Mark Smith's Analyst Perspectives

The Sales Forecast Requires Commitment not Status Quo

Posted by Mark Smith on Feb 27, 2014 8:03:07 AM

In today’s highly competitive sales environment, where success depends on meeting the specific needs of buyers, an accurate and timely sales forecast is a critical tool for optimizing business outcomes. I discussed this as part of our 2014 research agenda for sales, noting that linking the forecast to commissions, quotas and territories is a requirement for success. We recently completed new benchmark research on sales forecasting to ascertain the state of the processes and technology sales organizations use. This research continues to find less than adequate efforts by organizations to improve their sales forecasting process and insufficient information about the full revenue potential from accounts and customers.

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Topics: Big Data, Sales, Operational Performance Management (OPM), Sales Forecasting, Sales Operations, Business Analytics, Business Collaboration, Cloud Computing, Business Intelligence (BI), Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Sales Performance Management (SPM), SFA, Supply Chain Performance Management (SCPM)

Wearable Computing is in Fashion and Ready for Business

Posted by Mark Smith on Feb 26, 2014 7:30:55 AM

In the near future, technology will be something we wear or attach comfortably to our bodies. Wearable computers have been evolving for some time, and while that might seem futuristic to the uninformed, in the technology industry it is rapidly becoming real. This trend is important for businesses to note, as our business technology innovation research shows that it is very important to more than half (56%) of organizations to find methods to use technology innovation to support both business processes and their people. Mobile technology is the third-most important innovative technology, after analytics and collaboration, and innovators will use all three together. Many organizations focus on acquiring and retaining the best possible workforce, which after all is their most valuable asset.

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Topics: Big Data, Social Media, HCM, Human Capital Management, Operational Performance Management (OPM), Wearable Computing, Business Analytics, Business Collaboration, Cloud Computing, Operational Intelligence, Business Intelligence (BI), Business Performance Management (BPM), Customer Performance Management (CPM), Information Applications (IA), Information Management (IM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Talent Management, Workforce Performance Management (WPM)

Oracle Modernizes HR with Mobile and Wearable Computing

Posted by Mark Smith on Feb 22, 2014 6:43:03 AM

At Oracle’s first-ever HCM World conference, the technology company demonstrated its commitment to human resources customers, explaining its strategy for Modern HR in the Cloud, which is focused on meeting the needs of employees in a large, dispersed workforce. The conference was insightful both intellectually and practically in its discussions of how workforces are changing. Oracle also showed its commitment by having both President Mark Hurd and CEO Larry Ellison present keynotes. This was the first time both have addressed a conference other than the flagship Oracle OpenWorld. It is worth watching the replays of their talks, which reveal the company’s motivation and investment in human capital management (HCM). In developing its HCM products Oracle has in mind multigenerational workforces that require software that is adaptable to people, competencies and new technologies such as mobile devices and social collaboration and recognizes the imperative to access workforce information and analytics immediately. The rebranded Oracle HCM Cloud Service has gained significant momentum, as my colleague Stephan Millard pointed out in his recent analysis of Oracle’s HCM portfolio. Taking a global approach it supports users in 196 countries, 34 languages and multiple currencies and operates entirely in a cloud environment.

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Topics: Big Data, Social Media, Human Capital Analytics, Human Capital Management, Operational Performance Management (OPM), Recruiting, Business Analytics, Business Collaboration, Cloud Computing, Oracle, Business Intelligence (BI), Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), HR, Information Applications (IA), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Talent Management, Workforce Management, Workforce Performance Management (WPM)

MicroStrategy Reveals New Generation of Analytics for Cloud and Mobile Computing

Posted by Mark Smith on Feb 18, 2014 8:18:32 AM

At its recent MicroStrategy World 2014 conference, the enterprise software company introduced a portfolio of products to make it easier to perform analytics and make them easier to access through the cloud and mobile forms of computing. These announcements accelerate MicroStrategy’s transition to approaching corporate business users of analytics from its past focus on business intelligence, which typically is purchased by IT. This is a subtle but strategic shift that recognizes where growth opportunities lie and that analytics must be available on any device at any time. MicroStrategy made it clear that advances in the cloud, mobility and big data were integral to its product releases last year and is continuing in this direction in 2014 with the products in its MicroStrategy 9.4 suite.

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Topics: Big Data, MicroStrategy, Mobile, Social Media, Customer Engagement, Operational Performance Management (OPM), Smartphone, Analytics, Business Analytics, Business Collaboration, Business Intelligence, Cloud Computing, Location Intelligence, Operational Intelligence, Business Intelligence (BI), Business Performance Management (BPM), Information Applications (IA), Tablet