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        Mark Smith's Analyst Perspectives

        Looking to make your sales force more effective by automating its operations? Merced Systems can provide the traction your sales team needs. The company has been providing applications for more than a decade to customer service and more recently sales organizations, helping both measure and manage performance. Several years ago Merced Systems made a substantial investment to expand to the sales organization with new applications and now offers analytics and reporting, compensation and...

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        Topics: Sales, Social Media, Marketing, Merced Systems, Operational Performance Management (OPM), Revenue Performance, Sales Compensation, Sales Force Automation, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Business Performance Management (BPM), CFO, CMO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management, Sales Performance Management (SPM), SFA, Workforce Performance Management (WPM)

        If you want to hit the booking and revenue targets required to operate a business, you have to manage your sales forecast and pipeline. Optimally you should be able to monitor and act upon them any day of the week and make adjustments whenever you need to. Unfortunately, most organizations have to wait until they finish their manual efforts at the end of the month or quarter, or they miss critical changes in deals and behavior because they rely only on reporting from their sales force...

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        Topics: Sales, Salesforce.com, Social Media, Marketing, Operational Performance Management (OPM), Revenue Performance, Sales Force Automation, Sales Forecasting, Sales Operations, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Business Performance Management (BPM), CFO, Cloud9 Analytics, CMO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management, Sales Performance Management (SPM), SFA, Workforce Performance Management (WPM)

        The largest cloud computing conference, Dreamforce 2011, operated by Salesforce.com, is now upon us. This year attendance is estimated to be over 40,000, and there will be more technology- and developer-focused attendees and dialogue than marketing material. Unlike past years, I expect marketing professionals to be a small percentage of attendees, so I thought I would offer them a guide through the circus of activities at the conference.

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        Topics: Salesforce.com, Social Media, ExactTarget, HubSpot, Manticore Technology, Marketing, Marketing Automation, Marketing Planning, Marketo, Operational Performance Management (OPM), Pardot, Revenue Performance, Sales Force Automation, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, IBM, Business Performance Management (BPM), CFO, CMO, CRM, Customer Performance Management (CPM), Demand Generation, Eloqua, Financial Performance Management (FPM), Sales Performance Management (SPM), SFA, Unica, Digital Technology

        Qvidian entered the market for applications in sales performance management in 2011. The company, formed from the merger of The Sant Corp. and Kadient, has introduced a new suite of applications for proposals and playbooks that sales departments should examine if they’re looking to improve their efficiency and effectiveness. These applications are part of what we at Ventana Research call a sales performance management blueprint that helps optimize sales related activities and processes. 

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        Topics: Sales, Social Media, Marketing, Operational Performance Management (OPM), Revenue Performance, Sales Force Automation, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Business Performance Management (BPM), CFO, CMO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management, Sales Performance Management (SPM), SFA, Workforce Performance Management (WPM)

        At the SAPPHIRE NOW conference this week, SAP released the production version of the cloud-based Sales OnDemand software that it unveiled earlier in the year. There has been a lot of the esoteric commentary of SAP Sales OnDemand from those that exclusively cover the IT industry. Unfortunately the majority of them have never worked in sales or held a quota that prevents a provide a deeper perspective on the relevance to the sales organization and what it can provide to existing SAP customers or...

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        Topics: Sales, SAP, Social Media, Sales Compensation, Sales Force Automation, Sales Forecasting, Business Analytics, Business Collaboration, Business Intelligence, Business Mobility, Cloud Computing, Governance, Risk & Compliance (GRC), Location Intelligence, Business Performance Management (BPM), CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Sales Performance Management, Sales Performance Management (SPM), SFA

        The potential of any sales organization is measured by the people and the methods and technologies they use to sell products and services efficiently. Unfortunately, many organizations today still have not embraced new opportunities to improve the productivity and outcomes of their sales teams.

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        Topics: Sales, Social Media, Marketing, Operational Performance Management (OPM), Revenue Performance, Sales Force Automation, Business Analytics, Business Collaboration, Business Intelligence, Business Mobility, Cloud Computing, Governance, Risk & Compliance (GRC), Location Intelligence, Operational Intelligence, Business Performance Management (BPM), CFO, CMO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), IT Performance Management (ITPM), Sales Performance Management, Sales Performance Management (SPM), SFA, Supply Chain Performance Management (SCPM), Workforce Performance Management (WPM)
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        Our Analyst Perspective Policy

        • 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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