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: Big Data, Sales, Forecast, objectives, 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

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

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

Get the Most from Dreamforce for Your Sales Force

Posted by Mark Smith on Aug 30, 2011 12:31:04 PM’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: Sales,, Social Media, Marketing, Marketo, Merced Systems, Operational Performance Management (OPM), Qvidian, Revenue Performance, Sales Force Automation, Sales Operations, Zilliant, Zyme Solutions, Business Analytics, Business Collaboration, Business Mobility, Cloud Computing, Business Performance Management (BPM), Callidus Software, Camelon Software, CFO, ChannelInsight, Cloud9, CMO, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Sales Performance Management, Sales Performance Management (SPM), SFA, Varicent, Vendavo, Workforce Performance Management (WPM), Xactly