Mark Smith's Analyst Perspectives

Xactly Delivers New Inspiration for Sales to Maximize its Potential

Posted by Mark Smith on Jun 9, 2014 11:22:25 AM

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, Xactly unveiled advances in its software to help improve the effectiveness and productivity of sales organizations. Spokespeople said the company’s sales compensation products have helped users manage US$10 billion in commissions in the past two years.

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

Ventana Research Technology Innovation Awards Are More Than Cool

Posted by Mark Smith on Aug 31, 2013 1:33:58 AM

In the realm of technology that matters for business and IT, our firm as part of our responsibility continually assesses the latest technology and how it can impact organizations’ efficiency and effectiveness. Our benchmark research in technology innovation found that 87% of participants indicated the importance of increasing the organization’s value through technology innovation. Every year we take our knowledge from research and technology briefings to focus on our Technology Innovation Awards and determine the vendors and products that have the potential to drive change in the market, the competitiveness of an organization’s business and sometimes just how efficiently a company operates. Our firm believes that Innovation can come from any size technology vendor from the smallest to the largest that are measured on a spectrum of attributes that contribute to the specific impact of the technology.

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Topics: Analytics, Big Data, Business Analytics, Business Collaboration, Business Intelligence, Business Mobility, Business Performance Management (BPM), CIO, Cloud Computing, Collaboration, Contact Center, Customer, Customer Performance Management (CPM), Datameer, Datawatch, ESRI, Financial Management, Financial Performance Management (FPM), Globoforce, Governance, Risk & Compliance (GRC), GRC, HCM, Hortonworks, IBM, Informatica, Information Applications (IA), Information Builders, Information Management, Information Management (IM), Information Optimization, IT Performance Management (ITPM), Johnson Controls Panoptix, Kronos, KXEN, Kyriba, Location Analytics, Location Intelligence, Marketing, Mobile, NetBase, Office of Finance, Operational Intelligence, Operational Performance Management (OPM), Oracle, Overall Operational Leadership, Peoplefluent, Planview, Roambi, Sales, Sales Performance Management (SPM), Service & Supply Chain, Social Media, SQLstream, Supply Chain Performance Management (SCPM), Sustainability, Upstream Works, Vertex, VMWare, VPI, Workforce Performance Management (WPM), IT Analytics & Performance, Xactly, Information Technology

Businesses Can Turn to Scribe for Integration in the Cloud Anytime

Posted by Mark Smith on Apr 5, 2013 11:07:24 AM

Businesses continue to try to increase productivity and simplify tasks in order to use their time smarter. Our recent business technology innovation research found that, when it comes to analytics, 44 percent of organizations spend the most time on data-related tasks. With lack of resources being the largest issue impeding the adoption of technology, IT must operate efficiently while getting business the data it needs on a timely basis. Scribe Solutions has a business-centric data integration solution that operates in the cloud. Over the last 15 years Scribe has accumulated more than 12,000 customers worldwide that span from Fortune 500 to midsize to small organizations. Scribe enables business to access marketing and sales data (part of CRM) like that in Microsoft Dynamics. It has built a strong presence indirectly and through Microsoft partners; it claims to have more than 1,000 partners, and has been expanding efforts to broaden its position by supporting a range of data sources, including Salesforce.com.  Scribe focuses on what I call information optimization, providing value from information management investments, as I outlined in our research agenda.

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Topics: Business Performance Management (BPM), Customer Performance Management (CPM), Data Integration, FinancialForce, Information Applications (IA), Information Management, Information Management (IM), Information Optimization, Intuit Quicken, IT Performance Management (ITPM), Marketo, Microsoft, On24, Operational Performance Management (OPM), Sales Performance Management (SPM), Scribe Software, SilverPop, Xactly, Business Intelligence

Sales Performance Management Is Red-Hot with Applications

Posted by Mark Smith on Jul 19, 2012 1:07:21 PM

We have just released our 2012 Value Index for Sales Performance Management (SPM), in which we evaluate the competency and maturity of vendors and products. Our firm has been researching this software category for many years, and our latest benchmark research in sales performance management found many areas for improvement among sales applications in a field where many sales organizations still use outdated or insufficient applications to manage revenue generation and customer relationships.

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Topics: Business Analytics, Business Collaboration, Business Performance Management (BPM), CallidusCloud, Cloud Computing, Financial Performance Management (FPM), Microsoft, Operational Performance Management (OPM), Oracle, Sales, Sales Performance Management, Sales Performance Management (SPM), Salesforce.com, SAP, Synygy, Varicent, Xactly, NICE Systems

Get the Most from Dreamforce for Your Sales Force

Posted by Mark Smith on Aug 30, 2011 12:31:04 PM

Salesforce.com’s 2011 Dreamforce conference is under way. If you’re in sales and you use the company’s application, here’s how to gain the most value from your time at the conference. 

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Topics: Business Analytics, Business Collaboration, Business Mobility, Business Performance Management (BPM), Callidus Software, Camelon Software, CFO, ChannelInsight, Cloud Computing, CMO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Marketing, Marketo, Merced Systems, Operational Performance Management (OPM), Qvidian, Revenue Performance, Sales, Sales Force Automation, Sales Operations, Sales Performance Management, Sales Performance Management (SPM), Salesforce.com, SFA, Social Media, Varicent, Vendavo, Workforce Performance Management (WPM), Xactly, Zilliant, Zyme Solutions, Cloud9 Analytics

Xactly What Sales Needs To Improve

Posted by Mark Smith on Aug 30, 2011 9:48:29 AM

In addressing the needs of their sales and operations teams to automate and improve performance, many organizations turn to providers of sales applications designed for specific activities. Many of these activities, including sales compensation, incentives, commissions, quotas, territories and others, Xactly has been delivering for years. This company is no newcomer to the market, with significant experience in meeting the needs of small to midsize sales organizations, and more recently addressing the needs of larger ones. 

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