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        Mark Smith's Analyst Perspectives

        Sales organizations are under constant pressure to maximize their potential. To accomplish this they need to integrate their people and processes with those of the finance and operations groups and have access to all available information and useful technology. This is particularly true in the area of sales compensation, which when managed properly recognizes accomplishments, rewards success and motivates people. However, we find that few sales organizations take a comprehensive approach to...

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        Topics: Sales, Operational Performance Management (OPM), Sales Compensation, Sales Operations, commission, Financial Performance Management (FPM), Sales Performance Management (SPM)

        It is more important than ever for businesses to attract and retain the best talent, and managing compensation effectively is an essential tool for doing so. Obviously companies must pay well to compete, but managing salary, merit pay, variable pay and incentives for employees, tracking their hiring anniversaries and conducting accurate performance appraisals make total compensation management a complex process. All of this must be managed within budget and policy guidelines. As organizations...

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        Topics: HCM, Human Capital Management, Operational Performance Management (OPM), Sales Compensation, Business Performance Management (BPM), CFO, Compensation, Customer Performance Management (CPM), finance, Financial Performance Management (FPM), HR, Sales Performance Management (SPM), Talent Management, TCM, Workforce Performance Management (WPM)

        Organizations today create and collect data at ever faster rates, and this introduces challenges in ensuring that data is not just managed but used in a consistent manner for a range of operational and analytic tasks. This is made more difficult by new data sources whose definitions vary from standard and widely used formats. Making all information available and consistent is essential to support business processes and decision-making. A key technology tool for this effort is master data...

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        Topics: Big Data, Data Quality, Master Data Management, Social Media, Golden Records., MDM, Operational Performance Management (OPM), Business Analytics, Cloud Computing, Data Management, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Workforce Performance Management (WPM)

        Big data has great promise for many organizations today, but they also need technology to facilitate integration of various data stores, as I recently pointed out. Our big data integration benchmark research makes it clear that organizations are aware of the need to integrate big data, but most have yet to address it: In this area our Performance Index analysis, which assesses competency and maturity of organizations, concludes that only 13 percent reach the highest of four levels, Innovative....

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        Topics: Big Data, Operational Performance Management (OPM), Business Analytics, Business Intelligence, CIO, Cloud Computing, Data Integration, Business Performance Management (BPM), Information Applications (IA), Information Management (IM), Strata+Hadoop

        At this year's Dreamforce more than 140,000 people gathered in San Francisco to share the excitement about the use of technology for business. Salesforce.com’s annual conference has reached megashow status, which is a mixed blessing: Dreamforce remains social in its design, but it has become impersonal due to its size. In any case Salesforce had plenty to show off. The company has continued to enhance its cloud-based business applications for sales and customer service, and in the last year it...

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        Topics: Sales, Salesforce.com, Operational Performance Management (OPM), Analytics, Business Analytics, Business Intelligence, Business Performance Management (BPM), Customer Performance Management (CPM), Sales Performance Management (SPM)

        At its Oracle OpenWorld the multibillion technology provider showcased the breadth and depth of its cloud computing applications and platform. Chairman Larry Ellison proclaimed it the only unified and open approach in the industry. He criticized other large application vendors that use multiple platforms to support their applications, use a proprietary layer that is not fully extensible, provide only a portion of applications needed to run the business or run on Oracle’s database technology....

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        Topics: Big Data, Sales, Operational Performance Management (OPM), Sales Compensation, Sales Operations, Business Analytics, Business Collaboration, Business Intelligence, Business Performance Management (BPM), Financial Performance Management (FPM), Sales Performance Management (SPM), SFA

        In recent years line-of-business applications including accounting, human resources, manufacturing, sales and customer service have appeared in the cloud. Cloud -based software as a service (SaaS) has replaced on-premises applications that were previously part of ERP and CRM environments. They have helped companies become more efficient but have also introduced interoperability challenges between business processes. Their advantage is that cloud software can be rented, configured and used...

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        Topics: ERP, Office of Finance, Operational Performance Management (OPM), Order Management, Business Analytics, CIO, Cloud Computing, Customer Service, Business Performance Management (BPM), CFO, Financial Performance Management (FPM), Sales Performance Management (SPM), SFA, Supply Chain Performance Management (SCPM)

        Teradata continues to expand its information management and analytics technology for big data to meet growing demand. My analysis last year discussed Teradata’s approach to big data in the context of its distributed computing and data architecture. I recently got an update on the company’s strategy and products at the annual Teradata analyst summit. Our big data analytics research finds that a broad approach to big data is wise: Three-quarters of organizations want analytics to access data from...

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        Topics: Big Data, Teradata, Operational Performance Management (OPM), Analytics, Business Analytics, Business Intelligence, Cloud Computing, Information Management, NoSQL, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), IT Performance Management (ITPM), JSON, Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), UDA, Workforce Performance Management (WPM)

        In an analyst perspective at the beginning of this year I wrote that sales organizations must step beyond conventional wisdom to generate the best outcomes. One such step is to invest in software that delivers immediate value to manage sales and be efficient in its operations. Our latest research on sales organizations finds that inconsistent execution (53%), scattered information (48%) and limited visibility (42%) are motivating investment to improve sales. At CompCloud, its annual conference,...

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        Topics: Big Data, Sales, Forecast, Operational Performance Management (OPM), Sales Commission, Sales Compensation, Analytics, Business Analytics, Cloud Computing, Business Performance Management (BPM), Financial Performance Management (FPM), Insights, Quotas, Sales Performance Management (SPM), Xactly

        At the Informatica World 2014 conference, the company known for its data integration software unveiled the Intelligent Data Platform. In the last three years Informatica has expanded beyond data integration and now has a broad software portfolio that facilitates information management within the enterprise and through cloud computing. The Intelligent Data Platform forms a framework for its portfolio. This expression of broad potential is important for Informatica, which has been slow to...

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        Topics: Big Data, Master Data Management, Operational Performance Management (OPM), Business Analytics, Business Intelligence, CIO, Cloud Computing, Data Integration, Data Management, Informatica, Business Performance Management (BPM), Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Information Optimization, Product Information Management, Sales Performance Management (SPM), Supply Chain Performance Management (SCPM), Workforce Performance Management (WPM), application
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        • Ventana Research’s Analyst Perspectives are fact-based analysis and guidance on business, industry and technology vendor trends. Each Analyst Perspective presents the view of the analyst who is an established subject matter expert on new developments, business and technology trends, findings from our research, or best practice insights.

          Each is prepared and reviewed in accordance with Ventana Research’s strict standards for accuracy and objectivity and reviewed to ensure it delivers reliable and actionable insights. It is reviewed and edited by research management and is approved by the Chief Research Officer; no individual or organization outside of Ventana Research reviews any Analyst Perspective before it is published. If you have any issue with an Analyst Perspective, please email them to ChiefResearchOfficer@ventanaresearch.com

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