Mark Smith's Analyst Perspectives

Roambi Provides Digital Platform for Mobile Business

Posted by Mark Smith on Jul 5, 2012 6:21:20 PM

The demand for business information on mobile devices such as smartphones and tablets continues to increase, while the technology to support it has not. In our benchmark research on information applications, only 11 percent of organizations said they are very satisfied with their ability to provide such information, and their top two complaints with existing technologies are that they are too slow and not adaptable or flexible. The unique aspects of mobile technology, from the small screen size to the use of gestures for interaction, make for a complex technological problem.

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Topics: Mobile, Analysts, Mobile Business, Operational Performance Management (OPM), Analytics, Apple, Business Analytics, Business Intelligence, Business Mobility, CIO, Cloud Computing, Governance, Risk & Compliance (GRC), Information Applications, Business Intelligence (BI), Business Performance Management (BPM), Customer Performance Management (CPM), Digital Publishing, Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), iPad, iPhone, Roambi, Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Workforce Performance Management (WPM)

The Business of Sales Research Agenda for 2012

Posted by Mark Smith on Mar 6, 2012 10:28:00 PM

Investing wisely in sales-related people and processes is a key to business success. In 2012, helping sales staff perform at their highest levels should be a top priority for management. That may take some effort, according to our benchmark research, which indicates that only 14 percent of sales organizations operate at the highest level of innovation and competitiveness. In recent years, most organizations merely discussed moving beyond using only their sales force automation application and Microsoft Office for improving sales efficiency. Now sales organizations can move beyond systems that were designed decades ago, thanks to the availability of a broad range of applications to support sales activities and processes. In fact dozens of new types of sales applications are available to help sales focus on selling, which creates another issue. Where should sales organizations focus their limited resources and budgets?

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Topics: Planning, Sales, Social Media, assets, forecasting, leads, Learning, Mobile Business, objectives, Operational Performance Management (OPM), Performance, pipeline, Reporting, rewards, Sales Compensation, Sales Force Automation, sales force automation and territory, social enterprise, Analytics, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Collaboration, Business Performance Management (BPM), channel, coaching, commission, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), incentives, pricing, promotion, proposal, quota, quoting, Sales Performance Management, Sales Performance Management (SPM), SFA, Workforce Performance Management (WPM)

Proposal Software Simplifies Key Aspects of Sales

Posted by Mark Smith on Sep 25, 2011 11:39:48 PM

Sales proposals can determine whether a deal is booked or lost. In most organizations the process of creating and delivering a proposal is manual and one-off, with many potential places for mistakes. This lack of rigor and efficiency impairs many organizations’ ability to leverage their resources. Proposal Software helps sales organizations with an application called PMAPS that addresses sales management and operations. 

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Topics: Sales, Salesforce.com, Social Media, Marketing, Mobile Business, Operational Performance Management (OPM), Sales Force Automation, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Collaboration, Business Performance Management (BPM), CMO, CRM, Customer Performance Management (CPM), DF11, Financial Performance Management (FPM), proposals, Sales Performance Management, Sales Performance Management (SPM), sales pitch, SFA, Workforce Performance Management (WPM)

Salesforce Presents New Social Enterprise with Chatter, Mobility and Data

Posted by Mark Smith on Sep 2, 2011 12:45:50 PM

At the Dreamforce conference, Salesforce.com (NYSE:CRM) CEO Marc Benioff unveiled the latest evolution of the company’s strategy and supporting technology for cloud computing and mobile technologies. Its aim is to enable businesses to engage with customers and prospects via social media channels – what Salesforce calls the “social enterprise” – and empower employee and customer social networks to operate individually and together. Note I did not mention CRM, which doesn’t have a role in this platform for basic interactions with prospects and customers and is accompanied by a large ecosystem of partners that provide dedicated marketing and contact center applications. As summarized in its announcement, Salesforce’s strategy is clearly different from that of others in the applications market, including Oracle and SAP, which have products for the cloud computing environment and have made strides into integrating collaboration and social media capabilities into their applications.

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Topics: Sales, Salesforce.com, Social Media, Sustainability, Marketing, Mobile Business, Operational Performance Management (OPM), Sales Cloud, Sales Force Automation, social enterprise, Business Analytics, Business Collaboration, Business Mobility, Chatter, Cloud Computing, Collaboration, Governance, Risk & Compliance (GRC), Location Intelligence, Operational Intelligence, Business Intelligence (BI), Business Performance Management (BPM), CMO, CRM, Customer Performance Management (CPM), DF11, Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), IT Performance Management (ITPM), Sales Performance Management, Sales Performance Management (SPM), Service Cloud, SFA, Supply Chain Performance Management (SCPM), Workforce Performance Management (WPM)