Mark Smith's Analyst Perspectives

Beyond Digital Transformation: Effective Technology Innovation in 2018

Posted by Mark Smith on May 7, 2018 12:55:31 AM

Advancing the potential of any business requires continuous improvement in the processes and technology that support it. Many companies have embraced attempts at a digital transformation, and it’s become a goal to which organizational resources and budgets have been dedicated around the globe.

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Topics: Analytics, Business Intelligence, Cloud Computing, Collaboration, data science, Internet of Things, Mobile, Big Data, Data Integration, Data Governance, Data Preparation, Information Optimization, Machine Learning, Customer Experience, Billing and Recurring Revenue, Contact Center, Customer Analytics, Customer Engagement, Customer Service, Workforce Optimization, digital technology, collaboration for business, Cybersecurity, Machine Learning and Cognitive Computing, Mobile Technology, Wearable Computing, Human Capital Management, Marketing, Digital Marketing, Digital Commerce, Marketing Performance Management, Pricing and Promotion Management, Product Information Management, Office of Finance, Operations & Supply Chain, Sales

Optimizing the Business of Selling in 2017

Posted by Mark Smith on Mar 20, 2017 9:22:10 AM

I am happy to provide my personal perspective on the potential of sales organizations, processes and technology to supercharge business activity in 2017. The sales processes of organizations – whether they involve digital commerce or direct or indirect physical selling – should be part of continuous optimization efforts to reach maximum results. To do this, the people leading and running sales processes must be able to use technology that supports their responsibilities and analyzes the crucial information coming into the business. For almost 15 years, we have advocated for sales applications and tools that are necessary to optimize sales effectiveness and improve the outcomes of their sales efforts. The available portfolio is much larger than sales force automation (SFA) and involves more than the continued use of CRM, which has clear limits in its ability to manage customer relationships. The applications on offer include many facets of sales:  coaching, compensation management, contract management, configure price quote (CPQ), forecasting, quota and territory management, planning and optimization, pricing and revenue optimization, and target or market intelligence. New applications designed for sales also enable digital effectiveness that can transform organizations. Let me provide my perspective on six topics that are shaping the way sales can and should operate in 2017, and which are part of our sales research agenda for the year.

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Topics: Machine Learning, digital technology, Big Data, Machine Learning and Cognitive Computing, Mobile Technology, Operations & Supply Chain, Product Information Management, Sales and Operations Planning, Sales, Digital Commerce, Sales Enablement and Execution, Sales Performance Management, Analytics, Office of Finance, Cloud Computing, Collaboration