Mark Smith's Analyst Perspectives

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)

MarkLogic Revs Up Information Applications with New Energy and Leadership

Posted by Mark Smith on Apr 28, 2011 1:31:35 PM

At this year’s user conference, it was clear that change is afoot at MarkLogic, whose technology platform enables users to access information more easily accessible within applications and devices. Last month the board of directors appointed a new CEO, Ken Bado, created the new position of chief marketing officer (CMO) and named a head of global services and alliances, all within three weeks. The Silicon Valley software company has been growing in the last several years but appears not fast enough for its board members. There have been a lot of advancements since my in-depth analysis in 2010 and at last years conference.

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Topics: MarkLogic, Operational Performance Management (OPM), Reporting, XML, Business Analytics, Business Mobility, Cloud Computing, Governance, Risk & Compliance (GRC), Information Applications, Location Intelligence, Operational Intelligence, Business Intelligence (BI), Business Intelligence. Big Data, Business Performance Management (BPM), Content Management, Customer Performance Management (CPM), Document Management, Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Information Platform, IT Performance Management (ITPM), Sales Performance Management (SPM), Search, Supply Chain Performance Management (SCPM), Workforce Performance Management (WPM)

Datawatch Offers Shorter Path from Data to Information

Posted by Mark Smith on Apr 21, 2011 10:45:55 PM

Turning data into information for taking actions and making decisions has bedeviled businesses throughout the computer age. Many organizations have data in dozens of applications and legacy systems along with many reports in various business intelligence systems. The challenge is to get data from each of the reports and assemble it into contextualized views of information for particular business needs. In our benchmark research on what we call information applications, only 11 percent of organizations said they are satisfied with their existing efforts to do this; more than half of organizations see the current process as too slow and not adaptable to the changes that necessarily occur in assembling actionable information.

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Topics: Operational Performance Management (OPM), Reporting, Business Analytics, Business Intelligence, Cloud Computing, Governance, Risk & Compliance (GRC), Information Applications, Business Intelligence (BI), Business Performance Management (BPM), Customer Performance Management (CPM), Datawatch, Document Management, Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), IT Performance Management (ITPM), Sales Performance Management (SPM), Supply Chain Performance Management (SCPM)