suite standardizes and automates the completion of the sales cycle, allowing organizations to more effectively generate deals.

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                  Viewpoint
                  Effective Revenue Operations Need Data and Analytics

                  One of the more significant changes underway in organizations is the shift from a new customer sales focus as the main driver of growth to an equal emphasis on the overall customer experience as a driver of renewal and expansion.

                  View
                  Analyst Perspective
                  Initiatives using AI Improve Marketing and Sales Effectiveness

                  I have written about vendor efforts to use artificial intelligence (AI) and advanced analytics in their applications targeted at sales and revenue teams to improve focus and prioritize activities, both for pipeline management as well as individual op

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                  Analyst Perspective
                  B2B Digital Commerce: The Good, Bad and Needed

                  You would be forgiven for thinking that no one buys anything in person any more given the pages of digital ink spilled over the rise of digital commerce led by the rise and rise of Amazon. However, one quick errand run on a Saturday morning would eas

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                  Webinar
                  Webinar: Sales Stories from the Frontline

                  Today’s sales organizations are faced with many challenges when it comes to realizing the full potential of assigned territories and account locations. Simultaneously, organizations need to be agile in order to support their sales leadership and oper

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                  Webinar
                  The Modern Age of Revenue Operations

                  The need to optimize revenue from all buying and selling channels is essential for every organization that wishes to maximize their potential. To achieve it requires a dedication to have the insights that come from analytics applied to the sales chan

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                  Webinar
                  Webinar : Revenue and Margin Improvement

                  Pricing determines not just revenue, but also margin. And margin is vital to ensuring profitability. So pricing both serves to generate volume, and hence revenue. Given the importance of pricing, it is surprising how few companies use data and purpos

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                  Webinar
                  WEBINAR: Selling Your Sales Organization on Some Hard Truths

                  The webinar is designed to introduce sales organizations to the innovation and best practices in addressing the perennial issue of declining quota attainment among sales organizations.

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                  VentanaCast
                  Revenue Management: Opportunity for Innovation and Organization

                  The concept of Revenue Management represents significant change in how organizations manage the operations and performance of revenue—across EVERY channel.

                  View
                  VentanaCast
                  Streamline Subscriber Experiences

                  The subscription and supporting business model has been around for a long time, think newspapers and magazines, but in the current digital age.

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                  VentanaCast
                  How to Plan for Revenue Success

                  It’s no secret that sales leaders continue to face challenges in hitting their revenue targets. This is due to many complex factors, but three trends are key.

                  View
                  Videocast
                  Implementing Price Management for Success

                  Approaches to “pricing,” or the discipline of setting prices, vary across industries and across different organizations within the same industry. Many factors determine how companies go about pricing, but with the rise of the digital economy and the

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                  QandA
                  Accounting for Selling Costs Gets Complicated

                  In this exclusive Q&A, Robert Kugel, SVP & Research Director at Ventana Research, answers questions about why new standards are getting so much attention, what the associated costs to companies will be due to the new standards, why standard ERP syste

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                  QandA
                  Leadership in Planning for Sales Performance

                  We hear all the time that we’re existing in an age of information. If that’s the case and we have more data at our fingertips than ever before, why isn’t every sales organization operating at historic levels of efficiency?

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                  QandA
                  Why Data-Driven Sales Leadership Matters

                  Now is the time for any organization that places a priority on improving sales performance to introduce or refresh data-driven optimizations within their sales processes.

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                  Market Perspective
                  Uniphore Earns Office of Revenue Digital Innovation Award for 2022

                  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

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                  QandA
                  The Imperative for Sales Planning

                  To reach the best possible outcomes, sales leaders must be able to govern and optimize the processes they rely on; meeting this challenge is the essence of sales performance. However, those leading and working in sales must cope with myriad often dis

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                  QandA
                  Revenue Management for Innovation and Growth

                  Conversations about Subscription Management are often restricted to the details of billing mechanics. Instead, how should business leaders be thinking about what is needed to conduct business in today’s environment? What are the imperatives that org

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                  QandA
                  The Need for Sales Performance Management

                  What is Sales Performance Management (SPM) and why is it important? What are important planning capabilities for SPM applications? Stephen Hurrell sheds light on the need and importance of Sales Performance Management. Read the Q&A.

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                  QandA
                  Creating Meaningful Sales and Revenue Forecasts

                  Why is it important that organizations create meaningful sales and revenue forecasts? Stephen Hurrell sheds light on the importance of giving accurate guidance regarding future revenues, and why spreadsheets will no longer continue to work. Read th

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                  Self-Assessment
                  Revenue Management Capabilities

                  Driven by changing business models, organizations are recognizing the value of taking a more comprehensive approach to managing all sources of revenue, instead of just direct sales. Revenue operations is emerging as an important component that provid

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                  Self-Assessment
                  Pricing

                  Profitable pricing has always been a critical factor for business success. Over the years, organizations have developed different strategies to establish prices for their products and services depending on previous practices, the structure of the bus

                  View
                  White Paper
                  Incentive Compensation in Modern Revenue Management

                  Incentive compensation management (ICM) systems have traditionally focused on the needs of sales divisions, but these groups are typically distinct from other departments within the organization and are usually compensated based primarily on new sale

                  View
                  White Paper
                  Why Data and AI Matter in Sales

                  Revenue growth is a key indicator of competitive success. This is a given, yet for many companies, competing successfully is becoming more difficult.

                  View
                  White Paper
                  Personalizing Digital Commerce

                  Digital commerce, the buying and selling of goods and services using digital technology, is a core business strategy for the modern organization. And e-commerce—using the internet as a sales channel—is an essential tactic that supports this strategy.

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                  Viewpoint
                  Business Resilience in Digital Commerce

                  The opportunity exists for organizations to improve the digital commerce experience they offer their customers by moving beyond existing, monolithic commerce systems that aren’t designed for today’s needs.

                  View
                  White Paper
                  Digitize Pricing to Optimize Revenue and Margin

                  Pricing is an ongoing source of anxiety for organizations because pricing decisions have a direct impact on sales volumes, revenue and profitability. Over the years, a variety of strategies have been in place to establish prices for products, dependi

                  View
                  Research Perspective
                  Enabling Advanced Monetization

                  Digitally native organizations are those that have existed from their inception primarily in the digital world, and that typically engage with customers and deliver their products or services via a digital interaction. Well-known examples include Net

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                  Research Perspective
                  The Intelligent Revenue Operation

                  Organizations are increasingly realizing a singular focus on traditional sales execution is not enough to ensure growth. Shifts to subscription models and the advent of omni-channel selling mean that the old way of managing sales is transforming into

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                  Research Perspective
                  Making Subscriptions Part of Modern Business Models

                  Subscription was once the Next Big Thing in business. But now, e-commerce and subscription/usage business models are simply the way that customers—and organizations—want to conduct business.

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                  Research Perspective
                  Realize Effective Revenue Operations

                  Over the past 10 years, there has been an increasing shift to a more expansive view of revenue. Organizations are adopting mixed business models that include subscriptions, self-service e-commerce, usage- and milestone-based pricing as well as one-ti

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                  eBook
                  The Opportunity for Revenue Intelligence

                  It’s more important than ever to properly equip customer-facing team members with the right tools to grow top-line revenue. To do this, successful leaders and teams are embracing data-driven revenue intelligence tools.

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                  eBook
                  The Renaissance of Revenue Forecasting

                  In order for organizations to know where they are headed, they must first understand where they stand in relation to period-end sales targets and course-correct as necessary.

                  View
                  eBook
                  The Urgency of Self-Service in Today's Business Environment

                  Organizations, led by the office of the CFO, must review their go-to-market (GTM) strategies and examine whether their existing process and technologies are ready to ensure sustainable and profitable growth.

                  View
                  eBook
                  The Data-Driven Revenue Operations Team

                  A shift in focus is underway in organizations from a single source of revenue —sales—to a broader view. Whether through the expansion of e-commerce and self-service purchasing or through adoption of recurring revenue models, organizations need to und

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                  eBook
                  The Keystone for Digital Commerce

                  A modern digital commerce environment adapts to business continuity requirements and the demand of constantly changing consumer expectations.

                  View
                  Analyst Perspective
                  Salesforce Commerce Cloud Targets the Segment of One

                  There are more digital channels in the commerce space than ever before: the web, mobile apps, text, voice-activated “agents,” video and social channels. Conversational computing and hyper-personalization are transforming customer engagement, and orga

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                  Analyst Perspective
                  Lead to Cash – What does it really mean to you?

                  “Lead to cash” is an often-used term and is a companion to “quote to cash” and “order to cash”. What they all represent is an approach which recognizes that there is a process designed to convert a lead from a qualified interest to an active sale, th

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                  eBook
                  The Data-Driven Revenue Operations Team

                  A shift in focus is underway in organizations from a single source of revenue —sales—to a broader view. Whether through the expansion of e-commerce and self-service purchasing or through adoption of recurring revenue models, organizations need to und

                  View
                  Analyst Perspective
                  Technology Improves Presales Efficiency and Effectiveness

                  Many – myself included – have written about the growth in technologies designed to aid in business-to-business sales and sales management by serving sales reps, line managers, executives and operations. But one area that has been ill-served is techni

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                  Market Perspective
                  beqom Rated Vendor of Merit in Revenue Performance Management

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

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                  Market Perspective
                  Clari Rated Vendor of Merit in Revenue Performance Management

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

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                  Market Perspective
                  InsightSquared Rated Vendor of Merit in Revenue Performance Management

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

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                  Market Perspective
                  Gong.io is a Vendor of Merit in Revenue Performance Management

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

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                  Market Perspective
                  SAP is Innovative in the Revenue Performance Management Value Index

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

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                  Market Perspective
                  Varicent is a Vendor of Assurance in Revenue Performance Management

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

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                  Market Perspective
                  Board International is Exemplary in Revenue Performance Management

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

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                  Market Perspective
                  Anaplan is Exemplary in the Revenue Performance Management Value Index

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

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                  Market Perspective
                  Xactly is Exemplary in the Revenue Performance Management Value Index

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

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                  Analyst Perspective
                  Value Index for Revenue Performance Management Rates Vendors

                  Ventana Research is happy to share insights gleaned from the latest Value Index research, an assessment of how well vendors’ offerings meet buyers’ requirements. The 2022 Revenue Performance Management (RPM) Value Index is the distillation of a year

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                  Market Perspective
                  Salesforce is Exemplary in Revenue Performance Management

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

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                  Market Perspective
                  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.

                  View
                  Analyst Perspective
                  Maximize Alignment through Revenue Performance

                  As organizations shift focus to a broader definition of sales that includes all sources of revenue, vendors are also pivoting to include “revenue” as part of promotional messaging. But it’s my view that just changing your message or description does

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                  Analyst Perspective
                  Subscription Management Elevates Experience Through Automation

                  Ventana Research defines subscription management as the processes and technology needed to manage the subscriber experience from the first digital touch to the continuous modifications of orders for services and billing.

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                  Analyst Perspective
                  Why Your ERP and CRM Won’t Transform Your Business

                  Digital Transformation. The Subscription Economy. Omni-Channel Selling. Customer Centric. These are all terms used to label trends and events that are changing the way business is being conducted, a change that has accelerated due to recent events. R

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                  Analyst Perspective
                  Why Finance and Legal are Important to Revenue and Sales Operations

                  Why Finance and Legal are Important to Revenue and Sales Operations

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                  Analyst Perspective
                  Xactly Advances Support for Revenue Performance Management

                  Revenue performance management and the role of revenue operations is moving to the forefront of sales organizations, aligning departments around a single view of the business with shared revenue targets and goals.

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                  Analyst Perspective
                  The 2022 Market Agenda for Office of Revenue: New Performance Priority

                  Ventana Research recently announced its 2022 Market Agenda for the Office of Revenue, continuing the guidance we have offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes.

                  View
                  Videocast
                  How to Plan for Revenue Success

                  It’s no secret that sales leaders continue to face challenges in hitting their revenue targets. This is due to many complex factors, but three trends are key. First, organizations of all types are seeing sales pressure from increased competition.

                  View
                  Analyst Perspective
                  The Necessity of Revenue Performance Management

                  Ventana Research was the first market research firm to focus on the emerging area of sales performance management (SPM), which we define as a coordinated set of sales-related activities, processes and systems that enable organization.

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                  Analyst Perspective
                  Digital Business Market Agenda for 2022: Resilience and Readiness

                  With the announcement of Ventana Research’s 2022 Market Agenda, our expertise in Digital Business continues to advance the market need for effective investments into technology, and I will outline here the key areas of focus to provide insights to or

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                  Market Perspective
                  Thomson Reuters Earns Digital Leadership Award in Office of Sales with Mindtickle for 2021

                  The annual Ventana Research Digital Leadership Awards recognize organizations and individuals that utilize technology to advance business and IT. The Digital Leadership Awards showcase the professional leadership and their use of business application

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                  Analyst Perspective
                  AI for Sales: Technology is Ready but Are You?

                  The internet is a rich source of information and is used by buyers to research new applications and offerings well before ever engaging a vendor and salesperson. Along with massive growth in offerings, this is a major reason why sales teams are facin

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                  QandA
                  Revenue Management for Innovation and Growth

                  Leaders should be thinking of subscription billing not as something new and different, but as the way that their customers want to do business. There are now multiple selling and buying channels and multiple ways of conducting business, so it is impo

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                  Analyst Perspective
                  Why Revenue Planning Should be Continuous and Year Round

                  With the emergence of multiple selling channels and the rise of the subscription model, the need for a unified approach to revenue planning and execution should be a priority for every organization.

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                  Analyst Perspective
                  Pricefx Optimizes Pricing for Profits

                  Traditionally, price management and optimization have been contained to certain industries, such as large-scale manufacturing and chemicals. Those industries involve potentially tens of thousands of stock-keeping units (SKUs) covering a wide variety

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                  Analyst Perspective
                  Revenue and Commercial Operations: The Difference Matters

                  The emergence of the Chief Revenue Officer (CRO) has mirrored the adoption of the subscription model and the development of multiple selling and buying channels over and above the traditional direct sales model, referred to as Revenue Management.

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                  Market Perspective
                  Clari Enables Improved Performance in Revenue Operations

                  For disruptive technology companies, maturity is often accompanied by the realization that customer retention and expansion are as important as a new logo acquisition.

                  View
                  Analyst Perspective
                  Vindicia Showcases Bundling and Subscription Intelligence

                  The subscription business model has seen much growth in all aspects of the market in recent years. Now considered the standard for the digital age, the model’s implementation travels parallel to rising technology, leading to the demand for newer func

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                  Analyst Perspective
                  Pricing Optimization Software Helps Maximize Revenue

                  Price management and optimization is not a new discipline, but until now, it has been restricted to particular industries — such as discrete manufacturing and chemicals — where there are potentially hundreds if not thousands of stock-keeping units co

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                  Self-Assessment
                  Pricing

                  Profitable pricing has always been a critical factor for business success. Over the years, organizations have developed different strategies to establish prices for their products and services depending on previous practices, the structure of the bus

                  View
                  Analyst Perspective
                  BillingPlatform Bolsters the Rise of Subscription Services

                  Subscription management and billing services help organizations offer unique benefits and enhance delivery to customers. By making services more personalized, organizations can acquire – and retain – more customers.

                  View
                  Analyst Perspective
                  Revenue Management Maximizes Partner and Reseller Subscriptions

                  Among the many digital economy trends written about in recent years, one of the most significant has been the adoption of a subscription business model.

                  View
                  White Paper
                  Why Data and AI Matter in Sales

                  Revenue growth is a key indicator of competitive success. This is a given, yet for many companies, competing successfully is becoming more difficult. No matter the size of the organization, it seems there are new competitors in the market, both domes

                  View
                  Analyst Perspective
                  Subscription Automation Enables a Better Subscriber Experience

                  A subscription business model and an exceptional customer experience are equal priorities for many organizations. Much has been written about both: Subscription and usage services are considered the business model for the digital age, and a great cus

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                  Analyst Perspective
                  CommerceIQ Earns Office of Sales Digital Innovation Award for 2021

                  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.

                  View
                  Viewpoint
                  Sales Performance Management is Key to Sales Team Success

                  Sales leaders continue to face challenges in hitting revenue targets. That's no secret. Pressure is coming from increased competition, better-informed buyers who are doing internet research—and more buyers overall. Leaders have various levers availab

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                  Analyst Perspective
                  Varicent Advances SPM and New Revenue Intelligence

                  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.

                  View
                  White Paper
                  Incentive Compensation in Modern Revenue Management

                  Incentive compensation management systems have traditionally focused on the needs of sales divisions, but these groups are typically distinct from other departments within the organization.

                  View
                  Research Perspective
                  Enabling Advanced Monetization

                  Digitally native organizations are those that have existed from their inception primarily in the digital world, and that typically engage with customers and deliver their products or services via a digital interaction. Well-known examples include Net

                  View
                  Analyst Perspective
                  Sales Forecasting: Have the Process and Technology for a True Revenue Forecast?

                  There has been a lot of market activity around vendors offering sales-forecasting products (or functionality to address sales forecasting) as part of a wider technology offering for sales and revenue management.

                  View
                  VentanaCast
                  Revenue Management: Opportunity for Innovation and Organization

                  Revenue Management. The concept represents significant change in how organizations manage the operations and performance of revenue—across EVERY channel, direct and indirect, physical and digital, commerce and subscriptions. Revenue Management can—an

                  View
                  Analyst Perspective
                  Reinventing Product Experiences Through Product Information Management

                  Having just completed the 2021 Ventana Research Value Index for Product Information Management, I want to share some of my observations about how the market and category have advanced since our first examination over 15 years ago.

                  View
                  Analyst Perspective
                  Revenue Performance Management: Leadership and Operations for Optimal Outcomes

                  As laid out in my recent Analyst Perspective, Revenue Management: The Opportunity for Innovation and Optimization, revenue management is a new way look at generating and managing the top line.

                  View
                  Videocast
                  Implementing Price Management for Success

                  Approaches to “pricing,” or the discipline of setting prices, vary across industries and across different organizations within the same industry. Many factors determine how companies go about pricing, but with the rise of the digital economy and the

                  View
                  Webinar
                  Selling Your Sales Organization on Some Hard Truths

                  The rise of internet-based information has created additional challenges for traditional field sales organizations as buyers are well along their buyers’ journey prior to engaging with vendors. This downward pressure on average quota attainment has a

                  View
                  Analyst Perspective
                  Subscription Pricing Changing for Sustained Customer Growth

                  Subscription pricing models are no longer new. Many companies have experience with this pricing model even if there has not been complete adoption across their entire product and service offerings.

                  View
                  Analyst Perspective
                  The Science of Sales Professional Effectiveness

                  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

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                  Analyst Perspective
                  SugarCRM Brings the Sweetness in AI Driven Sales

                  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 quarter

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                  Analyst Perspective
                  The Experience of Digital Commerce

                  Digital commerce affects almost everyone’s lives. It is hard to remember a time when one could not sign on to a website like Amazon, order a product, pay for it and have it delivered to your front door within days, not weeks.

                  View
                  Analyst Perspective
                  Salesforce Sales Cloud: Evolving to Meet the 360 Needs of Sales

                  There is no doubt that the pandemic has accelerated the existing need for new technology that can help sales professionals do their jobs well in this quickly evolving market.

                  View
                  Analyst Perspective
                  Revenue Management: The Opportunity for Innovation and Optimization

                  With modern enterprises adopting and expanding their digital business with subscription and usage business, organizations need to think beyond the primacy of sales as their source of business success.

                  View
                  Viewpoint
                  The Journey to Revenue Management

                  Revenue Management and its operational support by way of Revenue Operations is a relatively new concept that reflects the reality of changing business models.

                  View
                  Analyst Perspective
                  Oracle and Sales Cloud has Priority on Engagement and AI

                  The current pandemic has disrupted many of the traditional sales methods used by field-sales organizations to engage, and sell to, buyers. In an effort to provide help, many vendors have recently announced new features that focus less on the manageme

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                  Analyst Perspective
                  The 2021 Market Agenda for Office of Sales: The Revolution for Revenue

                  Ventana Research recently announced its 2021 research agenda for the Office of Sales, continuing the guidance we’ve offered for nearly two decades to help organizations realize optimal value from applying technology to improve business outcomes.

                  View
                  White Paper
                  Digitize Pricing to Optimize Revenue and Margin

                  Pricing is an ongoing source of anxiety for organizations because pricing decisions have a direct impact on sales volumes, revenue and profitability. Over the years, a variety of strategies have been in place to establish prices for products, dependi

                  View
                  Analyst Perspective
                  The Ventana Research 2021 Market Agenda: How Digital Effectiveness Impacts Organizational Agility

                  Ventana Research has announced its market agenda for 2021, continuing the tradition of transparency in our efforts to educate and guide the technology market but also our independence as we do not share our market agenda or analyst perspectives with

                  View
                  Webinar
                  The Modern Age of Revenue Operations

                  The need to optimize revenue from all buying and selling channels is essential for every organization that wishes to maximize their potential. To achieve it requires a dedication to have the insights that come from analytics applied to the sales chan

                  View
                  Analyst Perspective
                  The Necessity of Sales Performance Management

                  True leadership is the ability to motivate sales organizations to perform at their best.

                  View
                  Analyst Perspective
                  The Art and Science of Sales from the “Inside Out"

                  Although historically there has been a hard divide between what are colloquially called “Inside and Field Sales,” changes over the last 10 years have narrowed the distinction.

                  View
                  Analyst Perspective
                  Varicent: Symon.AI earns our 13th Digital Innovation Award for Office of Sales

                  The annual Ventana Research Digital Innovation Awards showcases advances in the productivity and potential of business applications, as well as technology that contributes significantly to improved efficiency and productivity in the processes and the

                  View
                  Analyst Perspective
                  Subscription and Usage Management Technology Needs for the Modern Economy

                  Subscription-based business models have seen exponential growth over the last decade. The growth of this recurring revenue business model, where a subscriber commits to repeatedly pay for a good or device for a fixed or indefinite timeline, has been

                  View
                  White Paper
                  Personalizing Digital Commerce

                  Digital commerce is changing how B2B companies buy and sell. They must have the ability to delight customers by enabling purchasing however customers want to interact.

                  View
                  Analyst Perspective
                  Subscription and Usage Management Technology Needs for the Modern Economy

                  Subscription-based business models have seen exponential growth over the last decade. The growth of this recurring revenue business model, where a subscriber commits to repeatedly pay for a good or device for a fixed or indefinite timeline, has been

                  View
                  Analyst Perspective
                  Why I Joined Ventana Research to Lead Office of Sales

                  I’m very excited to announce to my network as well as the ever-expanding Ventana Research community that I’m now directing Ventana Research’s Office of Sales practice.

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                  Analyst Perspective
                  The Business Continuity Imperative: The Workforce Experience and Human Capital Management in 2020 and Beyond

                  The workforce is an essential part of an organization’s overall business potential because it ensures continuous operations, even in black-swan events.

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                  Analyst Perspective
                  The Business Continuity Imperative: The Digital Experience in Marketing for 2020 and Beyond

                  Marketing is inextricably linked to business success, and digital technology is essential to an organization’s overall marketing potential because it generates interest and brand awareness.

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                  Analyst Perspective
                  The Business Continuity Imperative: The Subscriber Experience and Subscription Management in 2020 and Beyond

                  Subscriptions are the future of business. Subscribers are essential to an organization’s overall business potential because they generate recurring revenue.

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                  Analyst Perspective
                  The Business Continuity Imperative: The Agent and Customer with Contact Centers in 2020 and Beyond

                  Contact centers play a substantial role in an organization’s success. The customer journey is engaged here, at each moment of interaction.

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

                  Sales plays a lead role in the revenue and growth of every organization.

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                  Analyst Perspective
                  The Revolution in Sales in 2020: Ventana Research Agenda

                  Ventana Research recently announced its 2020 research agenda for sales, continuing the guidance we’ve offered for nearly two decades to help organizations derive optimal value from business technology and improve outcomes.

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                  ISG Software Research 17th Annual Digital Innovation Award Winner

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                  ISG Software Research 16th Annual Digital Leadership Award Winners

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                  Using

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                  Market Agenda Calendar

                  ISG Software Research maintains a rigorous approach to its areas of research expertise through a methodology of processes and activities to ensure we provide the best possible insights on technology across business and IT. This is represented in our Market Agenda, which is a foundation for providing actionable information and guidance to help you identify opportunities for improved competitiveness and effectiveness. Other industry analyst firms lack methodology and a publicly available research agenda and are easily biased by clients and the industry. We take pride in our reputation for independence and provide our research calendar and agenda for visibility into the upcoming months of activity.

                  November

                  December

                  January

                  Want to see our plans for business and technology this year?
                  DOWNLOAD THE MARKET AGENDA

                  Vendors Covered

                  Vendors Not Covered or Recommended

                  • 6sense
                  • Amplience
                  • Auctane
                  • BigCommerce
                  • Bigtincan
                  • Bloomreach
                  • CaptivateIQ
                  • Chargebee
                  • Cleverbridge
                  • commercetools
                  • Digital River
                  • DocuSign (SpringCM)
                  • Elastic Path
                  • FastSpring
                  • Flockjay
                  • Forma AI
                  • Groove
                  • Highspot
                  • Intershop
                  • LeadSquared
                  • Maropost
                  • Maxio
                  • Mindtickle
                  • Miva
                  • Nomis Solutions
                  • OneBill Software
                  • Outplay
                  • Pipedrive
                  • Pramata
                  • Recharge
                  • Recurly
                  • Revenera
                  • Seamless.AI
                  • Seismic Software
                  • Shopify
                  • Spekit
                  • Spreedly
                  • Tact.ai
                  • Tacton CPQ
                  • Unicommerce
                  • Vendr
                  • VeriFone
                  • Volusion
                  • WooCommerce
                  • Workspan
                  • Yext
                  • Zoominfo

                   

                  For more information on Vendor coverage, or to become a covered vendor, click here.

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                  We provide insights and guidance across business and technology. We can help your organization; the first step is to reach out to a member of our team and see how we can help.

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