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Ventana Research today released its 2022 Value Index on Revenue Performance Management (RPM), a quantified, research-based index evaluating technology providers and products. This Value Index assesses 12 vendors’ products using our Ventana Research methodology and blueprint, evaluating software in seven key categories that are weighted to reflect buyers’ needs based on our expertise and research. The Value Index evaluated the readiness of software vendors and products and their value for supporting revenue performance management. This Value Index research evaluates the following vendors that offer products that deliver revenue performance management as we define it: Anaplan, beqom, Board International, Clari, Gong.io, InsightSquared (acquired by Mediafly), Oracle, Salesforce, SAP, SurgarCRM, Varicent and Xactly.
The next generation of revenue and sales leaders are embracing the need to focus on creating processes that generate and project predictable revenues. Revenue Performance Management (RPM) is a coordinated set of revenue-generating and related activities, processes, and systems that enable organizations to plan, execute, monitor, and adjust in real time to achieve customer, product and revenue targets. The imperative to maximize outcomes from all channels and departments of revenue faces many challenges in every organization. Key revenue responsibilities across departments that generate new business and client relationships, retain existing ones through potential subscription renewals or upselling, and expand into existing customers are all about setting up revenue efforts in an effective manner.
“Our Revenue Performance Management Value Index is unique in that we look beyond monitoring execution of revenue generating activities such as managing pipeline and forecasting and into ensuring that territories, quotas and incentives are optimally planned to reflect the realities of modern omni channel selling and the multiple sources of revenue beyond the traditional focus on new and direct sales,” said Stephen Hurrell, VP & Research Director.
The Value Index for Revenue Performance Management in 2022 finds Oracle first overall with Salesforce in second place and Xactly in third. Companies that place in the top three in any category earn the designation Value Index Leader. Oracle has done so in six of the seven categories; Salesforce in five, Anaplan and Xactly in three, Board International in two, and SAP and Varicent in one category. The Value Index leaders for overall product experience across five categories are Oracle, Salesforce and Anaplan. Leaders in customer experience across two categories are Xactly, Varicent and Oracle.
The Value Index, through the thorough analysis of product and customer experience, has categorized vendors into four classifications: Exemplary, Innovative, Assurance and Merit. This Value Index representation classifies vendors’ weighted performance in Product Experience and Customer Experience. The vendors awarded Exemplary are: Anaplan, Board International, Oracle, Salesforce and Xactly. The vendor awarded Innovative is SAP. The vendor awarded Assurance is Varicent. The vendors awarded Merit are: beqom, Clari, Gong.io, InsightSquared, and SugarCRM.
Unlike many IT analyst firms that rank vendors from a product feature perspective or consider futures or vision over what is available in the products today, Ventana Research has designed the Value Index to provide a balanced perspective of vendors and products that is rooted in an understanding of how products should be assessed, evaluated and selected, and how the products are utilized across roles and must be adapted and managed to meet the requirements. This approach not only reduces cost and time but also minimizes the risk of making a decision that is bad for the organization. Using the Value Index will enable your organization to achieve the levels of efficiency and effectiveness needed to support RPM.
“The imperative to manage revenue performance to expected outcomes has never been more important to help revenue and sales leadership to have the confidence in their concerted efforts to meet executive leadership expectations,” said Mark Smith, CEO and Chief Research Officer. “This groundbreaking research supports the focus on the Office of Revenue expertise that we have established to support the growth of Chief Revenue Officers and revenue operations teams that are leading the need to plan and guide revenue performance to optimal levels.”
The Revenue Performance Management Value Index is neither sponsored nor influenced by technology vendors and is conducted solely in pursuit of Ventana Research's mission to provide value to business and IT through advisory services, benchmark assessments and workshops. Ventana Research's goal is to help guide organizations to optimal efficiency in their use of technology investments for business and IT. To learn more and to read the market report of the 2022 Value Index for Revenue Performance Management, please click here.
About Ventana Research
Ventana Research is the most authoritative and respected market research and advisory services firm. We provide insight and expert guidance on mainstream and disruptive technologies through a unique set of research-based offerings including benchmark research and technology evaluation assessments, education workshops and our research and advisory services, Ventana On-Demand. Our unparalleled understanding of the role of technology in optimizing business processes and performance and our best practices guidance are rooted in our rigorous research-based benchmarking of people, processes, information and technology across business and IT functions in every industry. This benchmark research plus our market coverage and in-depth knowledge of hundreds of technology providers means we can deliver education and expertise to our clients to increase the value they derive from technology investments while reducing time, cost and risk.
Ventana Research provides the most comprehensive analyst and research coverage in the industry; business and IT professionals worldwide are members of our community and benefit from Ventana Research’s insights, as do highly regarded media and association partners around the globe. Our views and analyses are distributed daily through blogs and social media channels including Twitter, Facebook and LinkedIn. To learn how Ventana Research advances the maturity of organizations’ use of information and technology through benchmark research, education and advisory services, visit www.ventanaresearch.com.
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