Stephen Hurrell's Analyst Perspectives | Revenue Performance Management

<!doctype html><html lang="en"><head> <meta charset="utf-8"> <title>Stephen Hurrell's Analyst Perspectives | Revenue Performance Management</title> <meta name="description" content="Revenue Performance Management | Read the latest sales analyst perspectives and insights from Stephen Hurrell, Director of Research, Office of Revenue at ISG Software Research"> <link rel="SHORTCUT ICON" href="https://stephenhurrell.isg-research.net/hubfs/ISG_Bug_Reverse_Transparent.png">  <link rel="preload" href="https://maxcdn.bootstrapcdn.com/font-awesome/4.7.0/css/font-awesome.min.css" as="style" onload="this.rel='stylesheet'"><noscript><link rel="stylesheet" href="https://maxcdn.bootstrapcdn.com/font-awesome/4.7.0/css/font-awesome.min.css"></noscript> <script src="https://kit.fontawesome.com/273b762442.js" crossorigin="anonymous"></script>  <link rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531223143/1725882474035/Ventana_Research_2023/css/_other/bootstrap.min.css" as="style" onload="this.rel='stylesheet'"><noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531223143/1725882474035/Ventana_Research_2023/css/_other/bootstrap.min.css"></noscript> <link rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/141129694108/1731490049651/Ventana_Research_2023/css/base.css" as="style" onload="this.rel='stylesheet'"><noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/141129694108/1731490049651/Ventana_Research_2023/css/base.css"></noscript> <link rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90533832970/1725882481651/Ventana_Research_2023/css/templates/blog.min.css" as="style" onload="this.rel='stylesheet'"><noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90533832970/1725882481651/Ventana_Research_2023/css/templates/blog.min.css"></noscript> <link rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90532893455/1725882477691/Ventana_Research_2023/css/templates/system.min.css" as="style" onload="this.rel='stylesheet'"><noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90532893455/1725882477691/Ventana_Research_2023/css/templates/system.min.css"></noscript> <meta name="viewport" content="width=device-width, initial-scale=1"> <script src="/hs/hsstatic/jquery-libs/static-1.4/jquery/jquery-1.11.2.js"></script> <script src="/hs/hsstatic/jquery-libs/static-1.4/jquery-migrate/jquery-migrate-1.2.1.js"></script> <script>hsjQuery = window['jQuery'];</script> <meta property="og:description" content="Revenue Performance Management | Read the latest sales analyst perspectives and insights from Stephen Hurrell, Director of Research, Office of Revenue at ISG Software Research"> <meta property="og:title" content="Stephen Hurrell's Analyst Perspectives | Revenue Performance Management"> <meta name="twitter:description" content="Revenue Performance Management | Read the latest sales analyst perspectives and insights from Stephen Hurrell, Director of Research, Office of Revenue at ISG Software Research"> <meta name="twitter:title" content="Stephen Hurrell's Analyst Perspectives | Revenue Performance Management"> <script id="hs-search-input__valid-content-types" type="application/json"> [ "SITE_PAGE", "LANDING_PAGE", "BLOG_POST", "LISTING_PAGE", "KNOWLEDGE_ARTICLE", "HS_CASE_STUDY" ] </script> <style> a.cta_button{-moz-box-sizing:content-box !important;-webkit-box-sizing:content-box !important;box-sizing:content-box !important;vertical-align:middle}.hs-breadcrumb-menu{list-style-type:none;margin:0px 0px 0px 0px;padding:0px 0px 0px 0px}.hs-breadcrumb-menu-item{float:left;padding:10px 0px 10px 10px}.hs-breadcrumb-menu-divider:before{content:'›';padding-left:10px}.hs-featured-image-link{border:0}.hs-featured-image{float:right;margin:0 0 20px 20px;max-width:50%}@media (max-width: 568px){.hs-featured-image{float:none;margin:0;width:100%;max-width:100%}}.hs-screen-reader-text{clip:rect(1px, 1px, 1px, 1px);height:1px;overflow:hidden;position:absolute !important;width:1px} </style> <link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/94288142711/1728032344610/Ventana_Research_2023/Ventana_Research_2023_child.css"> <link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/module_assets/90531062927/1702386872842/module_90531062927_Header-Global.min.css"> <link class="hs-async-css" rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531998030/1725882474041/Ventana_Research_2023/css/mmenu/mmenu.min.css" as="style" onload="this.onload=null;this.rel='stylesheet'"> <noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531998030/1725882474041/Ventana_Research_2023/css/mmenu/mmenu.min.css"></noscript> <link class="hs-async-css" rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90532297487/1725882477140/Ventana_Research_2023/css/mmenu/minimal-mmenu.min.css" as="style" onload="this.onload=null;this.rel='stylesheet'"> <noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90532297487/1725882477140/Ventana_Research_2023/css/mmenu/minimal-mmenu.min.css"></noscript> <link class="hs-async-css" rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531162297/1725882475960/Ventana_Research_2023/css/mmenu/mburger.min.css" as="style" onload="this.onload=null;this.rel='stylesheet'"> <noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531162297/1725882475960/Ventana_Research_2023/css/mmenu/mburger.min.css"></noscript> <link class="hs-async-css" rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531998027/1725882479981/Ventana_Research_2023/css/module-css/Header-Global.min.css" as="style" onload="this.onload=null;this.rel='stylesheet'"> <noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531998027/1725882479981/Ventana_Research_2023/css/module-css/Header-Global.min.css"></noscript> <style> .minimal-header--dnd_area-module-2.minimal-sticky-header{ background-color:rgba(37, 90, 137,0.9); -webkit-backdrop-filter:blur(4px); backdrop-filter:blur(4px); } .minimal-header--dnd_area-module-2 .minimal-header--centered-menu{padding-top:16px} @media (min-width: 1101px){.minimal-header--dnd_area-module-2 {background-color:rgba(255, 255, 255,0.0);}} .minimal-header--dnd_area-module-2 .minimal-header--mobile{background-color:rgba(17, 48, 73,0.1)} .minimal-header__container{min-height:100px}.minimal-header--dnd_area-module-2 .minimal-header__logo--main{padding-top: 10px;padding-right: 32px;padding-bottom: 34px;padding-left: 10px;}.minimal-header--dnd_area-module-2 .minimal-submenu.level-1 > li > span a{ padding: 20px 20px;font-family: Open Sans; font-family: 'Open Sans', sans-serif; font-style: normal; font-weight: 600; text-decoration: none;color: #FFFFFF;font-size: 17px;}.minimal-header--dnd_area-module-2 .minimal-submenu.level-1 > li > span a:hover, .minimal-header--dnd_area-module-2 .minimal-submenu.level-1 > li > span a.minimal-active-item{color: #81CEE4;}.minimal-header--dnd_area-module-2 .minimal-submenu.level-1 > li > span a:hover .minimal-menu-chevron svg path{fill: #81CEE4;}.minimal-header--dnd_area-module-2 .minimal-menu-chevron svg path{fill:#FFFFFF;}.minimal-header--dnd_area-module-2 .minimal-submenu.level-1 > li > span a > span:not(.minimal-menu-chevron):after{background-color:#81CEE4;} .minimal-header--dnd_area-module-2 .minimal-has-submenu .minimal-submenu a {font-family: Open Sans;font-family: 'Open Sans', sans-serif; font-style: normal; font-weight: normal; text-decoration: none;color: #000000;font-size: 16px;}.minimal-header--dnd_area-module-2 .minimal-has-submenu .minimal-submenu a:hover{color:#284A7B;}.minimal-header--dnd_area-module-2 .minimal-has-submenu .minimal-submenu a > span:not(.minimal-menu-chevron):after {background-color: #284A7B;}.minimal-header--dnd_area-module-2 .minimal-has-submenu .minimal-has-submenu .minimal-menu-chevron svg path{fill: var(--primary);}.minimal-header--dnd_area-module-2 .minimal-has-submenu>.minimal-submenu {border-color:#FFFFFF;}.minimal-header--dnd_area-module-2 .minimal-has-submenu>.minimal-submenu>.minimal-has-submenu>.minimal-submenu{border-color:#FFFFFF;}.minimal-header--dnd_area-module-2 .minimal-header__mobile-nav .mburger b{background:rgba( 255, 255, 255, 1.0);;}.minimal-header--dnd_area-module-2 .minimal-header__icons--search svg path{fill:rgba(255, 255, 255,1);}.minimal-header--dnd_area-module-2 .minimal-header__icons--search:hover svg path{fill:rgba(255, 255, 255,1)}.minimal-header--dnd_area-module-2 .minimal-header__language-switcher--label-icon svg path{fill:rgba(255, 255, 255,1);}.minimal-header--dnd_area-module-2 .minimal-header__language-switcher--label:hover .minimal-header__language-switcher--label-icon svg path{fill:rgba(255, 255, 255,1);}.minimal-header--dnd_area-module-2 .minimal-header__language-switcher--label-current {font-family: Raleway; font-family: Raleway, sans-serif; font-style: normal; font-weight: normal; text-decoration: none; color: #111111; font-size: color: #111111;font-size: 13px;font-family: Raleway, sans-serif;;}.minimal-header--dnd_area-module-2 .minimal-header__language-switcher--label:hover .minimal-header__language-switcher--label-current {color: rgba(255, 255, 255, 1);}.minimal-header--dnd_area-module-2 .minimal-header--off-canvas-menu .minimal-header__mobile-nav .mburger b{background: rgba(255, 255, 255, 1);} @media (max-width: 1100px) {.minimal-header--dnd_area-module-2 .minimal-header--mobile{min-height: 64px;}}@media (max-width: 1100px) { .minimal-header--dnd_area-module-2 .minimal-header--mobile {display: flex; padding: 0 15px;}}@media (max-width: 1100px) {.minimal-header--dnd_area-module-2 .minimal-header__content {}}@media (max-width: 1100px) {.minimal-header--dnd_area-module-2 .minimal-header__container:not(.minimal-header--mobile) {display: none;}}@media (min-width: 1101px) {.minimal-header--dnd_area-module-2.minimal-header--transparent-true{position:absolute;width:100%;z-index:1}}@media (max-width: 1100px) {.minimal-header--dnd_area-module-2.minimal-header--mobile-transparent-true{position:absolute;width:100%;z-index:1}} .minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header__container:not(.minimal-header--mobile) .minimal-header__mobile-nav .mburger b{background: rgba(255, 255, 255, 1);}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header__container:not(.minimal-header--mobile) .minimal-header__icons--search svg path {fill: rgba(255, 255, 255, 1);}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header__container:not(.minimal-header--mobile) .minimal-header__icons--search:hover svg path{fill:rgba(255, 255, 255,1)}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header__container:not(.minimal-header--mobile) .minimal-header__language-switcher--label-icon svg path{fill:rgba(255, 255, 255,1);}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header__container:not(.minimal-header--mobile) .minimal-header__language-switcher--label:hover .minimal-header__language-switcher--label-icon svg path{fill:rgba(255, 255, 255,1)}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header__container:not(.minimal-header--mobile) .minimal-header__language-switcher--label-current {color: rgba(255, 255, 255, 1);}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header__container:not(.minimal-header--mobile) .minimal-header__language-switcher--label:hover .minimal-header__language-switcher--label-current{color:rgba(255, 255, 255,1)} .minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-submenu.level-1 > li > span a{color: #FFFFFF;}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-submenu.level-1 > li > span a:hover, .minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-submenu.level-1 > li > span a.minimal-active-item{color: #81CEE4;} .minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-submenu.level-1 > li > span a:hover .minimal-menu-chevron svg path{fill: #CC6127;}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-menu-chevron svg path{fill:#FFFFFF}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-submenu.level-1 > li > span a > span:not(.minimal-menu-chevron):after {background-color: #81CEE4;} .minimal-header--dnd_area-module-2 .minimal-header__mobile-nav__inner>span { ;color: ;font-size: ;text-transform: ;letter-spacing: px;}.minimal-header--dnd_area-module-2 .minimal-header--centered-logo .minimal-header__mobile-nav__inner>span, .minimal-header--dnd_area-module-2 .minimal-header--off-canvas-menu .minimal-header__mobile-nav__inner>span{color: #17161a;}.minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header--centered-logo .minimal-header__mobile-nav__inner>span, .minimal-header--dnd_area-module-2.minimal-sticky-header .minimal-header--off-canvas-menu .minimal-header__mobile-nav__inner>span{color: #363636;}#minimal-header__icons--search__mmenu .hs-search-field--open .hs-search-field__suggestions{border:1px solid rgba(215, 215, 215,1.0)}#minimal-header__icons--search__mmenu .hs-search-field__suggestions li a{color:rgba(105, 119, 207,1.0)}#minimal-header__icons--search__mmenu .hs-search-field__suggestions li a:hover{color:rgba(240, 84, 125,1.0)}#minimal-header__icons--search__mmenu .hs-search-field__suggestions li a:before{border:1px solid#363636}#minimal-header__icons--search__mmenu .hs-search-field__suggestions #results-for{font-family:Raleway;font-family: Raleway, sans-serif; font-style: normal; font-weight: normal; text-decoration: none;color:#363636;font-size:{value=15, units=px}{value=15, units=px}}#minimal-header__icons--search__mmenu .hs-search-highlight{font-weight:regular}.minimal-header--dnd_area-module-2 .minimal-header__content--rich-text{margin-top:0px;margin-right:0px;margin-bottom:0px;margin-left:0px}.minimal-header--dnd_area-module-2 .minimal-social-links {margin-top:0px; margin-right: 10px;margin-bottom: 0px; margin-left:10px;}.minimal-header--dnd_area-module-2 .minimal-social-links .minimal-social-links__link svg{width:20px;height:20px}.minimal-header--dnd_area-module-2 .minimal-social-links .minimal-social-links__link svg path{fill:rgba(255, 255, 255,1.0)}.minimal-header--dnd_area-module-2 .minimal-social-links .minimal-social-links__link:hover svg path{fill:rgba(129, 206, 228,1.0);}.minimal-header--dnd_area-module-2 .minimal-button {font-family:Raleway;font-family: Raleway, sans-serif; font-style: normal; font-weight: 500; text-decoration: none;color: rgba(255, 255, 255, 1) !important;font-size:14px;background-color: rgba(204, 97, 39, 1.0);border-radius: 4px; padding: 6px 20px; margin-top:px; margin-right: px; margin-bottom: px; margin-left:0px;}.minimal-header--dnd_area-module-2 .minimal-button:hover{color:rgba(255, 255, 255,1)!important;background-color:rgba(204, 97, 39,0.8)}.minimal-header--dnd_area-module-2 .minimal-button svg path{fill:rgba(255, 255, 255,1)}.minimal-header--dnd_area-module-2 .minimal-button:hover svg path{fill:rgba(255, 255, 255,1)!important} .minimal-header--dnd_area-module-2 .minimal-button{border-width:2px;border-style:solid;border-color:rgba(204, 97, 39,1.0)} .minimal-header--dnd_area-module-2 .minimal-button:hover {border-color:rgba(204, 97, 39,1.0)} #minimal-header__mobile-nav__mmenu .mm-btn_prev.mm-btn:before{border-color:rgba(17, 17, 17,1.0)}#minimal-header__mobile-nav__mmenu .mm-navbar{color:rgba(17, 17, 17,1.0)}#minimal-header__mobile-nav__mmenu .mm-btn_close:before,#minimal-header__mobile-nav__mmenu .mm-btn_close:after{background-color:rgba(17, 17, 17,1.0)!important}#minimal-header__mobile-nav__mmenu .lang_list_class li a:hover{color:rgba(129, 206, 228,1.0)}#minimal-header__mobile-nav__mmenu .lang_list_class li a{color:rgba(37, 90, 137,1.0)}#minimal-header__mobile-nav__mmenu .mm-listitem,#minimal-header__mobile-nav__mmenu .mm-panel,#minimal-header__mobile-nav__mmenu.mm-menu{color:rgba(54, 54, 54,1.0;overflow:scroll;height:auto;min-height:100%; position:relative;)}#minimal-header__mobile-nav__mmenu .mm-panel,#minimal-header__mobile-nav__mmenu .mm-panels,#minimal-header__mobile-nav__mmenu .mm-listitem,#minimal-header__mobile-nav__mmenu.mm-menu{border-color:rgba(0, 0, 0,0.1;overflow:scroll;height:auto;min-height:100%;)}#minimal-header__mobile-nav__mmenu .mm-divider,#minimal-header__mobile-nav__mmenu .mm-panels,#minimal-header__mobile-nav__mmenu .mm-panel,#minimal-header__mobile-nav__mmenu.mm-menu{background:rgba(255, 255, 255,0.4);backdrop-filter:blur(4px);overflow:scroll;height:auto;min-height:100%;}#minimal-header__mobile-nav__mmenu .mm-btn:after,#minimal-header__mobile-nav__mmenu .mm-btn:before{border-color:rgba(54, 54, 54,1.0)}.mm-menu .minimal-header__mobile-nav__mmenu__content a:link,.mm-menu .minimal-header__mobile-nav__mmenu__content a{color:rgba(37, 90, 137,1.0)}.mm-menu .minimal-header__mobile-nav__mmenu__content a:active, .mm-menu .minimal-header__mobile-nav__mmenu__content a:hover, .mm-menu .minimal-header__mobile-nav__mmenu__content a:visited{color:rgba(129, 206, 228,1.0)}#minimal-header__mobile-nav__mmenu .hs-search-field--open .hs-search-field__suggestions{border:1px solid rgba(0, 0, 0,1.0);}#minimal-header__mobile-nav__mmenu .minimal-header__content--rich-text{margin-top:0px;margin-right:0px;margin-bottom:0px;margin-left:0px}#minimal-header__mobile-nav__mmenu .minimal-social-links{margin-top:0px;margin-right:0px;margin-bottom:0px;margin-left:0px}#minimal-header__mobile-nav__mmenu .minimal-social-links .minimal-social-links__link svg{width:18px;height:18px}#minimal-header__mobile-nav__mmenu .minimal-social-links .minimal-social-links__link svg path{fill:rgba(54, 54, 54,1.0)}#minimal-header__mobile-nav__mmenu .minimal-social-links .minimal-social-links__link:hover svg path{fill:rgba(62, 169, 245,1.0)}#minimal-header__mobile-nav__mmenu .minimal-button{font-family:Raleway;font-family: Raleway, sans-serif; font-style: normal; font-weight: normal; text-decoration: none;color:rgba(255, 255, 255,1)!important;font-size:15px;background-color:rgba(2, 81, 88,1.0);border-radius:2px;padding:12px32px;margin-top:px;margin-right:px;margin-bottom:px;margin-left:px}#minimal-header__mobile-nav__mmenu .minimal-button:hover{color:rgba(255, 255, 255,1)!important;background-color:rgba(1, 0, 53,1.0)}#minimal-header__mobile-nav__mmenu .minimal-button svg path{fill:rgba(255, 255, 255,1)}#minimal-header__mobile-nav__mmenu .minimal-button:hover svg path{fill:rgba(255, 255, 255,1)!important} .minimal-header--dnd_area-module-2 .minimal-mega-menu__col .hs-menu-wrapper ul .hs-menu-item a{font-family:Raleway;font-family: Raleway, sans-serif; font-style: normal; font-weight: normal; text-decoration: none;color:#111111;font-size:17px} .minimal-header--dnd_area-module-2 .minimal-mega-menu__col .hs-menu-wrapper ul .hs-menu-item a:hover{color:#6977cf}.minimal-header--dnd_area-module-2 .minimal-mega-menu__col .minimal-mega-menu__col__inner--menu-header .hs-menu-wrapper ul .hs-menu-item.hs-menu-depth-1 > a {font-family:Raleway;font-family: Raleway, sans-serif; font-style: normal; font-weight: normal; text-decoration: none;color:#111111;font-size:17px}.minimal-header--dnd_area-module-2 .minimal-mega-menu__col .hs-menu-wrapper ul .hs-menu-item a:hover:after{background-color:#6977cf}.minimal-header--dnd_area-module-2 .minimal-mega-menu__col .minimal-mega-menu__col__inner--menu-header .hs-menu-wrapper ul .hs-menu-item.hs-menu-depth-1 > a:after{display:none}#minimal-header__icons--search__mmenu{background:var(--primary_color)} </style> <link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/module_assets/119347658644/1731343098581/module_119347658644_analyst_listing_for_sidebar.min.css"> <link rel="stylesheet" href="/hs/hsstatic/AsyncSupport/static-1.122/sass/rss_post_listing.css"> <link rel="stylesheet" href="https://cdn2.hubspot.net/hub/-1/hub_generated/module_assets/-2712622/1733242115980/module_-2712622_Site_Search_Input.min.css"> <style> .boxs_outer { display: flex; flex-direction: column; gap: 20px; } .boxs_outer .box .content { display: flex; gap: 10px; justify-content: space-between; align-items: center; } .boxs_outer .box .content p, .boxs_outer .box .content h4{ margin:0; padding:0; } .boxs_outer .box .content h4 { font-size: 18px; line-height: 18px; } .boxs_outer .box .content .read_time, .boxs_outer .box .content .post_date, .box .content .author_outer { opacity: .7; font-size: 85%; } .boxs_outer .box .content .right img { max-width: 80px; } .border-row { background: #393333; width: 60px; height: 3px; margin: 12px 0; } .boxs_outer .box .content i { margin: 0; margin-left: 5px; font-style: normal; font-size: 18px; vertical-align: middle; } .boxs_outer .box .content .summary { display: block; margin-bottom: 10px; line-height: 24px; } .blog-post__tag-link { background: var(--secondary); color: var(--white); padding: 0px 4px 1px; border-radius: 2px; } .boxs_outer{ display: grid; grid-template-columns: 1fr 1fr 1fr; gap: 20px; } .boxs_outer .box .content { justify-content: center; flex-direction: column-reverse; border-radius: 10px; overflow: hidden; background:#fff; } .boxs_outer .box .content .right, .boxs_outer .box .content .right img { width: 100%; max-width: 100%; } @media (max-width:991px){ .boxs_outer { grid-template-columns: 1fr 1fr; } @media (max-width:575px){ .boxs_outer { grid-template-columns: 1fr; } .boxs_outer .box .content .left { padding: 20px 3px; } } @media (max-width:576px){ .outer_container{ padding:0px 15px; } } </style> <style> .tf-footer-04 .tf-footer-nav .hs-menu-wrapper>ul{ list-style:none; padding:0; margin:0 } .tf-footer-04 .tf-footer-nav .hs-menu-wrapper>ul li,.tf-footer-04 .tf-footer-nav .hs-menu-wrapper>ul li a{ display:block; padding-right:0rem; cursor:pointer } .tf-footer-04 .tf-footer-nav li a{ line-height:2.5rem } .tf-footer-04 .tf-footer-nav li a:not(:hover){ color:inherit } .tf-footer-04 .social{ list-style:none; padding:0; margin:1rem 0 } .tf-footer-04 .social li{ display:inline-block; text-align:center } .tf-footer-04 .social li a{ border-bottom:none; font-size:1.4em } .tf-footer-04 ul.social li{ display:inline-block } .tf-footer-04 ul.social li i{ border-radius:50%; padding:6px; margin:3px;opacity:1;color:#fff; width:42px; height:42px;display:flex; justify-content:center; align-items:center; -webkit-transition:all ease-in-out .3s; -o-transition:all ease-in-out .3s; transition:all ease-in-out .3s; font-size:18px } .tf-footer-04 ul.social li a:hover i{ opacity:.75 } .tf-footer-04 ul.social li:hover, ul.social li a:hover { opacity: 1; } .tf-footer-04 .footer-logo { margin-bottom: .8rem; padding-bottom: 3rem; } .tf-footer-04 ul.hs-menu-children-wrapper { list-style-type: none; padding: 0; } .tf-footer-04 li.hs-menu-item.hs-menu-depth-2 a { padding: 8px 20px; display: block; } .tf-footer-04 li.hs-menu-item.hs-menu-depth-2 a:hover { background: #000; color: #fff; } .tf-footer-04 .row.footer-row { -webkit-box-align: center; -ms-flex-align: center; align-items: center; } .tf-footer-04 .footer-logo-socials img { max-width: 100%; height: auto; } .tf-footer-04 .tf-footer-nav .hs-menu-wrapper>ul li:hover a, .tf-footer-04 .tf-footer-nav .hs-menu-wrapper > ul li a:hover { color: rgba(129, 206, 228,1.0); } @media only screen and (max-width: 768px) { .tf-footer-04 ul.social li { margin-right: 0.5rem; margin-left: 0; } .row.footer-row { -webkit-box-orient: vertical; -webkit-box-direction: reverse; -ms-flex-direction: column-reverse; flex-direction: column-reverse; } .tf-footer-04 .social { padding-bottom: 0.2rem; padding-top: 0; display: flex; justify-content: center; } .footer-row p { margin-bottom: 20px !important; text-align: center; } .tf-footer-04 .tf-footer-nav .hs-menu-wrapper > ul li, .tf-footer-04 .tf-footer-nav .hs-menu-wrapper > ul li a { line-height: 3; } } .footer-heading { padding-bottom: 5px; margin-top: 20px; } .footer-logo-socials { margin: 40px 0 0 } .tf-footer-04 .tf-footer-nav .hs-menu-wrapper>ul { display: block } .footer-row p { margin-bottom: 0 } .footer-email { padding-bottom: 60px; max-width: 550px; margin: auto; position: relative } .footer-email .actions .hs-button { transition: all .15s ease-in-out; animation-timing-function: ease-in-out; font-family: Poppins, sans-serif; font-style: normal; font-weight: 400; text-decoration: none; font-size: 2rem; line-height: 1.1812500000000001rem; height: 45px; width: 45px; text-align: center; padding: 0rem; border: 1px solid; border-radius: 50%; display: -webkit-inline-box; display: -ms-inline-flexbox; display: flex; justify-content: center; -webkit-box-align: center; -ms-flex-align: center; align-items: center; position: absolute; right: 7px; bottom: 6.8% } .footer-email form { position: relative } .footer-email input:not([type="radio"]):not([type="checkbox"]):not([type="file"]):not([type="submit"]):not([type="button"]) { border-radius: 40px; background: #012E41; border-color: #012E41; color: #f9f9f9; box-shadow: 0 3px 20px #0000002e } .footer-email .hs-error-msgs { position: absolute } .footer-email input[type=submit].hs-button.primary { background: #ffffff !important; color: #012e41; border-color: #ffffff !important } .tf-footer-04 svg { width: 100%; height: auto; margin-top: -15px } .footer__logo { padding-bottom: 10px; } .footer__logo img { width: 150px; height: auto; object-fit: contain } @media(max-width:481px) { .footer-email .actions .hs-button { position: absolute; right: 2px; bottom: 2.5% } .pl-05 { padding-left: 20px } } .Footer { position:relative; } .pl-05{ padding-left:20px } .submitted-message{ text-align:center; color:green } .Footer p a{ border:0!important; text-decoration:none } .email__form input.hs-input.invalid.error{ padding:15px; width:100%; border:none; border-radius:4px; margin-bottom:10px } .email__form ul.no-list.hs-error-msgs.inputs-list{ padding:0 } </style> <style> @font-face { font-family: "Poppins"; font-weight: 400; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Poppins/regular.woff2") format("woff2"), url("/_hcms/googlefonts/Poppins/regular.woff") format("woff"); } @font-face { font-family: "Poppins"; font-weight: 400; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Poppins/regular.woff2") format("woff2"), url("/_hcms/googlefonts/Poppins/regular.woff") format("woff"); } @font-face { font-family: "Raleway"; font-weight: 500; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Raleway/500.woff2") format("woff2"), url("/_hcms/googlefonts/Raleway/500.woff") format("woff"); } @font-face { font-family: "Raleway"; font-weight: 600; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Raleway/600.woff2") format("woff2"), url("/_hcms/googlefonts/Raleway/600.woff") format("woff"); } @font-face { font-family: "Raleway"; font-weight: 400; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Raleway/regular.woff2") format("woff2"), url("/_hcms/googlefonts/Raleway/regular.woff") format("woff"); } @font-face { font-family: "Open Sans"; font-weight: 400; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Open_Sans/regular.woff2") format("woff2"), url("/_hcms/googlefonts/Open_Sans/regular.woff") format("woff"); } @font-face { font-family: "Open Sans"; font-weight: 500; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Open_Sans/500.woff2") format("woff2"), url("/_hcms/googlefonts/Open_Sans/500.woff") format("woff"); } @font-face { font-family: "Open Sans"; font-weight: 600; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Open_Sans/600.woff2") format("woff2"), url("/_hcms/googlefonts/Open_Sans/600.woff") format("woff"); } @font-face { font-family: "Open Sans"; font-weight: 400; font-style: normal; font-display: swap; src: url("/_hcms/googlefonts/Open_Sans/regular.woff2") format("woff2"), url("/_hcms/googlefonts/Open_Sans/regular.woff") format("woff"); } </style> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531298689/1725882485377/Ventana_Research_2023/js/jquery-1.7.1.min.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531222542/1725882476332/Ventana_Research_2023/js/jQuery.min.js"></script>  <script> var _hsp = window._hsp = window._hsp || []; _hsp.push(['addPrivacyConsentListener', function(consent) { if (consent.allowed || (consent.categories && consent.categories.analytics)) { (function(i,s,o,g,r,a,m){i['GoogleAnalyticsObject']=r;i[r]=i[r]||function(){ (i[r].q=i[r].q||[]).push(arguments)},i[r].l=1*new Date();a=s.createElement(o), m=s.getElementsByTagName(o)[0];a.async=1;a.src=g;m.parentNode.insertBefore(a,m) })(window,document,'script','//www.google-analytics.com/analytics.js','ga'); ga('create','UA-1223294-1','auto'); ga('send','pageview'); }}]); </script>   <script> var _hsp = window._hsp = window._hsp || []; window.dataLayer = window.dataLayer || []; function gtag(){dataLayer.push(arguments);} var useGoogleConsentModeV2 = true; var waitForUpdateMillis = 1000; if (!window._hsGoogleConsentRunOnce) { window._hsGoogleConsentRunOnce = true; gtag('consent', 'default', { 'ad_storage': 'denied', 'analytics_storage': 'denied', 'ad_user_data': 'denied', 'ad_personalization': 'denied', 'wait_for_update': waitForUpdateMillis }); if (useGoogleConsentModeV2) { _hsp.push(['useGoogleConsentModeV2']) } else { _hsp.push(['addPrivacyConsentListener', function(consent){ var hasAnalyticsConsent = consent && (consent.allowed || (consent.categories && consent.categories.analytics)); var hasAdsConsent = consent && (consent.allowed || (consent.categories && consent.categories.advertisement)); gtag('consent', 'update', { 'ad_storage': hasAdsConsent ? 'granted' : 'denied', 'analytics_storage': hasAnalyticsConsent ? 'granted' : 'denied', 'ad_user_data': hasAdsConsent ? 'granted' : 'denied', 'ad_personalization': hasAdsConsent ? 'granted' : 'denied' }); }]); } } gtag('js', new Date()); gtag('set', 'developer_id.dZTQ1Zm', true); gtag('config', 'G-QPB833ZNSJ'); </script> <script async src="https://www.googletagmanager.com/gtag/js?id=G-QPB833ZNSJ"></script>   <script> var _hsp = window._hsp = window._hsp || []; window.dataLayer = window.dataLayer || []; function gtag(){dataLayer.push(arguments);} var useGoogleConsentModeV2 = true; var waitForUpdateMillis = 1000; var hsLoadGtm = function loadGtm() { if(window._hsGtmLoadOnce) { return; } if (useGoogleConsentModeV2) { gtag('set','developer_id.dZTQ1Zm',true); gtag('consent', 'default', { 'ad_storage': 'denied', 'analytics_storage': 'denied', 'ad_user_data': 'denied', 'ad_personalization': 'denied', 'wait_for_update': waitForUpdateMillis }); _hsp.push(['useGoogleConsentModeV2']) } (function(w,d,s,l,i){w[l]=w[l]||[];w[l].push({'gtm.start': new Date().getTime(),event:'gtm.js'});var f=d.getElementsByTagName(s)[0], j=d.createElement(s),dl=l!='dataLayer'?'&l='+l:'';j.async=true;j.src= 'https://www.googletagmanager.com/gtm.js?id='+i+dl;f.parentNode.insertBefore(j,f); })(window,document,'script','dataLayer','GTM-MS22B69'); window._hsGtmLoadOnce = true; }; _hsp.push(['addPrivacyConsentListener', function(consent){ if(consent.allowed || (consent.categories && consent.categories.analytics)){ hsLoadGtm(); } }]); </script>   <meta property="fb:pages" content="ventanaresearch">  <meta name="theme-color" content="#255A89">  <meta name="msapplication-navbutton-color" content="#255A89">  <meta name="apple-mobile-web-app-capable" content="yes"> <meta name="apple-mobile-web-app-status-bar-style" content="black-translucent"> <link rel="apple-touch-startup-image" href="//stephenhurrell.isg-research.net/hubfs/Logos/VentanaResearch_HorizontalLogo_TwoLines_onecolor_Reversed.svg">  <link href="https://fonts.googleapis.com/css?family=Open+Sans:400,600,700" rel="stylesheet"> <link rel="stylesheet" href="https://fonts.googleapis.com/css?family=Open+Sans:400,600,700%7CRoboto+Slab:100,300,400,700" media="none" onload="if (media !== 'all') media = 'all'"> <link href="https://stephenhurrell.isg-research.net/hubfs/Website_Files/css/animate.css" rel="stylesheet">  <meta name="twitter:site" content="@ventanaresearch"> <link rel="next" href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management/page/2"> <meta property="og:type" content="blog"> <meta name="twitter:card" content="summary"> <meta name="twitter:domain" content="stephenhurrell.isg-research.net"> <link rel="alternate" type="application/rss+xml" href="https://stephenhurrell.isg-research.net/rss.xml"> <meta http-equiv="content-language" content="en"> <link rel="preload" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/94310869011/1725882483469/Ventana_Research_2023/css/components/custom-style.min.css" as="style" onload="this.rel='stylesheet'"><noscript><link rel="stylesheet" href="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/94310869011/1725882483469/Ventana_Research_2023/css/components/custom-style.min.css"></noscript>  <style> /*css for menga menu issue fixes */ @media (min-width: 769px){ .minimal-header--dnd_area-module-1 { z-index: 1000 !important; } } </style> <style> .custom-banner { background-attachment: fixed; background-position: center bottom; background-repeat: no-repeat; background-size: cover; padding: 7em 0 3em; text-align: center; } .blog--post__image { text-align: center; } .blog-header{ height: 400px; } .custom-banner { background-position: center top; } img.analyst-header-photo { display:inline; } h1.analyst-header-title{ text-align: center; display:inline; } .analyst-header-photo { width: 180px; } @media (max-width: 600px) { @media (max-width: 600px) { .wrapingimage { float: none !important; width: 100% !important; margin: 0 !important; margin-bottom: 5px !important; } .wrapingimage img { width: 100%; } .analyst-header-photo { width: 150px; } } } .blog-sidebar { -ms-flex-preferred-size: 40%; flex-basis: 40%; /*width: 330px;*/ margin-top: 0px; border: 0px solid; padding: 40px !important; } .wrapingimage { float: right; margin: 5px 5px 5px 20px; } .list-card-p p { font-size: 18px !important; } .author-meta{ font-size: 15px !important; } ul.social-share li { align-items: center; background: #255a89; border-radius: 100%; display: flex; font-size: 20px; height: 40px; justify-content: center; margin: 0 5px; width: 40px; } </style><meta name="generator" content="HubSpot"></head> <body class="">  <noscript><iframe src="https://www.googletagmanager.com/ns.html?id=GTM-MS22B69" height="0" width="0" style="display:none;visibility:hidden"></iframe></noscript>  <div class="container-fluid body-container body-container--home p-0"> <div class="row-fluid-wrapper"> <div class="row-fluid"> <div class="span12 widget-span widget-type-cell " style="" data-widget-type="cell" data-x="0" data-w="12"> <div class="row-fluid-wrapper row-depth-1 row-number-1 dnd-section"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_dnd_area-module-1" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <style> #hs_cos_wrapper_dnd_area-module-1 span.inner.second_inner ul { list-style:none; margin:0; padding:0; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner { display:flex !important; flex-direction:row-reverse; flex-wrap:wrap !important; justify-content:space-between; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner { text-align:right; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip { background-color:rgba(17,48,73,1.0); } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner ul li a, #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner .inner { color:rgba(255,255,255,1.0); position:relative; z-index:2; } #hs_cos_wrapper_dnd_area-module-1 .top_cta_outer .btn { padding:4px 10px !important; height:auto; border-radius:2px; } #hs_cos_wrapper_dnd_area-module-1 .top_cta_outer p { margin:0; padding:0; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner { padding:4px 0px; padding-bottom:5.5px; } #hs_cos_wrapper_dnd_area-module-1 span.inner.second_inner { display:flex; align-items:center; } #hs_cos_wrapper_dnd_area-module-1 .top_cta_outer a#cta_button_2035844_fdef8ece-3c43-415d-bcfa-76656891e304 { background:#235683 !important; padding:3px 15px !important; line-height:15px !important; font-weight:100 !important; border-radius:0 !important; padding-bottom:9px !important; } #hs_cos_wrapper_dnd_area-module-1 .top_cta_outer a#cta_button_2035844_fdef8ece-3c43-415d-bcfa-76656891e304 strong { margin:0; padding:0; line-height:10px; } #hs_cos_wrapper_dnd_area-module-1 .top_cta_outer a#cta_button_2035844_fdef8ece-3c43-415d-bcfa-76656891e304 span { font-size:14px !important; text-transform:lowercase; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner { display:block; } @media (max-width:991px) { #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner { padding-bottom:0.5px !important; } } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner ul li a { padding:2px 4px; font-size:14px; margin:0px 4px; position:relative; z-index:2; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner ul { display:inline-flex; flex-direction:row; } @media (max-width:991px) { #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner .inner.text_content_parent { text-align:center; padding-bottom:5px; line-height:18px; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner { flex-direction:column; align-items:center; text-align:center; } } @media (max-width:575px) { #hs_cos_wrapper_dnd_area-module-1 .inner.second_inner ul { display:flex; flex-wrap:wrap; list-style:none; margin:0; padding-left:0; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner { text-align:center; } #hs_cos_wrapper_dnd_area-module-1 .top_bar_strip .content_inner ul { justify-content:center; } } .top_bar_strip { display: none !important; } .top_bar_strip.new{ display:block !important; } </style> <div class="top_bar_strip new" style="display:block !important;"> <div class="container"> <div class="row"> <div class="col-md-12"> <div class="content_inner">   <span class="inner second_inner"> <div class="top_cta_outer">  <a class="btn btn-primary" href="https://www.isg-research.net/join-our-community">Join Our Community</a> </div> <ul role="menu">  <li><a href="https://client.isg-research.net/_hcms/mem/login">Login</a></li> <li><a href="https://www.isg-research.net/search"> <svg xmlns="http://www.w3.org/2000/svg" width="16" height="16" fill="currentColor" class="bi bi-search" viewbox="0 0 16 16"> <path d="M11.742 10.344a6.5 6.5 0 1 0-1.397 1.398h-.001c.03.04.062.078.098.115l3.85 3.85a1 1 0 0 0 1.415-1.414l-3.85-3.85a1.007 1.007 0 0 0-.115-.1zM12 6.5a5.5 5.5 0 1 1-11 0 5.5 5.5 0 0 1 11 0z"></path> </svg> Search</a></li> </ul> </span>  <span class="inner text_content_parent"> </span>  </div> </div> </div> </div> </div> <script> $(document).ready(function(){ // Remove all code from the top bar which comes from minimal actucall theme $(".top_bar_strip:not(.new)").empty(); }); </script></div> </div> </div> </div> <div class="row-fluid-wrapper row-depth-1 row-number-2 dnd-section"> <div class="row-fluid "> <div class="span12 widget-span widget-type-custom_widget dnd-module" style="" data-widget-type="custom_widget" data-x="0" data-w="12"> <div id="hs_cos_wrapper_dnd_area-module-2" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <style> .top_bar_strip .content_inner { text-align: right; } .top_bar_strip{ background-color:rgba(17, 48, 73, 1.0); } .top_bar_strip .content_inner ul li a, .top_bar_strip .content_inner .inner{ color:rgba(255, 255, 255, 1.0); } .top_bar_strip .content_inner { display:block; } </style> <style> .minimal-has-submenu>.minimal-submenu { background-color: rgba( 255, 255, 255, 1.0);; padding: 0.7rem 10px; } .minimal-header--dnd_area-module-2 .minimal-has-submenu .minimal-submenu a:hover { background-color: rgba( 255, 255, 255, 0.0);; } </style> <div class="top_bar_strip"> <div class="container"> <div class="row"> <div class="col-md-12"> <div class="content_inner"> <span class="inner"> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><div id="hs_menu_wrapper_dnd_area-module-2_" class="hs-menu-wrapper active-branch flyouts hs-menu-flow-horizontal" role="navigation" data-sitemap-name="" data-menu-id="" aria-label="Navigation Menu"> <ul role="menu"> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.ventanaresearch.com/_hcms/mem/login" role="menuitem" target="_self">Log In</a></li> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.isg-research.net/search" role="menuitem" target="_self"> <svg xmlns="http://www.w3.org/2000/svg" width="16" height="16" fill="currentColor" class="bi bi-search" viewbox="0 0 16 16"> <path d="M11.742 10.344a6.5 6.5 0 1 0-1.397 1.398h-.001c.03.04.062.078.098.115l3.85 3.85a1 1 0 0 0 1.415-1.414l-3.85-3.85a1.007 1.007 0 0 0-.115-.1zM12 6.5a5.5 5.5 0 1 1-11 0 5.5 5.5 0 0 1 11 0z" /> </svg> Search</a></li> </ul> </div></span> </span> </div> </div> </div> </div> </div> <div class="minimal-header minimal-header--dnd_area-module-2 minimal-header--transparent-true minimal-header--mobile-transparent-true minimal-header--mega-menu-full-width" data-sticky="true"> <div class="minimal-header__container minimal-content-wrapper minimal-header--default"> <div class="minimal-header__logo minimal-header__logo--main"> <span id="hs_cos_wrapper_dnd_area-module-2_hs_logo_widget" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_logo" style="" data-hs-cos-general-type="widget" data-hs-cos-type="logo"><a href="https://www.isg-research.net/" id="hs-link-dnd_area-module-2_hs_logo_widget" style="border-width:0px;border:0px;"><img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png" class="hs-image-widget " height="46" style="height: auto;width:400px;border-width:0px;border:0px;" width="400" alt="ISG_Software_Research_Logo_v1_white_766x" title="ISG_Software_Research_Logo_v1_white_766x" loading="lazy" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=200&height=23&name=ISG_Software_Research_Logo_v1_white_766x.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=600&height=69&name=ISG_Software_Research_Logo_v1_white_766x.png 600w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=800&height=92&name=ISG_Software_Research_Logo_v1_white_766x.png 800w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1000&height=115&name=ISG_Software_Research_Logo_v1_white_766x.png 1000w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1200&height=138&name=ISG_Software_Research_Logo_v1_white_766x.png 1200w" sizes="(max-width: 400px) 100vw, 400px"></a></span> </div> <div class="minimal-header__navigation minimal-header__nav--right"> <nav aria-label="Main menu" class="minimal-navigation-primary"> <ul class="minimal-submenu level-1"> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about" class="minimal-menu-link"><span>About Us</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-2"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/resources/awards" class="minimal-menu-link"><span>Awards</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://summit.isg-research.net" class="minimal-menu-link"><span>Digital Summit</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/events" class="minimal-menu-link"><span>Events & Webinars</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/media" class="minimal-menu-link"><span>Media Kit</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/ventana-research-is-now-part-of-isg" class="minimal-menu-link"><span>Now Part of ISG</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/teams" class="minimal-menu-link"><span>Our Team</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/client_experience" class="minimal-menu-link"><span>Our eXperience</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/press-release" class="minimal-menu-link"><span>Press Releases</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/en/what-our-clients-say" class="minimal-menu-link"><span>Testimonials</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="javascript:;" class="minimal-menu-link"><span><span class="mega-menu-1">Expertise</span></span></a></span> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industries" class="minimal-menu-link"><span>Industries</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-2"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/automotive" class="minimal-menu-link"><span>Automotive</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/banking" class="minimal-menu-link"><span>Banking</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/consumer-products" class="minimal-menu-link"><span>Consumer Products</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/financial-services" class="minimal-menu-link"><span>Financial Services</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/food-beverage" class="minimal-menu-link"><span>Food & Beverage</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/healthcare" class="minimal-menu-link"><span>Healthcare</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/hospitality" class="minimal-menu-link"><span>Hospitality</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/insurance" class="minimal-menu-link"><span>Insurance</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/manufacturing" class="minimal-menu-link"><span>Manufacturing</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/media-entertainment" class="minimal-menu-link"><span>Media & Entertainment</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/real-estate" class="minimal-menu-link"><span>Real Estate</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/retail" class="minimal-menu-link"><span>Retail</span></a></span> </li> </ul> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research" class="minimal-menu-link"><span>Research</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-2"> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides" class="minimal-menu-link"><span>Buyers Guides</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-3"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides" class="minimal-menu-link"><span>Overview</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers-guides/inclusion" class="minimal-menu-link"><span>Inclusion Policy</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers_guides/vendor_participation" class="minimal-menu-link"><span>Participation</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/published-buyers-guide-research" class="minimal-menu-link"><span>Published</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers-guide-search" class="minimal-menu-link"><span>Search</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/enterprise-and-service-providers" class="minimal-menu-link"><span>Services - Enterprise</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/enterprise-and-service-providers" class="minimal-menu-link"><span>Services - Service Providers</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/software-providers" class="minimal-menu-link"><span>Services - Software Provider Services</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/market-agendas" class="minimal-menu-link"><span>Market Agendas</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/agendas/market-assertions" class="minimal-menu-link"><span>Market Assertions</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vendor-coverage" class="minimal-menu-link"><span>Market Coverage</span></a></span> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="javascript:;" class="minimal-menu-link"><span>Perspectives</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-3"> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://blog.isg-research.net/" class="minimal-menu-link"><span>Analyst Perspectives</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-4"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://davidmenninger.isg-research.net/" class="minimal-menu-link"><span>David Menninger</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://jefforr.isg-research.net/" class="minimal-menu-link"><span>Jeff Orr</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://keithdawson.isg-research.net" class="minimal-menu-link"><span>Keith Dawson</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://marksmith.isg-research.net/" class="minimal-menu-link"><span>Mark Smith</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://mattaslett.isg-research.net" class="minimal-menu-link"><span>Matt Aslett</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://matthewbrown.isg-research.net" class="minimal-menu-link"><span>Matthew Brown</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://robertkugel.isg-research.net/" class="minimal-menu-link"><span>Robert Kugel</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://stephenhurrell.isg-research.net/" class="minimal-menu-link"><span>Stephen Hurrell</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/market-perspectives" class="minimal-menu-link"><span>Market Perspectives</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/industry-perspectives" class="minimal-menu-link"><span>Industry Perspectives</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/industry-agendas" class="minimal-menu-link"><span>Industry Agendas</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/briefing" class="minimal-menu-link"><span>Request a Briefing</span></a></span> </li> </ul> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services" class="minimal-menu-link"><span>Services</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-2"> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/enterprises" class="minimal-menu-link"><span>Enterprises</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-3"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/organizations/cio-success" class="minimal-menu-link"><span>CIO Success</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/investment-firms" class="minimal-menu-link"><span>Investment Firms</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/service-providers" class="minimal-menu-link"><span>Service Providers</span></a></span> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/software-providers" class="minimal-menu-link"><span>Software Providers</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-3"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/analyst_relations" class="minimal-menu-link"><span>Analyst Relations</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/demand_generation" class="minimal-menu-link"><span>Demand Generation</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/product-marketing" class="minimal-menu-link"><span>Product Marketing</span></a></span> </li> </ul> </li> </ul> </li> </ul> </nav> </div> <div class="minimal-header__icons"> </div> <div class="minimal-header__content"> <div class="minimal-social-links"> <a class="minimal-social-links__link" href="https://www.isg-research.net/profile"> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_icon minimal-social-links__icon" style="" data-hs-cos-general-type="widget" data-hs-cos-type="icon"><svg version="1.0" xmlns="http://www.w3.org/2000/svg" viewbox="0 0 512 512" aria-labelledby="user1" role="img"><title id="user1">Community Profile</title><g id="user1_layer"><path d="M256 0c88.366 0 160 71.634 160 160s-71.634 160-160 160S96 248.366 96 160 167.634 0 256 0zm183.283 333.821l-71.313-17.828c-74.923 53.89-165.738 41.864-223.94 0l-71.313 17.828C29.981 344.505 0 382.903 0 426.955V464c0 26.51 21.49 48 48 48h416c26.51 0 48-21.49 48-48v-37.045c0-44.052-29.981-82.45-72.717-93.134z" /></g></svg></span> </a> </div> </div> </div> <div class="minimal-header__container minimal-content-wrapper minimal-header--mobile"> <div class="minimal-header__logo minimal-header__logo--main"> <span id="hs_cos_wrapper_dnd_area-module-2_hs_logo_widget" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_logo" style="" data-hs-cos-general-type="widget" data-hs-cos-type="logo"><a href="https://www.isg-research.net/" id="hs-link-dnd_area-module-2_hs_logo_widget" style="border-width:0px;border:0px;"><img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png" class="hs-image-widget " height="46" style="height: auto;width:400px;border-width:0px;border:0px;" width="400" alt="ISG_Software_Research_Logo_v1_white_766x" title="ISG_Software_Research_Logo_v1_white_766x" loading="lazy" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=200&height=23&name=ISG_Software_Research_Logo_v1_white_766x.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=600&height=69&name=ISG_Software_Research_Logo_v1_white_766x.png 600w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=800&height=92&name=ISG_Software_Research_Logo_v1_white_766x.png 800w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1000&height=115&name=ISG_Software_Research_Logo_v1_white_766x.png 1000w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1200&height=138&name=ISG_Software_Research_Logo_v1_white_766x.png 1200w" sizes="(max-width: 400px) 100vw, 400px"></a></span> </div> <div class="minimal-header__mobile-nav"> <div class="minimal-header__mobile-nav__inner"> <a href="#minimal-header__mobile-nav__mmenu" class="mburger"> <b></b> <b></b> <b></b> </a> </div> </div> <div class="minimal-header__content"> <div class="minimal-social-links"> <a class="minimal-social-links__link" href="https://www.isg-research.net/profile"> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_icon minimal-social-links__icon" style="" data-hs-cos-general-type="widget" data-hs-cos-type="icon"><svg version="1.0" xmlns="http://www.w3.org/2000/svg" viewbox="0 0 512 512" aria-labelledby="user1" role="img"><title id="user1">Community Profile</title><g id="user1_layer"><path d="M256 0c88.366 0 160 71.634 160 160s-71.634 160-160 160S96 248.366 96 160 167.634 0 256 0zm183.283 333.821l-71.313-17.828c-74.923 53.89-165.738 41.864-223.94 0l-71.313 17.828C29.981 344.505 0 382.903 0 426.955V464c0 26.51 21.49 48 48 48h416c26.51 0 48-21.49 48-48v-37.045c0-44.052-29.981-82.45-72.717-93.134z" /></g></svg></span> </a> </div> </div> </div> </div> <div class="minimal-header--dnd_area-module-2 minimal-sticky-header minimal-header--mega-menu-full-width"> <div class="minimal-header__container minimal-content-wrapper minimal-header--default"> <div class="minimal-header__logo minimal-header__logo--main"> <span id="hs_cos_wrapper_dnd_area-module-2_hs_logo_widget" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_logo" style="" data-hs-cos-general-type="widget" data-hs-cos-type="logo"><a href="https://www.isg-research.net/" id="hs-link-dnd_area-module-2_hs_logo_widget" style="border-width:0px;border:0px;"><img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png" class="hs-image-widget " height="46" style="height: auto;width:400px;border-width:0px;border:0px;" width="400" alt="ISG_Software_Research_Logo_v1_white_766x" title="ISG_Software_Research_Logo_v1_white_766x" loading="lazy" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=200&height=23&name=ISG_Software_Research_Logo_v1_white_766x.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=600&height=69&name=ISG_Software_Research_Logo_v1_white_766x.png 600w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=800&height=92&name=ISG_Software_Research_Logo_v1_white_766x.png 800w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1000&height=115&name=ISG_Software_Research_Logo_v1_white_766x.png 1000w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1200&height=138&name=ISG_Software_Research_Logo_v1_white_766x.png 1200w" sizes="(max-width: 400px) 100vw, 400px"></a></span> </div> <div class="minimal-header__navigation minimal-header__nav--right"> <nav aria-label="Main menu" class="minimal-navigation-primary"> <ul class="minimal-submenu level-1"> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about" class="minimal-menu-link"><span>About Us</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-2"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/resources/awards" class="minimal-menu-link"><span>Awards</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://summit.isg-research.net" class="minimal-menu-link"><span>Digital Summit</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/events" class="minimal-menu-link"><span>Events & Webinars</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/media" class="minimal-menu-link"><span>Media Kit</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/ventana-research-is-now-part-of-isg" class="minimal-menu-link"><span>Now Part of ISG</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/teams" class="minimal-menu-link"><span>Our Team</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/client_experience" class="minimal-menu-link"><span>Our eXperience</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/press-release" class="minimal-menu-link"><span>Press Releases</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/en/what-our-clients-say" class="minimal-menu-link"><span>Testimonials</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="javascript:;" class="minimal-menu-link"><span><span class="mega-menu-1">Expertise</span></span></a></span> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industries" class="minimal-menu-link"><span>Industries</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-2"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/automotive" class="minimal-menu-link"><span>Automotive</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/banking" class="minimal-menu-link"><span>Banking</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/consumer-products" class="minimal-menu-link"><span>Consumer Products</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/financial-services" class="minimal-menu-link"><span>Financial Services</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/food-beverage" class="minimal-menu-link"><span>Food & Beverage</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/healthcare" class="minimal-menu-link"><span>Healthcare</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/hospitality" class="minimal-menu-link"><span>Hospitality</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/insurance" class="minimal-menu-link"><span>Insurance</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/manufacturing" class="minimal-menu-link"><span>Manufacturing</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/media-entertainment" class="minimal-menu-link"><span>Media & Entertainment</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/real-estate" class="minimal-menu-link"><span>Real Estate</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/retail" class="minimal-menu-link"><span>Retail</span></a></span> </li> </ul> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research" class="minimal-menu-link"><span>Research</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-2"> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides" class="minimal-menu-link"><span>Buyers Guides</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-3"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides" class="minimal-menu-link"><span>Overview</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers-guides/inclusion" class="minimal-menu-link"><span>Inclusion Policy</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers_guides/vendor_participation" class="minimal-menu-link"><span>Participation</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/published-buyers-guide-research" class="minimal-menu-link"><span>Published</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers-guide-search" class="minimal-menu-link"><span>Search</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/enterprise-and-service-providers" class="minimal-menu-link"><span>Services - Enterprise</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/enterprise-and-service-providers" class="minimal-menu-link"><span>Services - Service Providers</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/software-providers" class="minimal-menu-link"><span>Services - Software Provider Services</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/market-agendas" class="minimal-menu-link"><span>Market Agendas</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/agendas/market-assertions" class="minimal-menu-link"><span>Market Assertions</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vendor-coverage" class="minimal-menu-link"><span>Market Coverage</span></a></span> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="javascript:;" class="minimal-menu-link"><span>Perspectives</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-3"> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://blog.isg-research.net/" class="minimal-menu-link"><span>Analyst Perspectives</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-4"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://davidmenninger.isg-research.net/" class="minimal-menu-link"><span>David Menninger</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://jefforr.isg-research.net/" class="minimal-menu-link"><span>Jeff Orr</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://keithdawson.isg-research.net" class="minimal-menu-link"><span>Keith Dawson</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://marksmith.isg-research.net/" class="minimal-menu-link"><span>Mark Smith</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://mattaslett.isg-research.net" class="minimal-menu-link"><span>Matt Aslett</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://matthewbrown.isg-research.net" class="minimal-menu-link"><span>Matthew Brown</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://robertkugel.isg-research.net/" class="minimal-menu-link"><span>Robert Kugel</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://stephenhurrell.isg-research.net/" class="minimal-menu-link"><span>Stephen Hurrell</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/market-perspectives" class="minimal-menu-link"><span>Market Perspectives</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/industry-perspectives" class="minimal-menu-link"><span>Industry Perspectives</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/industry-agendas" class="minimal-menu-link"><span>Industry Agendas</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/briefing" class="minimal-menu-link"><span>Request a Briefing</span></a></span> </li> </ul> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services" class="minimal-menu-link"><span>Services</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-2"> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/enterprises" class="minimal-menu-link"><span>Enterprises</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-3"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/organizations/cio-success" class="minimal-menu-link"><span>CIO Success</span></a></span> </li> </ul> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/investment-firms" class="minimal-menu-link"><span>Investment Firms</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/service-providers" class="minimal-menu-link"><span>Service Providers</span></a></span> </li> <li class="minimal-has-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/software-providers" class="minimal-menu-link"><span>Software Providers</span><span class="minimal-menu-chevron"><svg width="16" height="16" version="1.1" viewbox="0 0 16 16" xmlns="http://www.w3.org/2000/svg" xmlns:xlink="http://www.w3.org/1999/xlink"><g transform="scale(0.333333)"><path fill="#000" d="M35.586,15.586c0.781,-0.781 2.047,-0.781 2.828,0c0.781,0.781 0.781,2.047 0,2.828l-14,14c-0.781,0.781 -2.047,0.781 -2.828,0l-14,-14c-0.781,-0.781 -0.781,-2.047 0,-2.828c0.781,-0.781 2.047,-0.781 2.828,0l12.586,12.586l12.586,-12.586Z"></path></g></svg></span></a></span> <ul class="minimal-submenu level-3"> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/analyst_relations" class="minimal-menu-link"><span>Analyst Relations</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/demand_generation" class="minimal-menu-link"><span>Demand Generation</span></a></span> </li> <li class="minimal-no-submenu minimal-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/product-marketing" class="minimal-menu-link"><span>Product Marketing</span></a></span> </li> </ul> </li> </ul> </li> </ul> </nav> </div> <div class="minimal-header__icons"> </div> <div class="minimal-header__content"> <div class="minimal-social-links"> <a class="minimal-social-links__link" href="https://www.isg-research.net/profile"> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_icon minimal-social-links__icon" style="" data-hs-cos-general-type="widget" data-hs-cos-type="icon"><svg version="1.0" xmlns="http://www.w3.org/2000/svg" viewbox="0 0 512 512" aria-labelledby="user1" role="img"><title id="user1">Community Profile</title><g id="user1_layer"><path d="M256 0c88.366 0 160 71.634 160 160s-71.634 160-160 160S96 248.366 96 160 167.634 0 256 0zm183.283 333.821l-71.313-17.828c-74.923 53.89-165.738 41.864-223.94 0l-71.313 17.828C29.981 344.505 0 382.903 0 426.955V464c0 26.51 21.49 48 48 48h416c26.51 0 48-21.49 48-48v-37.045c0-44.052-29.981-82.45-72.717-93.134z" /></g></svg></span> </a> </div> </div> </div> <div class="minimal-header__container minimal-content-wrapper minimal-header--mobile"> <div class="minimal-header__logo minimal-header__logo--main"> <span id="hs_cos_wrapper_dnd_area-module-2_hs_logo_widget" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_logo" style="" data-hs-cos-general-type="widget" data-hs-cos-type="logo"><a href="https://www.isg-research.net/" id="hs-link-dnd_area-module-2_hs_logo_widget" style="border-width:0px;border:0px;"><img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png" class="hs-image-widget " height="46" style="height: auto;width:400px;border-width:0px;border:0px;" width="400" alt="ISG_Software_Research_Logo_v1_white_766x" title="ISG_Software_Research_Logo_v1_white_766x" loading="lazy" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=200&height=23&name=ISG_Software_Research_Logo_v1_white_766x.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=600&height=69&name=ISG_Software_Research_Logo_v1_white_766x.png 600w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=800&height=92&name=ISG_Software_Research_Logo_v1_white_766x.png 800w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1000&height=115&name=ISG_Software_Research_Logo_v1_white_766x.png 1000w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1200&height=138&name=ISG_Software_Research_Logo_v1_white_766x.png 1200w" sizes="(max-width: 400px) 100vw, 400px"></a></span> </div> <div class="minimal-header__mobile-nav"> <div class="minimal-header__mobile-nav__inner"> <a href="#minimal-header__mobile-nav__mmenu" class="mburger"> <b></b> <b></b> <b></b> </a> </div> </div> <div class="minimal-header__content"> <div class="minimal-social-links"> <a class="minimal-social-links__link" href="https://www.isg-research.net/profile"> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_icon minimal-social-links__icon" style="" data-hs-cos-general-type="widget" data-hs-cos-type="icon"><svg version="1.0" xmlns="http://www.w3.org/2000/svg" viewbox="0 0 512 512" aria-labelledby="user1" role="img"><title id="user1">Community Profile</title><g id="user1_layer"><path d="M256 0c88.366 0 160 71.634 160 160s-71.634 160-160 160S96 248.366 96 160 167.634 0 256 0zm183.283 333.821l-71.313-17.828c-74.923 53.89-165.738 41.864-223.94 0l-71.313 17.828C29.981 344.505 0 382.903 0 426.955V464c0 26.51 21.49 48 48 48h416c26.51 0 48-21.49 48-48v-37.045c0-44.052-29.981-82.45-72.717-93.134z" /></g></svg></span> </a> </div> </div> </div> </div> <div id="minimal-header__mobile-nav__mmenu" class="minimal-header__mobile-nav__mmenu" data-navigation-title="" data-position="right"> <div> <ul class="minimal-mobile-menu-submenu level-1"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="javascript:;" class="minimal-mobile-menu-link"><span></span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/search" class="minimal-mobile-menu-link"><span><svg xmlns="http://www.w3.org/2000/svg" width="16" height="16" fill="currentColor" class="bi bi-search" viewbox="0 0 16 16"> <path d="M11.742 10.344a6.5 6.5 0 1 0-1.397 1.398h-.001c.03.04.062.078.098.115l3.85 3.85a1 1 0 0 0 1.415-1.414l-3.85-3.85a1.007 1.007 0 0 0-.115-.1zM12 6.5a5.5 5.5 0 1 1-11 0 5.5 5.5 0 0 1 11 0z" /> </svg> Search</span></a></span> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about" class="minimal-mobile-menu-link"><span>About Us</span></a></span> <ul class="minimal-mobile-menu-submenu level-2"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://summit.isg-research.net" class="minimal-mobile-menu-link"><span>Ventana Research Digital Summit</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/ventana-research-is-now-part-of-isg" class="minimal-mobile-menu-link"><span>Ventana Research is Now Part of ISG</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.ventanaresearch.com/about/teams" class="minimal-mobile-menu-link"><span>Our Team</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/client_experience" class="minimal-mobile-menu-link"><span>Our eXperience</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/en/what-our-clients-say" class="minimal-mobile-menu-link"><span>Testimonials</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/resources/awards" class="minimal-mobile-menu-link"><span>Awards</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/events" class="minimal-mobile-menu-link"><span>Events & Webinars</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/press-release" class="minimal-mobile-menu-link"><span>Press Releases</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/media" class="minimal-mobile-menu-link"><span>Media Kit</span></a></span> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/teams" class="minimal-mobile-menu-link"><span>Our Team</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/teams" class="minimal-mobile-menu-link"><span>Leadership Team</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/teams" class="minimal-mobile-menu-link"><span>Analyst Team</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about/teams" class="minimal-mobile-menu-link"><span>Directors Team</span></a></span> </li> </ul> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/about#Services" class="minimal-mobile-menu-link"><span>Our Services</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/contact" class="minimal-mobile-menu-link"><span>Contact Us</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research" class="minimal-mobile-menu-link"><span>Expertise</span></a></span> <ul class="minimal-mobile-menu-submenu level-2"> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/analytics-and-data" class="minimal-mobile-menu-link"><span>Analytics and Data</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/analytics-and-data/artificalintelligencemachinelearning" class="minimal-mobile-menu-link"><span>AI & Machine Learning</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/analytics-and-data/analytics" class="minimal-mobile-menu-link"><span>Analytics</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/analytics-and-data/data-intelligence" class="minimal-mobile-menu-link"><span>Data Intelligence</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/analytics-and-data/data-operations" class="minimal-mobile-menu-link"><span>Data Operations</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/analytics-and-data/data-platforms" class="minimal-mobile-menu-link"><span>Data Platforms</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/analytics-and-data/streaming-and-events" class="minimal-mobile-menu-link"><span>Streaming & Events</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/artificial-intelligence" class="minimal-mobile-menu-link"><span>Artificial Intelligence</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/artificial-intelligence/computer-vision" class="minimal-mobile-menu-link"><span>Computer Vision</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.ventanaresearch.com/focus/artificial-intelligence/deep-learning" class="minimal-mobile-menu-link"><span>Deep Learning</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/artificial-intelligence/generative-ai" class="minimal-mobile-menu-link"><span>Generative AI</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/artificial-intelligence/mlops" class="minimal-mobile-menu-link"><span>Machine Learning Operations</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/artificial-intelligence/model-building-and-llm" class="minimal-mobile-menu-link"><span>Model Building & Large Language Models</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/artificial-intelligence/natural-language-processing" class="minimal-mobile-menu-link"><span>Natural Language Processing</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/customerexperience" class="minimal-mobile-menu-link"><span>Customer Experience</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/customerexperience/agentmanagement" class="minimal-mobile-menu-link"><span>Agent Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/customerexperience/contactcenter" class="minimal-mobile-menu-link"><span>Contact Center</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/customerexperience/customerexperiencemanagement" class="minimal-mobile-menu-link"><span>Customer Experience Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/customerexperience/fieldservice" class="minimal-mobile-menu-link"><span>Field Service</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/customerexperience/intelligentselfservice" class="minimal-mobile-menu-link"><span>Intelligent Self-Service</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/customerexperience/voiceofthecustomer" class="minimal-mobile-menu-link"><span>Voice of the Customer</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/digitalbusiness" class="minimal-mobile-menu-link"><span>Digital Business</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/digital-applications" class="minimal-mobile-menu-link"><span>Digital Applications</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/digitalcommunications" class="minimal-mobile-menu-link"><span>Digital Communications</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/digital-intelligence" class="minimal-mobile-menu-link"><span>Digital Intelligence</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/digital-operations" class="minimal-mobile-menu-link"><span>Digital Operations</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/experiencemanagement" class="minimal-mobile-menu-link"><span>Experience Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/generative-ai" class="minimal-mobile-menu-link"><span>Generative AI</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/performancemanagement" class="minimal-mobile-menu-link"><span>Performance Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/sustainabilityandesg" class="minimal-mobile-menu-link"><span>Sustainability & ESG</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitalbusiness/workmanagement" class="minimal-mobile-menu-link"><span>Work Management</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/digitaltechnology" class="minimal-mobile-menu-link"><span>Digital Technology</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/businesscontinuity" class="minimal-mobile-menu-link"><span>Business Continuity</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/cloudcomputing" class="minimal-mobile-menu-link"><span>Cloud Computing</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/devops" class="minimal-mobile-menu-link"><span>DevOps and Platforms</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/digitalsecurity" class="minimal-mobile-menu-link"><span>Digital Security</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/intelligentautomation" class="minimal-mobile-menu-link"><span>Intelligent Automation</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/internetofthings" class="minimal-mobile-menu-link"><span>IoT and Edge Computing</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/itops" class="minimal-mobile-menu-link"><span>ITOps</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/it-service-management" class="minimal-mobile-menu-link"><span>IT Service Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/digitaltechnology/observability" class="minimal-mobile-menu-link"><span>Observability</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/humancapitalmanagement" class="minimal-mobile-menu-link"><span>Human Capital Management</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/humancapitalmanagement/employeeexperience" class="minimal-mobile-menu-link"><span>Employee Experience</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/humancapitalmanagement/learningmanagement" class="minimal-mobile-menu-link"><span>Learning Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/humancapitalmanagement/payrollmanagement" class="minimal-mobile-menu-link"><span>Payroll Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/humancapitalmanagement/talentmanagement" class="minimal-mobile-menu-link"><span>Talent Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/humancapitalmanagement/totalcompensationmanagement" class="minimal-mobile-menu-link"><span>Total Compensation Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/humancapitalmanagement/workforcemanagement" class="minimal-mobile-menu-link"><span>Workforce Management</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/marketing" class="minimal-mobile-menu-link"><span>Marketing</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/marketing/customerdataplatforms" class="minimal-mobile-menu-link"><span>Customer Data Platforms</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/marketing/digitalexperienceplatforms" class="minimal-mobile-menu-link"><span>Digital Experience Platform</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/marketing/digitalmarketing" class="minimal-mobile-menu-link"><span>Digital Marketing</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/marketing/intelligentmarketing" class="minimal-mobile-menu-link"><span>Intelligent Marketing</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/marketing/marketingperformancemanagement" class="minimal-mobile-menu-link"><span>Marketing Performance Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/marketing/productexperiencemanagement" class="minimal-mobile-menu-link"><span>Product Experience Management</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/officeoffinance" class="minimal-mobile-menu-link"><span>Office of Finance</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeoffinance/businessplanning" class="minimal-mobile-menu-link"><span>Business Planning</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeoffinance/digitalfinance" class="minimal-mobile-menu-link"><span>Digital Finance</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeoffinance/erpandcontinuousaccounting" class="minimal-mobile-menu-link"><span>ERP & Continuous Accounting</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeoffinance/consolidate-and-close-management" class="minimal-mobile-menu-link"><span>Consolidate & Close Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeoffinance/procure-to-pay" class="minimal-mobile-menu-link"><span>Procure-to-Pay</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeoffinance/order-to-cash" class="minimal-mobile-menu-link"><span>Order-to-Cash</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/officeofrevenue" class="minimal-mobile-menu-link"><span>Office of Revenue</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeofrevenue/digitalcommerce" class="minimal-mobile-menu-link"><span>Digital Commerce</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeofrevenue/partnermanagement" class="minimal-mobile-menu-link"><span>Partner Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeofrevenue/revenuemanagement" class="minimal-mobile-menu-link"><span>Revenue Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeofrevenue/revenueperformancemanagement" class="minimal-mobile-menu-link"><span>Revenue Performance Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeofrevenue/salesengagement" class="minimal-mobile-menu-link"><span>Sales Engagement</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/officeofrevenue/subscriptionmanagement" class="minimal-mobile-menu-link"><span>Subscription Management</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/operationsandsupplychain" class="minimal-mobile-menu-link"><span>Operations & Supply Chain</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/operationsandsupplychain/continuousplanning" class="minimal-mobile-menu-link"><span>Continuous Planning</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/operationsandsupplychain/continuousupplychainanderp" class="minimal-mobile-menu-link"><span>Continuous Supply Chain & ERP</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/operationsandsupplychain/productinformationmanagement" class="minimal-mobile-menu-link"><span>Product Information Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/operationsandsupplychain/propertytechnology" class="minimal-mobile-menu-link"><span>Property Technology</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/operationsandsupplychain/supplierrelationshipmanagement" class="minimal-mobile-menu-link"><span>Supplier Relationship Management</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/focus/operationsandsupplychain/sustainabilitymanagement" class="minimal-mobile-menu-link"><span>Sustainability Management</span></a></span> </li> </ul> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industries" class="minimal-mobile-menu-link"><span>Industries</span></a></span> <ul class="minimal-mobile-menu-submenu level-2"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/automotive" class="minimal-mobile-menu-link"><span>Automotive</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/banking" class="minimal-mobile-menu-link"><span>Banking</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/consumer-products" class="minimal-mobile-menu-link"><span>Consumer Products</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/financial-services" class="minimal-mobile-menu-link"><span>Financial Services</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/food-beverage" class="minimal-mobile-menu-link"><span>Food & Beverage</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/healthcare" class="minimal-mobile-menu-link"><span>Healthcare</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/hospitality" class="minimal-mobile-menu-link"><span>Hospitality</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/insurance" class="minimal-mobile-menu-link"><span>Insurance</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/manufacturing" class="minimal-mobile-menu-link"><span>Manufacturing</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/media-entertainment" class="minimal-mobile-menu-link"><span>Media & Entertainment</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/real-estate" class="minimal-mobile-menu-link"><span>Real Estate</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vertical-industry/retail" class="minimal-mobile-menu-link"><span>Retail</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research" class="minimal-mobile-menu-link"><span>Research</span></a></span> <ul class="minimal-mobile-menu-submenu level-2"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/market-agendas" class="minimal-mobile-menu-link"><span>Market Agendas</span></a></span> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://blog.ventanaresearch.com/" class="minimal-mobile-menu-link"><span>Analyst Perspectives</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://davidmenninger.ventanaresearch.com/" class="minimal-mobile-menu-link"><span>David Menninger</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://jefforr.ventanaresearch.com/" class="minimal-mobile-menu-link"><span>Jeff Orr</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://keithdawson.isg-research.net" class="minimal-mobile-menu-link"><span>Keith Dawson</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://marksmith.ventanaresearch.com/" class="minimal-mobile-menu-link"><span>Mark Smith</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://mattaslett.isg-research.net" class="minimal-mobile-menu-link"><span>Matt Aslett</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://matthewbrown.isg-research.net" class="minimal-mobile-menu-link"><span>Matthew Brown</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://robertkugel.ventanaresearch.com/" class="minimal-mobile-menu-link"><span>Robert Kugel</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://stephenhurrell.ventanaresearch.com/" class="minimal-mobile-menu-link"><span>Stephen Hurrell</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/analyst-perspective-policy" class="minimal-mobile-menu-link"><span>Our Policy</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides" class="minimal-mobile-menu-link"><span>Buyers Guide</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.ventanaresearch.com/research/buyers-guides" class="minimal-mobile-menu-link"><span>Overview</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers-guides/inclusion" class="minimal-mobile-menu-link"><span>Inclusion Policy</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers_guides/vendor_participation" class="minimal-mobile-menu-link"><span>Participation</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/published-buyers-guide-research" class="minimal-mobile-menu-link"><span>Published</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.ventanaresearch.com/buyers-guide-search" class="minimal-mobile-menu-link"><span>Search</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/enterprise-and-service-providers" class="minimal-mobile-menu-link"><span>Services - Enterprise</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/enterprise-and-service-providers" class="minimal-mobile-menu-link"><span>Services - Service Providers</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/research/buyers-guides/services/software-providers" class="minimal-mobile-menu-link"><span>Services - Software Provider</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/market-perspectives" class="minimal-mobile-menu-link"><span>Market Perspectives</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/market-perspective-policy" class="minimal-mobile-menu-link"><span>Our Policy</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/industry-perspectives" class="minimal-mobile-menu-link"><span>Industry Perspectives</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/industry-perspective-policy" class="minimal-mobile-menu-link"><span>Our Policy</span></a></span> </li> </ul> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vendor-coverage" class="minimal-mobile-menu-link"><span>Market Coverage</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/buyers-guides" class="minimal-mobile-menu-link"><span>Published Research</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/briefing" class="minimal-mobile-menu-link"><span>Request a Briefing</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services" class="minimal-mobile-menu-link"><span>Services</span></a></span> <ul class="minimal-mobile-menu-submenu level-2"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/investment-firms" class="minimal-mobile-menu-link"><span>Investment Firms</span></a></span> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/enterprises" class="minimal-mobile-menu-link"><span>Enterprises</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/organizations/cio-success" class="minimal-mobile-menu-link"><span>CIO Success</span></a></span> </li> </ul> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/service-providers" class="minimal-mobile-menu-link"><span>Service Providers</span></a></span> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/software-providers" class="minimal-mobile-menu-link"><span>Software Providers</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/analyst_relations" class="minimal-mobile-menu-link"><span>Analyst Relations</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/demand_generation" class="minimal-mobile-menu-link"><span>Demand Generation</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/services/vendors/product-marketing" class="minimal-mobile-menu-link"><span>Product Marketing</span></a></span> </li> </ul> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/vendor-coverage" class="minimal-mobile-menu-link"><span>Market Coverage</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/briefing" class="minimal-mobile-menu-link"><span>Request a Briefing</span></a></span> </li> </ul> </li> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/resources" class="minimal-mobile-menu-link"><span>Resources</span></a></span> <ul class="minimal-mobile-menu-submenu level-2"> <li class="minimal-has-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/resources/awards" class="minimal-mobile-menu-link"><span>Award Programs</span></a></span> <ul class="minimal-mobile-menu-submenu level-3"> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/resources/awards/innovation" class="minimal-mobile-menu-link"><span>Digital Innovation Awards</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/resources/awards/leadership" class="minimal-mobile-menu-link"><span>Digital Leadership Awards</span></a></span> </li> </ul> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/press-release" class="minimal-mobile-menu-link"><span>Press Releases</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/events" class="minimal-mobile-menu-link"><span>Events & Webinars</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/media" class="minimal-mobile-menu-link"><span>Media Kit</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/careers" class="minimal-mobile-menu-link"><span>Careers</span></a></span> </li> </ul> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/contact" class="minimal-mobile-menu-link"><span>Contact Us</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net/join-our-community" class="minimal-mobile-menu-link"><span>Join our Community</span></a></span> </li> <li class="minimal-no-mobile-submenu minimal-mobile-menu-item hs-skip-lang-url-rewrite"> <span><a href="https://www.isg-research.net" class="minimal-mobile-menu-link"><span>Home</span></a></span> </li> </ul>  <div class="minimal-header__mobile-nav__mmenu__content"> </div>  <script> $(document).ready(function(){ $(".mm-listitem__text").append(""); }); $(document).ready(function(){ $("#minimal-header__mobile-nav__mmenu .mm-panels .mm-panel .mm-listview li span a span span ").click(function(){ $(".minimal-header__mobile-nav__mmenu__content").toggleClass("active"); }); }); </script> </div> </div> <div class="minimal-mega-menu mega-menu-1 minimal-mega-menu--col5 minimal-mega-menu--20_20_20_20_20" data-mega-menu-title="Expertise"> <div class="minimal-content-wrapper"> <div class="minimal-mega-menu__inner"> <div class="minimal-mega-menu__col minimal-mega-menu__col1"> <div class="minimal-mega-menu__col__inner"> <div id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_inline_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="inline_rich_text" data-hs-cos-field="column_1.richtext"><p><a href="https://www.ventanaresearch.com/analytics-and-data" rel="noopener"><strong>Analytics & Data</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/analytics-and-data/artificalintelligencemachinelearning" target="_self" class="expertise-mega-menu-item" role="menuitem">AI & Machine Learning</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/analytics-and-data/analytics" target="_self" class="expertise-mega-menu-item" role="menuitem">Analytics</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/analytics-and-data/data-intelligence" target="_self" class="expertise-mega-menu-item" role="menuitem">Data Intelligence</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/analytics-and-data/data-operations" target="_self" class="expertise-mega-menu-item" role="menuitem">Data Operations</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/analytics-and-data/data-platforms" target="_self" class="expertise-mega-menu-item" role="menuitem">Data Platforms</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/analytics-and-data/streaming-and-events" target="_self" class="expertise-mega-menu-item" role="menuitem">Streaming & Events</a></li> </ul> <p> </p> <p><a href="https://www.ventanaresearch.com/artificial-intelligence" rel="noopener"><strong>Artificial Intelligence</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/artificial-intelligence/computer-vision" target="_self" role="menuitem">Computer Vision</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/artificial-intelligence/deep-learning" target="_self" role="menuitem">Deep Learning</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/artificial-intelligence/generative-ai" target="_self" role="menuitem">Generative AI</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/artificial-intelligence/mlops" target="_self" role="menuitem">Machine Learning Operations</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/artificial-intelligence/model-building-and-llm" target="_self" role="menuitem">Model Building & Large Language Models</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/artificial-intelligence/natural-language-processing" target="_self" role="menuitem">Natural Language Processing</a></li> </ul></div> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><ul></ul></span> <div class="mega-form"> </div> <div class="bottom_rich_text"> </div> </div> </div> <div class="minimal-mega-menu__col minimal-mega-menu__col2"> <div class="minimal-mega-menu__col__inner"> <div id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_inline_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="inline_rich_text" data-hs-cos-field="column_2.richtext"><p><a href="https://www.ventanaresearch.com/customerexperience" rel="noopener"><strong>Customer Experience</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/customerexperience/agentmanagement" target="_self" class="expertise-mega-menu-item" role="menuitem">Agent Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/customerexperience/contactcenter" target="_self" class="expertise-mega-menu-item" role="menuitem">Contact Center</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/customerexperience/customerexperiencemanagement" target="_self" class="expertise-mega-menu-item" role="menuitem">Customer Experience Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/customerexperience/fieldservice" target="_self" class="expertise-mega-menu-item" role="menuitem">Field Service</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/customerexperience/intelligentselfservice" target="_self" class="expertise-mega-menu-item" role="menuitem">Intelligent Self-Service</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/customerexperience/voiceofthecustomer" target="_self" class="expertise-mega-menu-item" role="menuitem">Voice of the Customer</a></li> </ul> <p> </p> <p><a href="https://www.ventanaresearch.com/digitalbusiness" rel="noopener"><strong>Digital Business</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/digital-applications" target="_self" role="menuitem">Digital Applications</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/digitalcommunications" target="_self" role="menuitem">Digital Communications</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/digital-intelligence" target="_self" role="menuitem">Digital Intelligence</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/digital-operations" target="_self" role="menuitem">Digital Operations</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/experiencemanagement" target="_self" role="menuitem">Experience Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/generative-ai" target="_self" role="menuitem">Generative AI</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/performancemanagement" target="_self" role="menuitem">Performance Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/sustainabilityandesg" target="_self" role="menuitem">Sustainability & ESG</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitalbusiness/workmanagement" target="_self" role="menuitem">Work Management</a></li> </ul></div> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><ul></ul></span> <div class="mega-form"> </div> <div class="bottom_rich_text"> </div> </div> </div> <div class="minimal-mega-menu__col minimal-mega-menu__col3"> <div class="minimal-mega-menu__col__inner"> <div id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_inline_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="inline_rich_text" data-hs-cos-field="column_3.richtext"><p><a href="https://www.ventanaresearch.com/digitaltechnology" rel="noopener"><strong>Digital Technology</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/businesscontinuity" target="_self" role="menuitem"> Business Continuity</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/cloudcomputing" target="_self" role="menuitem"> Cloud Computing</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/devops" target="_self" role="menuitem"> DevOps and Platforms</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/digitalsecurity" target="_self" role="menuitem"> Digital Security</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/intelligentautomation" target="_self" role="menuitem"> Intelligent Automation</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/internetofthings" target="_self" role="menuitem"> IoT and Edge Computing</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/itops" target="_self" role="menuitem"> ITOps</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/it-service-management" target="_self" role="menuitem"> IT Service Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/digitaltechnology/observability" target="_self" role="menuitem"> Observability</a></li> </ul> <p> </p> <p><a href="https://www.ventanaresearch.com/humancapitalmanagement" rel="noopener"><strong>Human Capital Management</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/humancapitalmanagement/employeeexperience" target="_self" role="menuitem">Employee Experience</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/humancapitalmanagement/learningmanagement" target="_self" role="menuitem">Learning Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/humancapitalmanagement/payrollmanagement" target="_self" role="menuitem">Payroll Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/humancapitalmanagement/talentmanagement" target="_self" role="menuitem">Talent Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/humancaptialmanagement/totalcompensationmanagement" target="_self" role="menuitem">Total Compensation Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/humancapitalmanagement/workforcemanagement" target="_self" role="menuitem">Workforce Management</a></li> </ul></div> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><ul></ul></span> <div class="bottom_rich_text"> </div> </div> </div> <div class="minimal-mega-menu__col minimal-mega-menu__col4"> <div class="minimal-mega-menu__col__inner"> <div id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_inline_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="inline_rich_text" data-hs-cos-field="column_4.richtext"><p><a href="https://www.ventanaresearch.com/marketing" rel="noopener"><strong>Marketing</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/marketing/customerdataplatforms" target="_self" role="menuitem">Customer Data Platforms</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/marketing/digitalexperienceplatforms" target="_self" role="menuitem">Digital Experience Platforms</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/marketing/digitalmarketing" target="_self" role="menuitem">Digital Marketing</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/marketing/intelligentmarketing" target="_self" role="menuitem">Intelligent Marketing</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/marketing/marketingperformancemanagement" target="_self" role="menuitem">Marketing Performance Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/marketing/productexperiencemanagement" target="_self" role="menuitem">Product Experience Management</a></li> </ul> <p> </p> <p><a href="https://www.ventanaresearch.com/officeoffinance" rel="noopener"><strong>Office of Finance</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeoffinance/businessplanning" target="_self" role="menuitem">Business Planning</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeoffinance/consolidate-and-close-management" target="_self" role="menuitem">Consolidate and Close Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeoffinance/digitalfinance" target="_self" role="menuitem">Digital Finance</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeoffinance/erpandcontinuousaccounting" target="_self" role="menuitem">ERP & Continuous Accounting</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeoffinance/order-to-cash" target="_self" role="menuitem">Order-to-Cash</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeoffinance/procure-to-pay" target="_self" role="menuitem">Procure-to-Pay</a></li> </ul></div> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><ul></ul></span> <div class="bottom_rich_text"> </div> </div> </div> <div class="minimal-mega-menu__col minimal-mega-menu__col5"> <div class="minimal-mega-menu__col__inner"> <div id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_inline_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="inline_rich_text" data-hs-cos-field="column_5.richtext"><p><a href="https://www.ventanaresearch.com/officeofrevenue" rel="noopener"><strong>Office of Revenue</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeofrevenue/digitalcommerce" target="_self" role="menuitem">Digital Commerce</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeofrevenue/partnermanagement" target="_self" role="menuitem">Partner Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeofrevenue/revenuemanagement" target="_self" role="menuitem">Revenue Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeofrevenue/revenueperformancemanagement" target="_self" role="menuitem">Revenue Performance Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeofrevenue/salesengagement" target="_self" role="menuitem">Sales Engagement</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/officeofrevenue/subscriptionmanagement" target="_self" role="menuitem">Subscription Management</a></li> </ul> <p> </p> <p><a href="https://www.ventanaresearch.com/operationsandsupplychain" rel="noopener"><strong>Operations & Supply Chain</strong></a></p> <ul role="menu"> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/operationsandsupplychain/continuousplanning" target="_self" role="menuitem">Continuous Planning</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/operationsandsupplychain/continuousupplychainanderp" target="_self" role="menuitem">Continuous Supply Chain & ERP</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/operationsandsupplychain/productinformationmanagement" target="_self" role="menuitem">Product Information Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/operationsandsupplychain/propertytechnology" target="_self" role="menuitem">Property Technology</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/operationsandsupplychain/supplierrelationshipmanagement" target="_self" role="menuitem">Supplier Relationship Management</a></li> <li class="expertise-mega-menu"><a href="https://www.ventanaresearch.com/focus/operationsandsupplychain/sustainabilitymanagement" target="_self" role="menuitem">Sustainability Management</a></li> </ul></div> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><ul></ul></span> <div class="bottom_rich_text"> </div> </div> </div> </div> </div> </div> <div class="minimal-mega-menu mega-menu-2 minimal-mega-menu--col3 minimal-mega-menu--33_33_33" data-mega-menu-title="Services"> <div class="minimal-content-wrapper"> <div class="minimal-mega-menu__inner"> <div class="minimal-mega-menu__col minimal-mega-menu__col1"> <div class="minimal-mega-menu__col__inner"> <div id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_inline_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="inline_rich_text" data-hs-cos-field="column_1.richtext"><p><a href="https://www.ventanaresearch.com/services/organizations" rel="noopener"><strong>Services for Organizations</strong></a></p> <p>Using our research, best practices and expertise, we help you understand how to optimize your business processes using applications, information and technology. We provide advisory, education, and assessment services to rapidly identify and prioritize areas for improvement and perform vendor selection</p> <p><strong><a href="https://www.ventanaresearch.com/services/strategy-sessions-for-users" rel="noopener">Consulting & Strategy Sessions</a></strong></p> <p><strong><a href="https://www.ventanaresearch.com/services/ventana_on-demand/organizations" rel="noopener">Ventana On Demand</a></strong></p></div> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><ul></ul></span> <div class="mega-form"> </div> <div class="bottom_rich_text"> </div> </div> </div> <div class="minimal-mega-menu__col minimal-mega-menu__col2"> <div class="minimal-mega-menu__col__inner"> <div id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_inline_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="inline_rich_text" data-hs-cos-field="column_2.richtext"><p><a href="https://www.ventanaresearch.com/services/investment-firms" rel="noopener"><strong>Services for Investment Firms</strong></a></p> <p>We provide guidance using our market research and expertise to significantly improve your marketing, sales and product efforts. We offer a portfolio of advisory, research, thought leadership and digital education services to help optimize market strategy, planning and execution.</p> <p><strong><a href="https://www.ventanaresearch.com/services/strategy-sessions-for-users" rel="noopener">Consulting & Strategy Sessions</a></strong></p> <p><strong><a href="https://www.ventanaresearch.com/services/ventana_on-demand/investment-firms" rel="noopener">Ventana On Demand</a></strong></p></div> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><ul></ul></span> <div class="mega-form"> </div> <div class="bottom_rich_text"> </div> </div> </div> <div class="minimal-mega-menu__col minimal-mega-menu__col3"> <div class="minimal-mega-menu__col__inner"> <div id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_inline_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="inline_rich_text" data-hs-cos-field="column_3.richtext"><p><a href="https://www.ventanaresearch.com/services/vendors" rel="noopener"><strong>Services for Technology Vendors</strong></a></p> <p>We provide guidance using our market research and expertise to significantly improve your marketing, sales and product efforts. We offer a portfolio of advisory, research, thought leadership and digital education services to help optimize market strategy, planning and execution.</p> <p><strong><a href="https://www.ventanaresearch.com/services/vendors/analyst_relations" rel="noopener">Analyst Relations</a></strong></p> <p><strong><a href="https://www.ventanaresearch.com/services/vendors/demand_generation" rel="noopener">Demand Generation</a></strong></p> <p><strong><a href="https://www.ventanaresearch.com/services/vendors/product-marketing" rel="noopener">Product Marketing</a></strong></p> <p><strong><a href="https://www.ventanaresearch.com/vendor-coverage" target="_self" role="menuitem">Market Coverage</a></strong></p> <p><strong><a href="https://www.ventanaresearch.com/briefing" target="_self" role="menuitem">Request a Briefing</a></strong><br><br><br></p></div> <span id="hs_cos_wrapper_dnd_area-module-2_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_simple_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="simple_menu"><ul></ul></span> <div class="bottom_rich_text"> </div> </div> </div> </div> </div> </div> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531223305/1725882478811/Ventana_Research_2023/js/mmenu.min.js"></script> </div> </div> </div> </div> </div> </div> </div> </div> <div id="hs_cos_wrapper_Structured_data" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"></div> <div class="body-container-wrapper"> <div class="blog-header background-image post_page_2" data-bg-color="secondary" style=" background-size:cover; background-position:50%; background-repeat:no-repeat; background-image:url(https://stephenhurrell.isg-research.net/hubfs/_images/_backgrounds_expertise/Expertise_OoR_185087754_1200px.jpg); ">  <div class="row-fluid"> <div class="blog-header__inner dnd-row"> <div class="blog--post__image dnd-section"> <img class="analyst-header-photo" src="https://stephenhurrell.isg-research.net/hubfs/_images/_team/Hurrell.Stephen%20Pic.Circle.png" style="padding: 10px; "> <br> <h1 class="analyst-header-title">Stephen Hurrell's Analyst Perspectives</h1>  </div> </div> </div> </div> <div class="content-wrapper-listing blog-single"> <div class="blog-content-wrapper"> <div>  <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/akeron-vulki-a-sales-performance-application-with-a-difference">Akeron Vulki: A Sales Performance Application with a Difference</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">09 February 2024 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png?width=200&name=Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png?width=100&name=Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png?width=200&name=Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png?width=300&name=Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png?width=400&name=Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png?width=500&name=Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png?width=600&name=Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p><span data-contrast="auto">Revenue and sales performance used to be the preserve of a few software providers as many enterprises made do with in-house solutions, often built on the ubiquitous spreadsheet. But increasingly managing revenue and sales performance is becoming too complex as business models are changing in response to customer behavior. </span></p> </div> <a href="https://stephenhurrell.isg-research.net/akeron-vulki-a-sales-performance-application-with-a-difference"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/2024-market-agenda-for-office-of-revenue-bring-ai-to-the-table">2024 Market Agenda for Office of Revenue: Bring AI to the Table</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">30 January 2024 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png?width=200&name=2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png?width=100&name=2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png?width=200&name=2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png?width=300&name=2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png?width=400&name=2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png?width=500&name=2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png?width=600&name=2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p><span data-contrast="auto">Ventana Research recently announced its 2024 research agenda for the Office of Revenue, continuing the guidance we have offered for nearly two decades to help enterprises across industries derive optimal value and improved outcomes from business technology. Chief Sales and Revenue Officers face an imperative to manage their sales and revenue organizations, but they do not always have the guidance they need to embrace technology. As we look forward to 2024, we are focusing on the entire selling...</span></p> </div> <a href="https://stephenhurrell.isg-research.net/2024-market-agenda-for-office-of-revenue-bring-ai-to-the-table"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/digital-commerce">Digital Commerce</a>, <a href="https://stephenhurrell.isg-research.net/tag/subscription-management">Subscription Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/partner-management">partner management</a>, <a href="https://stephenhurrell.isg-research.net/tag/sales-engagement">sales engagement</a>, <a href="https://stephenhurrell.isg-research.net/tag/revenue-management">revenue management</a>, <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/margin-highlights-the-need-for-sales-and-revenue-planning">Margin Highlights the Need for Sales and Revenue Planning</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">27 December 2023 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png?width=200&name=Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png?width=100&name=Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png?width=200&name=Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png?width=300&name=Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png?width=400&name=Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png?width=500&name=Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png?width=600&name=Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p><span data-contrast="auto">I have a phrase I like to use when describing the changing nature of sales: </span><i><span data-contrast="auto">Not all revenue and sales dollars look the same</span></i><span data-contrast="auto">. This is in reference to the changing nature of both how in addition to traditional offerings, organizations are now selling subscription and usage-based products and services through multiple channels. These customer-driven shifts in the approach to buying and selling are also altering the economics of the B2B and B2B business models. </span></p> </div> <a href="https://stephenhurrell.isg-research.net/margin-highlights-the-need-for-sales-and-revenue-planning"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/the-buyers-guide-for-rpm-classifies-and-rates-vendors">The Buyers Guide for RPM Classifies and Rates Vendors</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">09 August 2023 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png?width=200&name=The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png?width=100&name=The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png?width=200&name=The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png?width=300&name=The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png?width=400&name=The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png?width=500&name=The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png?width=600&name=The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p><span data-contrast="auto">I am happy to share insights gleaned from our latest Buyers Guide, a research and assessment of how well vendors’ offerings meet buyers’ requirements. The </span><a href="https://www.ventanaresearch.com/buyers_guide/office_of_revenue/revenue_performance_management_2023"><span data-contrast="none">Revenue Performance Management Ventana Research Buyers Guide: 2023</span></a><span data-contrast="auto"> is the distillation of a year of market and product research by Ventana Research. Drawing on our Benchmark Research, we apply a structured methodology built on evaluation categories that reflect the real-world criteria incorporated in a request for proposal to Revenue...</span></p> </div> <a href="https://stephenhurrell.isg-research.net/the-buyers-guide-for-rpm-classifies-and-rates-vendors"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/market-observations-from-the-revenue-performance-management-buyers-guide">Market Observations from the Revenue Performance Management Buyers Guide</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">08 August 2023 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png?width=200&name=Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png?width=100&name=Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png?width=200&name=Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png?width=300&name=Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png?width=400&name=Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png?width=500&name=Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png?width=600&name=Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p><span data-contrast="auto">Having just completed the 2023 Ventana Research Buyers Guide for Revenue Performance Management, I want to share some of my observations about how the market has advanced since our assessment one year ago. </span></p> </div> <a href="https://stephenhurrell.isg-research.net/market-observations-from-the-revenue-performance-management-buyers-guide"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/why-incentive-compensation-is-right-for-more-than-sales">Why Incentive Compensation Is Right for More Than Sales</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">21 June 2023 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png?width=200&name=Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png?width=100&name=Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png?width=200&name=Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png?width=300&name=Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png?width=400&name=Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png?width=500&name=Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png?width=600&name=Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p>A lot has changed in business over the past ten years. The rise of e-commerce and omnichannel buying and engagement, the increasing digitization of the economy and the broader adoption of pricing and revenue models such as subscription and usage. And these are all having an impact on how business leaders need to think about their organizations.</p> </div> <a href="https://stephenhurrell.isg-research.net/why-incentive-compensation-is-right-for-more-than-sales"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/payroll-management">Payroll Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/total-compensation-management">Total Compensation Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/planning-matters-to-sales-and-revenue-performance-management">Planning Matters to Sales and Revenue Performance Management</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">08 June 2023 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Planning_Matters_to_Sales_and_Revenue_Performance_Management.png?width=200&name=Planning_Matters_to_Sales_and_Revenue_Performance_Management.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/Planning_Matters_to_Sales_and_Revenue_Performance_Management.png?width=100&name=Planning_Matters_to_Sales_and_Revenue_Performance_Management.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Planning_Matters_to_Sales_and_Revenue_Performance_Management.png?width=200&name=Planning_Matters_to_Sales_and_Revenue_Performance_Management.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Planning_Matters_to_Sales_and_Revenue_Performance_Management.png?width=300&name=Planning_Matters_to_Sales_and_Revenue_Performance_Management.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Planning_Matters_to_Sales_and_Revenue_Performance_Management.png?width=400&name=Planning_Matters_to_Sales_and_Revenue_Performance_Management.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Planning_Matters_to_Sales_and_Revenue_Performance_Management.png?width=500&name=Planning_Matters_to_Sales_and_Revenue_Performance_Management.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/Planning_Matters_to_Sales_and_Revenue_Performance_Management.png?width=600&name=Planning_Matters_to_Sales_and_Revenue_Performance_Management.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p>While many vendors have focused on developing new technologies and features to improve sales execution through more personalized and targeted sales enablement, lead and sales opportunity progress tracking and scoring, manager coaching and conversational intelligence, it seems that sales and revenue teams are realizing that this is not, in and of itself, enough to arrest the decline in quota attainment and the general failure of most sales teams’ members to make targets. But, as Antoine de...</p> </div> <a href="https://stephenhurrell.isg-research.net/planning-matters-to-sales-and-revenue-performance-management"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/the-revolution-in-revenue-in-2023-ventana-research-market-agenda">The Revolution in Revenue in 2023: Ventana Research Market Agenda</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">13 January 2023 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png?width=200&name=The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png?width=100&name=The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png?width=200&name=The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png?width=300&name=The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png?width=400&name=The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png?width=500&name=The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png?width=600&name=The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p>Ventana Research recently announced its 2023 research agenda for the Office of Revenue, continuing the guidance we’ve offered for nearly two decades to help organizations realize their optimal value from applying technology to improve business outcomes. Chief Sales and Revenue Officers face an imperative to manage their sales and revenue organizations, but they don’t always have the guidance they need to embrace technology to achieve the best possible outcomes. As we look forward to 2023, we...</p> </div> <a href="https://stephenhurrell.isg-research.net/the-revolution-in-revenue-in-2023-ventana-research-market-agenda"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/sales">Sales</a>, <a href="https://stephenhurrell.isg-research.net/tag/analytics">Analytics</a>, <a href="https://stephenhurrell.isg-research.net/tag/internet-of-things">Internet of Things</a>, <a href="https://stephenhurrell.isg-research.net/tag/data">Data</a>, <a href="https://stephenhurrell.isg-research.net/tag/sales-performance-management">Sales Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/digital-technology">Digital Technology</a>, <a href="https://stephenhurrell.isg-research.net/tag/digital-commerce">Digital Commerce</a>, <a href="https://stephenhurrell.isg-research.net/tag/conversational-computing">Conversational Computing</a>, <a href="https://stephenhurrell.isg-research.net/tag/mobile-computing">mobile computing</a>, <a href="https://stephenhurrell.isg-research.net/tag/subscription-management">Subscription Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/extended-reality">extended reality</a>, <a href="https://stephenhurrell.isg-research.net/tag/intelligent-sales">intelligent sales</a>, <a href="https://stephenhurrell.isg-research.net/tag/partner-management">partner management</a>, <a href="https://stephenhurrell.isg-research.net/tag/sales-engagement">sales engagement</a>, <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/ai-and-machine-learning">AI and Machine Learning</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/revenue-operations-guides-the-modern-revenue-organization">Revenue Operations Guides the Modern Revenue Organization</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">27 October 2022 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png?width=200&name=AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png?width=100&name=AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png?width=200&name=AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png?width=300&name=AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png?width=400&name=AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png?width=500&name=AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png?width=600&name=AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p>The topic of revenue operations has been extensively covered recently, not least by vendors extolling the virtues of their particular offering. But as with much of the software industry, vendors often see the market through the lens of their current product capabilities rather than what is necessarily needed. With the rise of the mixed-revenue model that includes subscription and usage pricing as well as one-time sales, combined with the growth in self-service commerce, the result is more teams...</p> </div> <a href="https://stephenhurrell.isg-research.net/revenue-operations-guides-the-modern-revenue-organization"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/revenue-management">revenue management</a>, <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue</a> <hr> </div> <div class="blog-index__post-content" style="margin-bottom: 80px"> <div class="post-meta"> <h2 style="font-size: 1.875rem;"><a href="https://stephenhurrell.isg-research.net/value-index-for-revenue-performance-management-rates-vendors">Value Index for Revenue Performance Management Rates Vendors</a></h2> <div class="author-meta"> Posted by <a href="https://stephenhurrell.isg-research.net/author/stephen-hurrell"> Stephen Hurrell </a> on <span class="post-date">31 March 2022 </span> </div>  <hr> </div> <div class="list-card-p"><div class="wrapingimage"> <img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png?width=200&name=AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png" width="200" !important: srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png?width=100&name=AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png?width=200&name=AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png?width=300&name=AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png 300w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png?width=400&name=AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png?width=500&name=AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png 500w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png?width=600&name=AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png 600w" sizes="(max-width: 200px) 100vw, 200px"> </div> <p>Ventana Research is happy to share insights gleaned from the latest Value Index research, an assessment of how well vendors’ offerings meet buyers’ requirements. The 2022 Revenue Performance Management (RPM) Value Index is the distillation of a year of market and product research. Drawing on our Benchmark Research, we apply a structured methodology built on evaluation categories that reflect the real-world criteria incorporated in a request for proposal to vendors supporting the spectrum of...</p> </div> <a href="https://stephenhurrell.isg-research.net/value-index-for-revenue-performance-management-rates-vendors"><span class="readmore"> Read More </span></a><br><br> Topics: <a href="https://stephenhurrell.isg-research.net/tag/sales">Sales</a>, <a href="https://stephenhurrell.isg-research.net/tag/sales-performance-management">Sales Performance Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/price-and-revenue-management">Price and Revenue Management</a>, <a href="https://stephenhurrell.isg-research.net/tag/sales-enablement">sales enablement</a>, <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management</a> <hr> </div> <script> // Check active classes var checkClass = function() { if ( $('.fil_item').hasClass('hide') ) { $('.fil_item').removeClass('hide'); } }; // Category filters $('.all').click( function() { checkClass(); }); // Active tag $('.bttn').click(function(){ $('.bttn').removeClass('active'); $(this).addClass('active'); }) </script> </div> <div class="blog-numeric-pagination span12 ">   <ul class="numeric-pagination"> <li class="disabled"><a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management/page/0"><svg xmlns="http://www.w3.org/2000/svg" viewbox="0 0 492 492" width="20px" height="20px"> <path d="M198.608,246.104L382.664,62.04c5.068-5.056,7.856-11.816,7.856-19.024c0-7.212-2.788-13.968-7.856-19.032l-16.128-16.12 C361.476,2.792,354.712,0,347.504,0s-13.964,2.792-19.028,7.864L109.328,227.008c-5.084,5.08-7.868,11.868-7.848,19.084 c-0.02,7.248,2.76,14.028,7.848,19.112l218.944,218.932c5.064,5.072,11.82,7.864,19.032,7.864c7.208,0,13.964-2.792,19.032-7.864 l16.124-16.12c10.492-10.492,10.492-27.572,0-38.06L198.608,246.104z" /> </svg></a></li> <li class="active"><a href="https://stephenhurrell.isg-research.net">1</a></li> <li><a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management/page/2" rel="next">2</a></li> <li class=""><a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management/page/2" rel="next"><svg xmlns="http://www.w3.org/2000/svg" width="20px" height="20px" viewbox="0 0 451.846 451.847"> <path d="M345.441,248.292L151.154,442.573c-12.359,12.365-32.397,12.365-44.75,0c-12.354-12.354-12.354-32.391,0-44.744 L278.318,225.92L106.409,54.017c-12.354-12.359-12.354-32.394,0-44.748c12.354-12.359,32.391-12.359,44.75,0l194.287,194.284 c6.177,6.18,9.262,14.271,9.262,22.366C354.708,234.018,351.617,242.115,345.441,248.292z" fill="" /> </svg></a></li> </ul> </div> </div> <div class="blog-sidebar">   <style> .blog-sidebar h3 { font-size: 18px; margin-bottom: 30px; position: relative; color: var(--light_blue); padding-top:40px; } .btn-secondary, .filter-expand-link { text-transform: uppercase; background-color: #113049!important; border-color: #113049!important; color: #ffffff!important; transition: all .15s ease-in-out; animation-timing-function: ease-in-out; font-family: 'Open Sans', sans-serif; font-style: normal; font-weight: 500; text-decoration: none; font-size: 0.875rem; line-height: 1.4000000000000001rem; border-radius: 6px; height: 3.5rem; text-align: center; padding: 0 2.8125rem; border: 1px solid; display: -webkit-inline-box; display: -ms-inline-flexbox; display: inline-flex; -webkit-box-align: center; -ms-flex-align: center; align-items: center; } .filter-expand-link { text-transform: uppercase; background-color: #113049!important; border-color: #113049!important; color: #ffffff!important; transition: all .15s ease-in-out; animation-timing-function: ease-in-out; font-family: 'Open Sans', sans-serif; font-style: normal; font-weight: 500; text-decoration: none; font-size: 0.875rem; line-height: 1.4000000000000001rem; border-radius: 6px; height: 3.5rem; text-align: center; padding: 0 2.8125rem; border: 1px solid; display: -webkit-inline-box; display: -ms-inline-flexbox; display: inline-flex; -webkit-box-align: center; -ms-flex-align: center; align-items: center; } </style> <span class="hs-cta-wrapper" id="hs-cta-wrapper-960cd0b7-7494-40d3-ac1c-5825d5a075be"><span class="hs-cta-node hs-cta-960cd0b7-7494-40d3-ac1c-5825d5a075be" id="hs-cta-960cd0b7-7494-40d3-ac1c-5825d5a075be"><a href="https://cta-redirect.hubspot.com/cta/redirect/2035844/960cd0b7-7494-40d3-ac1c-5825d5a075be"><img class="hs-cta-img" id="hs-cta-img-960cd0b7-7494-40d3-ac1c-5825d5a075be" style="border-width:0px;" src="https://no-cache.hubspot.com/cta/default/2035844/960cd0b7-7494-40d3-ac1c-5825d5a075be.png" alt="JOIN OUR COMMUNITY"></a></span><script charset="utf-8" src="https://js.hscta.net/cta/current.js"></script><script type="text/javascript"> hbspt.cta.load(2035844, '960cd0b7-7494-40d3-ac1c-5825d5a075be', {"useNewLoader":"true","region":"na1"}); </script></span> <span id="hs_cos_wrapper_module_1495215326694198" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_rich_text" style="" data-hs-cos-general-type="widget" data-hs-cos-type="rich_text"><h3 style="color: var(--light_blue);">Our Analyst Perspective Policy</h3> <ul> <li style="display: none; list-style: none;"> <p>Ventana Research’s Analyst Perspectives are fact-based analysis and guidance on business, <g class="gr_ gr_12 gr-alert gr_gramm gr_inline_cards gr_run_anim Punctuation only-ins replaceWithoutSep" id="12" data-gr-id="12">industry</g> 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.</p> <p>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 <a href="mailto:ChiefResearchOfficer@isg-research.net">ChiefResearchOfficer@isg-research.net</a></p> </li> </ul> <a class="btn-secondary" href="https://www.isg-research.net/analyst-perspective-policy">View Policy</a></span>  <div id="hs_cos_wrapper_module_168621267066296" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"><style> </style> <h3 style="color: #255a89;">Our Analysts</h3>  <div class="row-fluid"> <div class="span6" style="text-align: center;"> <a href="https://davidmenninger.isg-research.net"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Menninger.David%20Pic.Circle.png?width=100&name=Menninger.David%20Pic.Circle.png" alt="David Menninger" width="100" data-constrained="true" caption="false" sizes="(max-width: 100px) 100vw, 100px" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Menninger.David%20Pic.Circle.png?width=50&name=Menninger.David%20Pic.Circle.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Menninger.David%20Pic.Circle.png?width=100&name=Menninger.David%20Pic.Circle.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Menninger.David%20Pic.Circle.png?width=150&name=Menninger.David%20Pic.Circle.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Menninger.David%20Pic.Circle.png?width=200&name=Menninger.David%20Pic.Circle.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Menninger.David%20Pic.Circle.png?width=250&name=Menninger.David%20Pic.Circle.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Menninger.David%20Pic.Circle.png?width=300&name=Menninger.David%20Pic.Circle.png 300w"> <h5 class="analyst_name">David Menninger</h5> </a> </div> <div class="span6" style="text-align: center;"> <a href="https://jefforr.isg-research.net"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Orr.Jeff.Circle.png?width=100&name=Orr.Jeff.Circle.png" alt="Jeff Orr" width="100" data-constrained="true" caption="false" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Orr.Jeff.Circle.png?width=50&name=Orr.Jeff.Circle.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Orr.Jeff.Circle.png?width=100&name=Orr.Jeff.Circle.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Orr.Jeff.Circle.png?width=150&name=Orr.Jeff.Circle.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Orr.Jeff.Circle.png?width=200&name=Orr.Jeff.Circle.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Orr.Jeff.Circle.png?width=250&name=Orr.Jeff.Circle.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Orr.Jeff.Circle.png?width=300&name=Orr.Jeff.Circle.png 300w" sizes="(max-width: 100px) 100vw, 100px"> <h5 class="analyst_name">Jeff Orr</h5> </a> </div> </div>   <div class="row-fluid"> <div class="span6" style="text-align: center;"> <a href="https://keithdawson.isg-research.net"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Dawson.Keith%20Pic.Circle.png?width=100&name=Dawson.Keith%20Pic.Circle.png" alt="Keith Dawson" width="100" data-constrained="true" caption="false" sizes="(max-width: 100px) 100vw, 100px" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Dawson.Keith%20Pic.Circle.png?width=50&name=Dawson.Keith%20Pic.Circle.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Dawson.Keith%20Pic.Circle.png?width=100&name=Dawson.Keith%20Pic.Circle.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Dawson.Keith%20Pic.Circle.png?width=150&name=Dawson.Keith%20Pic.Circle.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Dawson.Keith%20Pic.Circle.png?width=200&name=Dawson.Keith%20Pic.Circle.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Dawson.Keith%20Pic.Circle.png?width=250&name=Dawson.Keith%20Pic.Circle.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Dawson.Keith%20Pic.Circle.png?width=300&name=Dawson.Keith%20Pic.Circle.png 300w"> <h5 class="analyst_name">Keith Dawson</h5> </a> </div> <div class="span6" style="text-align:center;"> <a href="https://marksmith.isg-research.net"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Smith.Mark%20Pic.Circle.png?width=100&name=Smith.Mark%20Pic.Circle.png" alt="Mark Smith" width="100" data-constrained="true" caption="false" sizes="(max-width: 100px) 100vw, 100px" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Smith.Mark%20Pic.Circle.png?width=50&name=Smith.Mark%20Pic.Circle.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Smith.Mark%20Pic.Circle.png?width=100&name=Smith.Mark%20Pic.Circle.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Smith.Mark%20Pic.Circle.png?width=150&name=Smith.Mark%20Pic.Circle.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Smith.Mark%20Pic.Circle.png?width=200&name=Smith.Mark%20Pic.Circle.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Smith.Mark%20Pic.Circle.png?width=250&name=Smith.Mark%20Pic.Circle.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Smith.Mark%20Pic.Circle.png?width=300&name=Smith.Mark%20Pic.Circle.png 300w"> <h5 class="analyst_name">Mark Smith</h5> </a> </div> </div>   <div class="row-fluid"> <div class="span6" style="text-align: center;"> <a href="https://mattaslett.isg-research.net"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Aslett.Matt%20Pic.Circle.png?width=100&name=Aslett.Matt%20Pic.Circle.png" alt="Matt Aslett" width="100" data-constrained="true" caption="false" sizes="(max-width: 100px) 100vw, 100px" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Aslett.Matt%20Pic.Circle.png?width=50&name=Aslett.Matt%20Pic.Circle.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Aslett.Matt%20Pic.Circle.png?width=100&name=Aslett.Matt%20Pic.Circle.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Aslett.Matt%20Pic.Circle.png?width=150&name=Aslett.Matt%20Pic.Circle.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Aslett.Matt%20Pic.Circle.png?width=200&name=Aslett.Matt%20Pic.Circle.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Aslett.Matt%20Pic.Circle.png?width=250&name=Aslett.Matt%20Pic.Circle.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Aslett.Matt%20Pic.Circle.png?width=300&name=Aslett.Matt%20Pic.Circle.png 300w"> <h5 class="analyst_name">Matt Aslett</h5> </a> </div> <div class="span6" style="text-align: center;"> <a href="https://matthewbrown.isg-research.net/"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/profile_vr_matthew_brown_circle_900x900.png?width=100&name=profile_vr_matthew_brown_circle_900x900.png" alt="Matthew Brown" width="100" data-constrained="true" caption="false" sizes="(max-width: 100px) 100vw, 100px" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/profile_vr_matthew_brown_circle_900x900.png?width=50&name=profile_vr_matthew_brown_circle_900x900.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/profile_vr_matthew_brown_circle_900x900.png?width=100&name=profile_vr_matthew_brown_circle_900x900.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/profile_vr_matthew_brown_circle_900x900.png?width=150&name=profile_vr_matthew_brown_circle_900x900.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/profile_vr_matthew_brown_circle_900x900.png?width=200&name=profile_vr_matthew_brown_circle_900x900.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/profile_vr_matthew_brown_circle_900x900.png?width=250&name=profile_vr_matthew_brown_circle_900x900.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/profile_vr_matthew_brown_circle_900x900.png?width=300&name=profile_vr_matthew_brown_circle_900x900.png 300w"> <h5 class="analyst_name">Matthew Brown</h5> </a> </div> </div>   <div class="row-fluid"> <div class="span6" style="text-align: center;"> <a href="https://robertkugel.isg-research.net"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Kugel.Robert%20Pic.Circle.png?width=100&name=Kugel.Robert%20Pic.Circle.png" alt="Robert Kugel" width="100" data-constrained="true" caption="false" sizes="(max-width: 100px) 100vw, 100px" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Kugel.Robert%20Pic.Circle.png?width=50&name=Kugel.Robert%20Pic.Circle.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Kugel.Robert%20Pic.Circle.png?width=100&name=Kugel.Robert%20Pic.Circle.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Kugel.Robert%20Pic.Circle.png?width=150&name=Kugel.Robert%20Pic.Circle.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Kugel.Robert%20Pic.Circle.png?width=200&name=Kugel.Robert%20Pic.Circle.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Kugel.Robert%20Pic.Circle.png?width=250&name=Kugel.Robert%20Pic.Circle.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Kugel.Robert%20Pic.Circle.png?width=300&name=Kugel.Robert%20Pic.Circle.png 300w"> <h5 class="analyst_name">Robert Kugel</h5> </a> </div> <div class="span6" style="text-align: center;"> <a href="https://stephenhurrell.isg-research.net"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Hurrell.Stephen%20Pic.Circle.png?width=100&name=Hurrell.Stephen%20Pic.Circle.png" alt="Stephen Hurrell" width="100" data-constrained="true" caption="false" sizes="(max-width: 100px) 100vw, 100px" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Hurrell.Stephen%20Pic.Circle.png?width=50&name=Hurrell.Stephen%20Pic.Circle.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Hurrell.Stephen%20Pic.Circle.png?width=100&name=Hurrell.Stephen%20Pic.Circle.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Hurrell.Stephen%20Pic.Circle.png?width=150&name=Hurrell.Stephen%20Pic.Circle.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Hurrell.Stephen%20Pic.Circle.png?width=200&name=Hurrell.Stephen%20Pic.Circle.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Hurrell.Stephen%20Pic.Circle.png?width=250&name=Hurrell.Stephen%20Pic.Circle.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/_images/_team/Hurrell.Stephen%20Pic.Circle.png?width=300&name=Hurrell.Stephen%20Pic.Circle.png 300w"> <h5 class="analyst_name">Stephen Hurrell</h5> </a> </div> </div>   <div class="row-fluid">  <div style="text-align: center;"> <a href="https://blog.isg-research.net"> <img class="analyst_img" style="width: 100px;" src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Bug_Reverse_Transparent.png?width=100&name=ISG_Bug_Reverse_Transparent.png" alt="ISG Software Research" width="100" data-constrained="true" caption="false" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Bug_Reverse_Transparent.png?width=50&name=ISG_Bug_Reverse_Transparent.png 50w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Bug_Reverse_Transparent.png?width=100&name=ISG_Bug_Reverse_Transparent.png 100w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Bug_Reverse_Transparent.png?width=150&name=ISG_Bug_Reverse_Transparent.png 150w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Bug_Reverse_Transparent.png?width=200&name=ISG_Bug_Reverse_Transparent.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Bug_Reverse_Transparent.png?width=250&name=ISG_Bug_Reverse_Transparent.png 250w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Bug_Reverse_Transparent.png?width=300&name=ISG_Bug_Reverse_Transparent.png 300w" sizes="(max-width: 100px) 100vw, 100px"> <h5 class="analyst_name">ISG Software Research</h5> </a> </div> </div>  </div> <div id="hs_cos_wrapper_module_1552944263900179" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module widget-type-form" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <span id="hs_cos_wrapper_module_1552944263900179_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_form" style="" data-hs-cos-general-type="widget" data-hs-cos-type="form"><h3 id="hs_cos_wrapper_module_1552944263900179_title" class="hs_cos_wrapper form-title" data-hs-cos-general-type="widget_field" data-hs-cos-type="text"><span style="color: var(--light_blue);">Subscribe to Email Updates</span></h3> <div id="hs_form_target_module_1552944263900179"></div> </span> </div>  <span id="hs_cos_wrapper_module_147975372439311792" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_post_filter" style="" data-hs-cos-general-type="widget" data-hs-cos-type="post_filter"><div class="block"> <h3>Posts by Month</h3> <div class="widget-module"> <ul> <li> <a href="https://stephenhurrell.isg-research.net/archive/2024/10">October 2024 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2024/07">July 2024 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2024/04">April 2024 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2024/03">March 2024 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2024/02">February 2024 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2024/01">January 2024 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2023/12">December 2023 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2023/09">September 2023 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2023/08">August 2023 <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2023/07">July 2023 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2023/06">June 2023 <span class="filter-link-count" dir="ltr">(4)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/archive/2023/05">May 2023 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2023/04">April 2023 <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2023/03">March 2023 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2023/01">January 2023 <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2022/11">November 2022 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2022/10">October 2022 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2022/09">September 2022 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2022/07">July 2022 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2022/05">May 2022 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2022/03">March 2022 <span class="filter-link-count" dir="ltr">(4)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2022/02">February 2022 <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2022/01">January 2022 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/12">December 2021 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/11">November 2021 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/10">October 2021 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/09">September 2021 <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/08">August 2021 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/07">July 2021 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/06">June 2021 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/05">May 2021 <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/04">April 2021 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/03">March 2021 <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/02">February 2021 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2021/01">January 2021 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2020/11">November 2020 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2020/09">September 2020 <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/archive/2020/08">August 2020 <span class="filter-link-count" dir="ltr">(1)</span></a> </li> </ul> <a class="filter-expand-link" href="#">see all</a> </div> </div> </span> <span id="hs_cos_wrapper_post_filter" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_post_filter" style="" data-hs-cos-general-type="widget" data-hs-cos-type="post_filter"><div class="block"> <h3>Posts by Topic</h3> <div class="widget-module"> <ul> <li> <a href="https://stephenhurrell.isg-research.net/tag/agent-management">agent management <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/tag/ai-and-machine-learning">AI and Machine Learning <span class="filter-link-count" dir="ltr">(20)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/tag/analytics">Analytics <span class="filter-link-count" dir="ltr">(19)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/tag/business-intelligence">Business Intelligence <span class="filter-link-count" dir="ltr">(4)</span></a> </li> <li> <a href="https://stephenhurrell.isg-research.net/tag/business-intelligence-3">business intelligence <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/business-intelligence-2">business intelligence <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/business-planning">Business Planning <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/candidate-engagement">candidate engagement <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/collaboration">Collaboration <span class="filter-link-count" dir="ltr">(4)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/collaborative-computing">collaborative computing <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/contact-center">Contact Center <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/continuous-planning">Continuous Planning <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/continuous-supply-chain">continuous supply chain <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/conversational-computing">Conversational Computing <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/crm">CRM <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/customer-experience">Customer Experience <span class="filter-link-count" dir="ltr">(10)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/data">Data <span class="filter-link-count" dir="ltr">(5)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/dell-boomi">Dell Boomi <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/digital-commerce">Digital Commerce <span class="filter-link-count" dir="ltr">(21)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/digital-technology">Digital Technology <span class="filter-link-count" dir="ltr">(5)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/embedded-analytics">embedded analytics <span class="filter-link-count" dir="ltr">(5)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/enterprise-resource-planning">Enterprise Resource Planning <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/erp-and-continuous-accounting">ERP and Continuous Accounting <span class="filter-link-count" dir="ltr">(4)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/extended-reality">extended reality <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/financial-performance-management">Financial Performance Management <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/human-capital-management">Human Capital Management <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/intelligent-sales">intelligent sales <span class="filter-link-count" dir="ltr">(8)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/internet-of-things">Internet of Things <span class="filter-link-count" dir="ltr">(7)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/marketing">Marketing <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/mobile-computing">mobile computing <span class="filter-link-count" dir="ltr">(4)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/natural-language-processing">natural language processing <span class="filter-link-count" dir="ltr">(5)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/office-of-finance">Office of Finance <span class="filter-link-count" dir="ltr">(5)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/office-of-revenue">Office of Revenue <span class="filter-link-count" dir="ltr">(35)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/operations-supply-chain">Operations & Supply Chain <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/partner-management">partner management <span class="filter-link-count" dir="ltr">(10)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/payroll-management">Payroll Management <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/performance-management">Performance Management <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/predictive-planning">Predictive Planning <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/price-and-revenue-management">Price and Revenue Management <span class="filter-link-count" dir="ltr">(11)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/pricing-management">pricing management <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/process-mining">Process Mining <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/product-information-management">Product Information Management <span class="filter-link-count" dir="ltr">(9)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/profitability-management">profitability management <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/revenue-and-lease-accounting">revenue and lease accounting <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/revenue-management">revenue management <span class="filter-link-count" dir="ltr">(29)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/revenue-performance-management">Revenue Performance Management <span class="filter-link-count" dir="ltr">(13)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/robotic-finance">robotic finance <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/sales">Sales <span class="filter-link-count" dir="ltr">(30)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/sales-enablement">sales enablement <span class="filter-link-count" dir="ltr">(11)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/sales-engagement">sales engagement <span class="filter-link-count" dir="ltr">(22)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/sales-performance-management">Sales Performance Management <span class="filter-link-count" dir="ltr">(17)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/sales-performance-management-spm">Sales Performance Management (SPM) <span class="filter-link-count" dir="ltr">(3)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/streaming-analytics">Streaming Analytics <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/subcription-management">subcription management <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/subscription-billing">Subscription Billing <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/subscription-management">Subscription Management <span class="filter-link-count" dir="ltr">(26)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/total-compensation-management">Total Compensation Management <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/vocalcom-and-zeacom">Vocalcom and Zeacom <span class="filter-link-count" dir="ltr">(1)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/voice-of-the-customer">Voice of the Customer <span class="filter-link-count" dir="ltr">(2)</span></a> </li> <li style="display:none;"> <a href="https://stephenhurrell.isg-research.net/tag/work-and-resource-management">Work and Resource Management <span class="filter-link-count" dir="ltr">(1)</span></a> </li> </ul> <a class="filter-expand-link" href="#">see all</a> </div> </div> </span> <br><br> <h3 style="color: var(--light_blue);padding-top:40px;">Analyst Perspectives Archive</h3> <p><a class="btn-secondary" href="https://stephenhurrell.isg-research.net/all">See All</a></p>   </div> </div> </div> <div id="hs_cos_wrapper_Footer" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_module" style="" data-hs-cos-general-type="widget" data-hs-cos-type="module"> <footer class="tf-footer Footer tf-footer-04 bg-dark tf-padding-half ventana-footer text-white Footer" id="ventana-footer"> <div class="tf-footer-nav" style="position: relative;z-index: 999;"> <div class="container"> <div class="row"> <div class="col-lg-4 col-12"> <div class="footer-logo text-"> <div class="footer__logo"> <span id="hs_cos_wrapper_Footer_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_logo" style="" data-hs-cos-general-type="widget" data-hs-cos-type="logo"><a href="//www.isg-research.net" id="hs-link-Footer_" style="border-width:0px;border:0px;"><img src="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png" class="hs-image-widget " height="46" style="height: auto;width:400px;border-width:0px;border:0px;" width="400" alt="ISG_Software_Research_Logo_v1_white_766x" title="ISG_Software_Research_Logo_v1_white_766x" loading="lazy" srcset="https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=200&height=23&name=ISG_Software_Research_Logo_v1_white_766x.png 200w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=400&height=46&name=ISG_Software_Research_Logo_v1_white_766x.png 400w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=600&height=69&name=ISG_Software_Research_Logo_v1_white_766x.png 600w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=800&height=92&name=ISG_Software_Research_Logo_v1_white_766x.png 800w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1000&height=115&name=ISG_Software_Research_Logo_v1_white_766x.png 1000w, https://stephenhurrell.isg-research.net/hs-fs/hubfs/ISG_Software_Research_Logo/ISG_Software_Research_Logo_v1_white_766x.png?width=1200&height=138&name=ISG_Software_Research_Logo_v1_white_766x.png 1200w" sizes="(max-width: 400px) 100vw, 400px"></a></span> </div> <div> </div> </div> </div> <div class="col-md-8"> <div class="row"> <div class="col-md-2"> </div> <div class="col"> <h5 class="footer-heading">Company</h5> <div class="menu-wrapper text-white "> <span id="hs_cos_wrapper_Footer_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="menu"><div id="hs_menu_wrapper_Footer_" class="hs-menu-wrapper active-branch flyouts hs-menu-flow-horizontal" role="navigation" data-sitemap-name="default" data-menu-id="102436937819" aria-label="Navigation Menu"> <ul role="menu"> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.isg-research.net/ventana-research-is-now-part-of-isg" role="menuitem">Now Part of ISG</a></li> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://isg-one.com/who-we-are" role="menuitem">About ISG</a></li> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.isg-research.net/about/client_experience" role="menuitem">Our eXperience</a></li> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.isg-research.net/about/teams" role="menuitem">Our Team</a></li> </ul> </div></span> </div> </div> <div class="col"> <h5 class="footer-heading">Resources</h5> <div class="menu-wrapper text-white "> <span id="hs_cos_wrapper_Footer_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="menu"><div id="hs_menu_wrapper_Footer_" class="hs-menu-wrapper active-branch flyouts hs-menu-flow-horizontal" role="navigation" data-sitemap-name="default" data-menu-id="93614635876" aria-label="Navigation Menu"> <ul role="menu"> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://summit.isg-research.net" role="menuitem">Digital Summit</a></li> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.ventanaresearch.com/events" role="menuitem">Events & Webinars</a></li> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.isg-research.net/media" role="menuitem">Media Kit</a></li> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.isg-research.net/press-release" role="menuitem">Press Releases</a></li> </ul> </div></span> </div> </div> <div class="col"> <h5 class="footer-heading">Helpful Links</h5> <div class="menu-wrapper text-white "> <span id="hs_cos_wrapper_Footer_" class="hs_cos_wrapper hs_cos_wrapper_widget hs_cos_wrapper_type_menu" style="" data-hs-cos-general-type="widget" data-hs-cos-type="menu"><div id="hs_menu_wrapper_Footer_" class="hs-menu-wrapper active-branch flyouts hs-menu-flow-horizontal" role="navigation" data-sitemap-name="default" data-menu-id="178197311655" aria-label="Navigation Menu"> <ul role="menu"> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.ventanaresearch.com/join-our-community" role="menuitem">Join Our Community</a></li> <li class="hs-menu-item hs-menu-depth-1" role="none"><a href="https://www.isg-research.net/profile-old" role="menuitem">Update Your Profile</a></li> </ul> </div></span> </div> </div> </div> </div> </div> </div> </div> <div class="footer-logo-socials" style="; position: relative;z-index: 999;"> <div class="container"> <div class="row"> <div class="col-md-12"> <div class="row footer-row"> <div class="col-md-6 footer-copyright text-white " style="text-align:left;"> <small><p class="small"><span>©2024 ISG.  </span><span style="color: #ffffff;"><a href="/copyright" style="color: #ffffff;">All Rights Reserved</a> | <a href="/privacy" style="color: #ffffff;">Privacy Statement</a> </span></p></small> </div> <div class="col-md-6" style="text-align:right;"> <ul class="social"> <li><a class="no-decoration" target="_blank" href="https://web.facebook.com/ventanaresearch/?_rdc=1&_rdr"><i style="background: #022838;" class="fa fa-facebook text-white" aria-hidden="true"></i></a></li> <li><a class="no-decoration" target="_blank" href="https://twitter.com/ventanaresearch"><i style="background: #022838;" class="fa fa-x-twitter text-white" aria-hidden="true"></i></a></li> <li><a class="no-decoration" target="_blank" href="https://www.linkedin.com/company/ventana-research"><i style="background: #022838;" class="fa fa-linkedin text-white" aria-hidden="true"></i></a></li> <li><a class="no-decoration" target="_blank" href="https://www.youtube.com/c/Ventanaresearch"><i style="background: #022838;" class="fa fa-youtube text-white" aria-hidden="true"></i></a></li> <li><a class="no-decoration" target="_blank" href="https://www.instagram.com/ventana_research/"><i style="background: #022838;" class="fa fa-instagram text-white" aria-hidden="true"></i></a></li> </ul> </div> </div> </div> </div> </div> </div> <a href="javascript:" id="return-to-top"> </a> </footer> </div>  <script defer src="/hs/hsstatic/content-cwv-embed/static-1.1293/embed.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/94278782902/1725882474552/Ventana_Research_2023/Ventana_Research_2023_child.min.js"></script> <script> var hsVars = hsVars || {}; hsVars['language'] = 'en'; </script> <script src="/hs/hsstatic/cos-i18n/static-1.53/bundles/project.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/module_assets/90531062927/1702386872146/module_90531062927_Header-Global.min.js"></script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "Akeron Vulki: A Sales Performance Application with a Difference", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/akeron-vulki-a-sales-performance-application-with-a-difference", "datePublished": "09/02/2024", "dateModified": "09/02/2024", "articleBody": "Revenue and sales performance used to be the preserve of a few software providers as many enterprises made do with in-house solutions, often built on the ubiquitous spreadsheet. But increasingly managing revenue and sales performance is becoming too complex as business models are changing in response to customer behavior. Akeron, with their Vulki Sales Performance application, is a more recent entrant to the market. Akeron, in its current incarnation is led by Marco Pierallini and Manuel Vellutini who were also responsible for Tagetik, an enterprise performance management application. Based in Lucca, Italy, Akeron has taken familiar concepts and functions such as aggregation, allocation, forecasting and version control from the enterprise performance arena and utilized them to develop a sales performance application. The new Vulki application is focused on several main areas within sales and revenue performance management including incentive compensation, territory, quota and resource planning, as well as reporting, analytics and forecasting. Rather than a general focus, Akeron has extended the functionality to support the specific needs of several verticals, such as CPG, retail and financial services. This includes the ability to accommodate multiple sales channels and trade promotion considerations. Compensation is not restricted to incentives based purely on sales and can also incorporate MBO and annual variable plans. This is important to fully support the modern revenue organization, where the rise of digital commerce and the introduction of subscription business models has broadened the number of staff in an enterprise who are involved in revenue beyond the more traditional sales and account executives. We believe that through 2026, fewer than 2 in 5 enterprises will develop incentive compensation plans for everyone on revenue-supporting teams, thus impacting the enterprise's ability to hit new, expansion and retention revenue targets.  Likewise, the modern enterprise needs to be agile in its ability to be responsive to events on the ground. Historically, sales plans including quotas and compensation were set once and remained unchanged during the year. However, as remarked earlier, multiple selling channels and the need for agility means that promotions, incentives and quotas may need to be adjusted during the year. A good performance management system should not just be about reporting and execution but should also have the ability to link back to planning functions to adjust as needed. Vulki, with its strong planning functionality, has this capability. Akeron is primarily focused on larger enterprises and have what they refer to as “composability” to ensure that workflows and processes are aligned with the customers’ needs. In addition, Vulki customers will almost certainly need to integrate data with various third-party systems such as financial objectives and targets, product and pricing information, bookings and order data and workforce pay systems. Akeron has a data hub capability to enable custom integrations with required third-party systems. As a European based software provider and with functionality well suited to verticals such as CPG, retail and financial services, Vulki from Akeron should be under consideration for enterprises wishing to modernize systems and processes for a more complex selling environment. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/Akeron_Vulki_A_Sales_Performance_Application_with_a_Difference.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "2024 Market Agenda for Office of Revenue: Bring AI to the Table", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/2024-market-agenda-for-office-of-revenue-bring-ai-to-the-table", "datePublished": "30/01/2024", "dateModified": "30/01/2024", "articleBody": "Ventana Research recently announced its 2024 research agenda for the Office of Revenue, continuing the guidance we have offered for nearly two decades to help enterprises across industries derive optimal value and improved outcomes from business technology. Chief Sales and Revenue Officers face an imperative to manage their sales and revenue organizations, but they do not always have the guidance they need to embrace technology. As we look forward to 2024, we are focusing on the entire selling and buying journey, how changing buyer behavior is exacerbating challenges in achieving targets and whether recent developments in Generative AI can help. We are looking at applications that simplify processes and tasks across the customer buying experience from beginning to end. Our research agenda is crafted using our firm’s expertise on business requirements and our knowledge of software providers and products. Through our continuous market research, we offer insights and best practices for both the lines of business and IT as well as across industry verticals that will help any enterprise reach its maximum potential. In 2024, we will continue our focus on the broader concept of revenue management to help enterprises address their strategy, planning and operations. The rise of digital commerce and subscription business models has shifted enterprises’ primary focus on new business. With the higher cost of new customer acquisition and the resulting importance of customer retention and expansion, the entire customer experience is of vital importance in building and sustaining a business. These processes that support the customer experience require specific technology—a 360-degree view of customers, digital buying technology, pricing optimization for managing B2C and B2B models, configure-price-quote (CPQ) and contract lifecycle management (CLM) applications to enable adjusting contract terms based on the configuration of products as is most often found in B2B-focused enterprises. We also will focus on the mixed-revenue model that includes the subscription management experience as, for many industries, this is a growing part of the overall customer journey. Improving sales outcomes and revenue are key to sales effectiveness, and emerging sales applications and tools provide the path to that goal. New applications and tools geared toward salespeople and processes are designed to help not just with managing sales teams but also to help salespeople effectively sell. The launch of competing GenAI offerings in 2023 allowed many software providers to incorporate these new technologies in applications. Our research in 2024 will focus on how all aspects of AI, not just GenAI, can be applied to address specific use cases in managing revenue. We will conduct market research and publish a Buyer’s Guide in CRM covering the departmental and process perspective of software providers and products. Reflecting this, our sales and revenue practice addresses six focus areas: Digital Commerce, Revenue Management, Sales Engagement, Sales and Revenue Performance Management, Subscription Management and Partner Management. Digital Commerce Digital commerce enables enterprises to engage with any type of customer across digital channels—the web, mobile apps, text, voice-activated “agents,” video and social channels—to deliver an optimal customer and product experience. In the world of digital commerce, the customer and product experience are top differentiators. Conversational computing as well as hyper-personalization are transforming customer engagement, and many enterprises will need to renovate their digital platform to optimize customer and product experiences or risk falling behind competitors. With the emergence of GenAI, enterprises can combine improved understanding of customers with more dynamic tailoring of product and service information and pricing and bundle offers. And by 2026, one-half of enterprises will conclude that they need to heavily invest in first- and third-party data to provide a unified view of individual customer behavior—including propensity to buy—to retain customers. Moving beyond consumer purchase, we will also look at how B2B selling and buying are increasingly using B2C digital approaches to mirror this experience. We will conduct Buyers Guide research in 2024 to identify best practices and assess and rate software providers’ potential to help meet evolving commerce needs. Revenue Management With the rise of digital commerce and the subscription and usage business models, enterprises are increasingly recognizing that the traditional primacy of a new customer-focus needs to change. As new customer acquisition costs are high, both retention and existing customer expansion are of equal importance. And with the exponential growth of data—not just generated internally through CRM, order and back-office systems, but with the addition of third-party location and firmographic—technology can be used to help identify, navigate and execute new paths to revenue. In addition, with regulatory changes and buyer dissatisfaction with traditional marketing outreach sales, marketing and customer success will need to plan and operate together to ensure all departments are aligned to a company’s revenue goals. Despite this, through 2026, fewer than 3 in 10 enterprises will replace disparate marketing, sales and customer operations teams with a unified revenue operations approach, thus lowering their revenue growth. We will conduct new Buyer’s Guide research in 2024 to identify best practices and assess and rate software providers’ potential to help meet emerging revenue management needs across all aspects of the buyer and customer journey. We will also focus on the importance of evaluating CRM implementations and whether they are keeping up with business process changes, as so much of software providers’ feature development is dependent on the quality and timeliness of the underlying data to drive insights and AI recommendations. Sales Engagement Sales engagement facilitates intelligent engagement and execution by sales professionals to achieve optimal revenue outcomes. With a recognized decline in quota attainment, a shift in balance to buyers through internet-based research capabilities and changes wrought by the pandemic, software providers have been focusing more on how to help sell and not just manage sales. After a slow start, systems that use AI for opportunity scoring, to analyze sales interactions, recommend next best actions and with GenAI to help with outreach and communication with buyers, technology is finally starting to assist sellers and not just management. In fact, by 2026, more than one-half of sales enterprises will need new data-driven AI technology to gain market and competitive insights and enable sales professionals to adapt selling motions to engage effectively for optimal outcomes. We do not believe sales enablement should exist as a separate category as much of the need and recent technical innovations link enablement to engagement; and, like engagement, it is increasingly utilizing much of the same data as sales engagement applications to drive effectiveness within selling teams. Enterprises should invest in sales engagement capabilities designed to support salespersons and not just those that manage sales teams. In 2024, we will examine the need for sales engagement applications as separate applications from CRM Systems as well as conduct Buyer’s Guide research on sales engagement software providers and into the proposal to contract process in CPQ and CLM. Sales and Revenue Performance Management Revenue performance management (RPM) is the natural successor to sales performance management (SPM) and enables revenue and sales leaders to align strategy and planning to optimally engage all types of accounts and territories, whether supported by direct, partner or self-service digital commerce channels, using quotas and compensation to achieve the best possible outcomes. In addition, we will reflect the changing focus from solely new business to include those involved in customer retention and expansion. Managing revenue performance requires that enterprises effectively plan revenue processes and resources; it is critical that planning be collaborative to optimize engagement and boost revenue performance. Despite this importance, by 2027, only slightly more than 1 in 5 enterprises will deploy dedicated sales and revenue performance management in response to the changing business economics of subscription models and omnichannel selling to consistently achieve revenue targets. Organizational and ownership issues of the processes needed for effective RPM are often impediments to a more effective balance between planning and execution. We recommend that enterprises that are planning to adopt RPM use our most recent Revenue Performance Management Buyers Guide to identify appropriate software providers and products and to also examine sales compensation and sales performance management software providers. Subscription Management Subscription management involves processes and applications designed to manage the subscriber experience from first digital touch to subscriber engagement and billing. To engage subscribers more effectively, enterprises must prioritize technology that enhances the subscriber experience by automating subscriber operations and financial processes. More broadly, subscriptions should more readily be thought of as part of a range of different pricing and engagement models that enterprises can utilize for their product and service offerings. Many B2B companies are adding subscription business models as part of their overall revenue mix to remain competitive as well as leverage new revenue streams to accompany existing product and service lines. In fact, by 2027, over one-half of all enterprises will deploy a mixed revenue model that includes subscriptions and usage pricing in addition to one-time sales as enterprises make adjustments to remain competitive. For B2B companies, a usage-based business model may make more sense, imposing new requirements on software providers to enable pricing models that support individually negotiated contracts. Our 2023 Subscription Management Buyers Guide that reviews best practices and assesses and rates software providers’ potential to help meet emerging subscription needs is required reading for enterprises investigating offerings in this area. We will be publishing an updated guide in 2024. Partner Management Partner management involves processes and applications designed to support businesses that bundle or resell other providers’ services and products. Although not new, this is a growing model where an ecosystem of providers supply customers with a mix of their own products and services with those from other third parties. By 2027, 1 in 5 enterprises will be engaged with a partner ecosystem to deliver bundled products and services to customers, adding customer value to offerings and expanding addressable markets. This necessitates new onboarding processes, revenue allocation and service level agreement (SLA) monitoring and reporting. We will conduct new Buyers Guide Research in 2024 to identify and rate software provider’s potential to help meet emerging partner management needs. Every sales organization, no matter how many employees it has or the size of its revenue, has an opportunity to significantly improve the selling experience. Enhancements to underlying processes and technology can have an immediate impact on top- and bottom-line results. Determining your path forward in 2024 requires an effective strategy and knowledge of the technology you need to improve or add to your existing portfolio of investments. Subscribe to our community to keep up to date on our research efforts in 2024 and navigate to our revenue expertise and topic areas to see the detailed agenda and continuously updated 90-day calendar as well as more research facts and best practices. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/2024_Market_Agenda_for_Office_of_Revenue_Bring_AI_to_the_Table.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "Margin Highlights the Need for Sales and Revenue Planning", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/margin-highlights-the-need-for-sales-and-revenue-planning", "datePublished": "27/12/2023", "dateModified": "27/12/2023", "articleBody": "I have a phrase I like to use when describing the changing nature of sales: Not all revenue and sales dollars look the same. This is in reference to the changing nature of both how in addition to traditional offerings, organizations are now selling subscription and usage-based products and services through multiple channels. These customer-driven shifts in the approach to buying and selling are also altering the economics of the B2B and B2B business models. The cost of customer acquisition and sales efforts for subscriptions are relatively unchanged versus one-time sales. But as the revenue is spread over time, it changes the point at which the buyer becomes profitable to the vendor. If, for any reason, there is not a sustained engagement between buyer and seller, the buyer will not be profitable. Although revenue targets may be achieved, it will be at the expense of margin. This also affects how organizations compute and understand product profitability, potentially distorting the appearance of product-level performance if measured by revenue alone. The adoption of variable pricing models has led to differences in the economics of business, including the impact of the increasing volume and value of trade purchased through self-service and digital commerce platforms. Such platforms typically have lower costs to serve versus a direct or partner sales model, positively impacting the underlying financials used to establish profitability and margin. But even though these market initiatives have a fundamental impact on how businesses operate today, people, processes and technologies in many organizations have not yet fully adjusted. An example from our experience was with a subscription-based software provider who wanted to introduce self-service purchasing for existing customers. Despite expectations of a speedier solution, customers who used this new buying method were frustrated as the fulfillment process still took two weeks. As it turns out, the compensation plan had not been adjusted, and orders continued to be processed through the salesperson so that they received credit for the sale. These unintended consequences occur because organizations do not think holistically about accommodating a more complex sales and revenue process, especially for B2B buyers. With multiple buying channels and differing pricing and engagement models, a single revenue target, simplistic incentive compensation plans and quotas, roughly drawn territories or traditional resource plans are insufficient. These organizations need plans that balance revenue targets across different channels linked to profitability and margin targets. It’s also critical to determine incentive compensation attribution and crediting processes that recognize transactions may be involved in a sale or an account, even if the final order occurs online. Territories that are only linked to geography and reliant on the previous year’s sales are unlikely to be perceived as representing “balanced” opportunities for individual sellers. This could become a disincentive, or worse, cause salespeople to look for new roles elsewhere, requiring expensive replacements. We believe that by 2025, only 1 in 10 organizations will recognize the need to pursue a unified approach to plan for omnichannel buyers and mixed revenue models. The remaining organizations will face a reduced ability to hit corporate revenue goals. To avoid this disconnect, sales and revenue leaders need to work with finance, human resources, self-service and e-commerce teams during the planning process. Myriad decisions factor into identifying proper processes: How will sales credit and attribution work? Who owns renewals and expansions? How will resources be allocated? Territories can be viewed geographically but also as virtual territories since remote selling affords the potential for vertical specialization regardless of physical location. Final decisions need to be communicated collaboratively to sales teams to facilitate adoption. Sales and revenue planning is not a one-time, annual task but an opportunity for continual adjustment as events on the ground transpire. Effective decisions depend on plausible forecasts and projections. For successful forecasting, those responsible need access to a wide range of data sources covering all sales and revenue channels, not just direct sales, as is the case with most sales forecasting processes. We call this wider, more comprehensive approach to sales and revenue planning revenue performance management. While spreadsheets are often the default tool for sales and revenue planning, they are inadequate for today’s revenue organizations. Multichannel sales, the need to share and link to finance and HR and the requirement to continually adjust in response to forecast projections adds sufficient complexity and size to necessitate using more specialist sales and revenue performance planning tools. We strongly recommend that sales and revenue leaders ensure they are using the right specialist sales and revenue performance management and planning applications. If not, undertake to review the available options. A good place to start is with the Ventana Research comprehensive Sales and Revenue Performance Buyers Guide, available here. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/Margin_Highlights_the_Need_for_Sales_and_Revenue_Planning.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "The Buyers Guide for RPM Classifies and Rates Vendors", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/the-buyers-guide-for-rpm-classifies-and-rates-vendors", "datePublished": "09/08/2023", "dateModified": "09/08/2023", "articleBody": "I am happy to share insights gleaned from our latest Buyers Guide, a research and assessment of how well vendors’ offerings meet buyers’ requirements. The Revenue Performance Management Ventana Research Buyers Guide: 2023 is the distillation of a year of market and product research by Ventana Research. Drawing on our Benchmark Research, we apply a structured methodology built on evaluation categories that reflect the real-world criteria incorporated in a request for proposal to Revenue Performance Management vendors supporting the spectrum of Office of Revenue. Using this methodology, we evaluated vendor submissions in seven categories: five relevant to the product experience ﹘ Adaptability, Capability, Manageability, Reliability and Usability ﹘ and two related to the customer experience ﹘ TCO/ROI and vendor Validation. This research-based guide evaluates the full business and information technology value of Office of Revenue software offerings. I encourage you to learn more about our Buyers Guide and its effectiveness as a vendor selection and RFI/RFP tool. This Buyers Guide research evaluates the following vendors that offer products for Revenue Performance Management as we define it: Anaplan, Board International, Oracle, Salesforce, SAP, Varicent, and Xactly. Five of these seven suppliers responded positively to our requests for information and provided completed questionnaires and demonstrations to aid our analysis of their revenue performance management products. Along with briefings and information where provided, all online material that was generally available was used for the analysis. This report includes products generally available as of June 1, 2023. The following vendors declined to participate or did not respond to our invitation: SAP. To organizations considering products from these vendors, we recommend extra scrutiny as part of the software assessment because they did not make their technology available for the Value Index evaluation process. Unlike many IT analyst firms that rank vendors from an IT-only perspective or focus on a specific type of Revenue Performance Management technology, Ventana Research has designed the Buyers Guide to provide a balanced perspective, rooted in an understanding of business drivers and needs. This approach not only reduces cost and time but also minimizes the risk of making a decision that is bad for the business. Using the Buyers Guide will enable your organization to achieve levels of efficiency and effectiveness needed to optimize Revenue Performance Management. We urge organizations to do a thorough job of evaluating Revenue Performance Management offerings in this Buyers Guide as both the results of our in-depth analysis of these vendors and as an evaluation methodology. The Buyers Guide can be used to evaluate existing suppliers, plus provides evaluation criteria for new projects. Using it can shorten the cycle time for an RFP. The Buyers Guide for Revenue Performance Management in 2023 finds Oracle first on the list, followed by Varicent and Anaplan. Companies that are rated in the top three of any category ﹘ including the product and customer experience dimensions ﹘ earn the designation of Leader. The Leaders in Product Experience are: Oracle Varicent Board International The Leaders in Customer Experience are: Oracle Salesforce SAP The Leaders across any of the seven categories are: Oracle, which has achieved this rating in seven of the seven categories. Anaplan, in four categories. Board International and Varicent, in three categories. Salesforce, in two categories. SAP and Xactly, in one category. The overall performance chart provides a visual representation of how vendors rate across product and customer experience. Vendors with products scoring higher in a weighted rating of the five product experience categories place farther to the right. The combination of ratings for the two customer experience categories determines their placement on the vertical axis. As a result, vendors that place closer to the upper-right are “exemplary” and rated higher than those closer to the lower-left and identified as vendors of “merit.” Vendors that excelled at customer experience over product experience have an “assurance” rating, and those excelling instead in product experience have an “innovative” rating. Note that close vendor scores should not be taken to imply that the packages evaluated are functionally identical or equally well-suited for use by every organization or process. Although there is a high degree of commonality in how organizations handle Revenue Performance Management there are many idiosyncrasies and differences that can make one vendor’s offering a better fit than another. After more than a decade of technological advances, all the products we evaluated are feature-rich, but not all the capabilities they offer are equally valuable to users. Moreover, the existence of too many capabilities may be a negative factor for an organization if it introduces unnecessary complexity. Nonetheless, an organization may decide that a larger number of options is a plus, especially if some of them match its established practices or better support a new initiative that is driving the purchase of new software. Features, functions and vendor assessments are not the only deciding factors. For example, an organization may face budget constraints such that the TCO evaluation can tip the scale to one vendor or another. This is where the Value Index methodology and appropriate weighting can be applied to determine the best fit of vendors and products to an organization’s specific needs. Our firm has made every effort to encompass in this Buyers Guide the overall product and customer experience from our Revenue Performance Management blueprint, which we believe reflects what a well-crafted RFP should contain. Even so, there may be additional areas that affect which vendors and products best fit an organization’s particular requirements. Therefore, while this research is complete as it stands, utilizing it in your own organizational context is critical to ensure that products deliver the highest level of support for your projects. You can find more details on our site as well as in the Buyers Guide Report. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/The_Buyers_Guide_for_RPM_Classifies_and_Rates_Vendors.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "Market Observations from the Revenue Performance Management Buyers Guide", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/market-observations-from-the-revenue-performance-management-buyers-guide", "datePublished": "08/08/2023", "dateModified": "08/08/2023", "articleBody": "Having just completed the 2023 Ventana Research Buyers Guide for Revenue Performance Management, I want to share some of my observations about how the market has advanced since our assessment one year ago. In many organizations, the sales department is being superseded by revenue teams. These revenue teams support a super-set of traditional sales functions that include not only those involved in gaining new customers, but also those with an increased focus on customer retention, expansion and cross-sell aimed at existing customers. As organizations embrace additional sales channels, whether through more typical indirect sales from partners or via new digital selling channels like e-commerce, revenue management will require an enhanced degree of alignment and coordination. The economics of multichannel selling and newer business models require the need to expand focus and resources beyond new business. This will impact not just sales and revenue teams but also marketing, partner management, commerce, subscription and customer service. To achieve these aims, leadership and planning will be key. Any time an organization transitions to new approaches and processes, there will be resistance, missteps and potential disruption. A change in the approach of strategic leadership, and in the planning, monitoring and real-time adjustments via sales or revenue operation teams, is essential. Revenue-driven organizations must manage operations with performance demands in mind and ensure consistent results every quarter, month in and month out. Revenue leaders need to implement processes that support overall strategy and growth, and also optimize both sales professional talent and the selling experience needed to achieve expectations. The next generation of revenue and sales leaders are embracing the need to focus on creating processes that generate and project predictable revenues. Revenue performance management (RPM) as defined by Ventana Research is a coordinated set of revenue-generating and related activities, processes and systems that enable organizations to plan, execute, monitor and adjust in real time to achieve customer, product and revenue targets. The imperative to maximize outcomes from all channels and departments of revenue faces many challenges in every organization. Key revenue responsibilities across departments that generate new business and client relationships, retain existing ones through potential subscription renewals or upselling, and expand into existing customers are all about setting up revenue efforts in an effective manner. Territories that are balanced, quota and compensation that are aligned with corporate objectives, and reliable forecasts are key to achieving overall goals and outcomes. Sales performance management is a subset of revenue performance management, and this research also assesses what a sales organization needs if they are only focused on a single revenue source. In addition, new initiatives from technology vendors that use artificial intelligence (AI) and machine learning (ML) that apply to historic data can create new insights to inform both management and revenue-focused professionals. The use of AI can be applied in a variety of different ways, from individual deal scoring to overall pipeline health, customer churn risk prediction and identifying upsell and cross-sell opportunities for existing customers, as well as next-best-action recommendations. All this information can be used to inform revenue forecasts with a greater degree of accuracy and predictability than traditional bottom-up judgement forecasting on its own. And in response to the increased pressure to retain revenue talent, it can be used both to improve individual and teams’ abilities to succeed and to highlight those at risk of leaving. Ensuring that all buying and selling channels and departments contribute as fully as possible to the success of the organization — to retention, growth, profitability and the overall customer experience — requires not only dedication but effective strategy and planning. A well-developed strategy to utilize current and future talent for sales and revenue efforts is essential for the best possible performance. To carry out this mission, organizations need a set of coordinated revenue-related activities, processes and systems that enable the sales and revenue teams, from leadership and operations to the manager and sellers and customer success, to operate in a coordinated and collaborative manner. The evolution to RPM enables the ability to maximize outcomes across all buying or revenue channels. Sales and revenue teams are designed to deliver the most effective return on an organization’s products and services across customers or consumers and must ensure that selling is done efficiently and intelligently. Sales and revenue channels and departments are typically complex entities, often with cultures and historical approaches that can inadvertently sabotage their performance. And many in leadership believe that sales teams can adapt and change its behavior without seeking out and using best practices. In our view, effective management across sales and revenue operations requires well-designed and continuously optimized territories and accounts aligned with quotas that are designed to achieve an organization’s full revenue potential. Territories can be based not only on geographies but on a variety of alternate drivers leading to virtual territories more aligned with current needs. Quotas need to be linked to both overall organization objectives and product and service category targets. With the advent of self-service and digital channels, and as customers can engage across multiple channels for a single purchase, both quotas and territories need to ensure sales individuals are not penalized or disincentivized. This foundation must be established through modeling and planning that will provide the analytics and metrics necessary to guide revenue leadership and operations for the coming month, quarter, year and beyond. To remain flexible and responsive to market conditions, organizations should employ the concept of continuous revenue performance monitoring and adjust territories, quotas and incentives based on data-driven insights and forecasts rather than a whim and gut feeling. Use of analytics and data from operations and planning can assist in revenue-related compensation plans that utilize commissions and incentives to influence and align behavior and priorities. To optimize revenue performance, organizations must be able to design and apply incentives that motivate those supporting revenue generation to reach their targets. To evaluate whether compensation plans and incentives are effective, revenue leadership needs tools to help assess the relationship between plans, targets and actual performance. Comparing compensation and incentive plans among all revenue personnel and with other parts of the organization, for example, can help managers determine whether what they provide is appropriate. Goals and objectives must be defined, established, tracked and then linked to incentives and rewards to help guide revenue performance. Moreover, organizations need to know whether their compensation is competitive in their market. Using benchmarks to compare compensation to that of others in the industry can provide this information. Using spreadsheets to manage revenue operations and performance is ineffective and can be problematic when trying to achieve optimal outcomes. Spreadsheets are not designed for managing the data needed across revenue channels or the varying types of buying and selling channels that must be measured toward goals and targets. Spreadsheets also cannot scale as a company grows. The use of multiple spreadsheets, often stored on users’ local drives, is a factor in producing scattered information, which the majority of organizations cite as a major impediment to managing revenue performance. A dedicated approached to RPM can provide a better method to achieve an organization’s goals. Even revenue-related applications such as sales force automation (SFA) and customer relationship management (CRM) that are designed to capture data about accounts, contacts and opportunities cannot deliver optimal visibility into overall revenue performance in the way that a dedicated RPM system can. Dashboards and reports from SFA systems typically look only at historical performance, but backward-looking reports can’t provide timely guidance on the current state of quotas and incentives for sales professionals and are not flexible enough to provide information on, or credit, others involved in deals. Our comprehensive evaluation of vendors takes into consideration all the preceding characteristics needed for a revenue performance approach. Revenue performance management systems should deliver functionality and support that enables organizations to plan for and optimize revenue growth across all their relevant teams and channels. Our Buyers Guide report will be of relevance to those organizations who have decided to adopt a revenue performance approach, or who are investigating it. This research evaluates the following vendors that offer products that address key elements of revenue performance management as we define it: Anaplan, Board International, Oracle, Salesforce, SAP, Varicent Software, Xactly. You can find more details on our site as well as in the Buyers Guide Market Report. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/Market_Observations_from_the_Revenue_Performance_Management_Buyers_Guide.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "Why Incentive Compensation Is Right for More Than Sales", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/why-incentive-compensation-is-right-for-more-than-sales", "datePublished": "21/06/2023", "dateModified": "21/06/2023", "articleBody": "A lot has changed in business over the past ten years. The rise of e-commerce and omnichannel buying and engagement, the increasing digitization of the economy and the broader adoption of pricing and revenue models such as subscription and usage. And these are all having an impact on how business leaders need to think about their organizations. One of the more significant changes has been an increase in the number of an organization’s employees now more directly tied to revenue. With a traditionally sales-led organization, there has been a singular focus on new customer acquisition, with sales teams seen as the tip of the spear and the drivers of revenue growth. But, with the rise of subscription and usage pricing and revenue models, this is changing to increasingly recognize the equal importance of account retention and the need for an expansion of business within existing customers. A direct consequence of this shift is that the number of roles with a direct linkage to revenue has increased substantially. Customer Success teams, for example, hold responsibility for the overall success of a customer relationship. This attention to service and support directly impacts the ability to secure renewals or for an account manager to upsell or cross-sell within the business. Organizations are now recognizing this pivotal role in the form of shared commissions and team bonuses, where bonuses based on total organizational financial performance were once the only standard. This is having an impact on how organizations and HR and finance think about compensation. Unlike most employees, sales teams’ compensation includes a large variable element that is linked to sales transactions. And although there are numerous variations, this compensation based on transactions is very different from most of an organization’s employees, where the variable element is proportionally much smaller and is linked to either personal achievements, such as MBOs, or shared targets, such as corporate revenue growth. The pandemic era also finally turned some in the Office of Finance into believers in the very real concept of Cost of Vacancy, where the lack of workers to serve customers translated into shuttered locations and a complete loss of revenue when people elected not to return to the workforce, even when restrictions lifted. Further, the burnout associated with prolonged hours and increased workload led to regrettable attrition and found companies unable to refill those vacated positions, continuing the cycle. In response, many organizations quickly implemented new (or new to them) incentive pay programs, including temporary hourly rate increases, hazard pay, shift differentials, manager bonuses tied to retention rates, extended referral bonuses where one-time payouts were once the norm, spot bonuses, bonus targets for all location employees based on target sales bands — the list is exhaustive, and all require a compensation management platform agile enough to allow the creation and calculation of a variety of compensation schemes, quickly. Our research reveals that organizations have seen tangible results associated with these types of variable incentives in terms of improved retention and employee engagement, which have been tied repeatedly to positive business outcomes. So much so that we assert that by 2025, one-half of organizations using compensation management software will incentivize employees to take more of their compensation in variable pay through the platform’s compensation equivalencies tools. So, as more employees are directly tied to revenue, it follows that more of them will have incentive compensation plans that more closely resemble those of salespeople. This will require more planning and involvement in plan design across teams and will potentially tax an organization’s ability to administer an accurate and timely payout system. Providers of specialist incentive compensation applications have both the technology and the expertise to help HR, finance and IT organizations with both plan design as well as systems to manage crediting and payout. These systems also support plan approval processes as well as commission calculation dispute resolution. And many have embedded analytics to track actual vs. intended outcomes as well as links to opportunity-level forecasts to understand potential future liability of commissions to be paid out. Attempting to do this in a typical HR compensation planning system, or utilizing spreadsheets, will find that this doesn’t scale and leads both to contentious errors as well as not achieving intended outcomes. In fact, we assert that through 2025, fewer than 1 in 5 companies will develop incentive compensation plans that cover all revenue supporting teams, impacting an organization’s ability to hit new, expansion and retention revenue targets, despite the very real lessons that should have been learned during economic upheaval of the most recent several years. For many organizations, transactional incentive compensation can represent over 10% of total employee expenses, so ensuring both plan design and effective execution and administration is more than just a nice to have. For organizations that either are seeing growth in, or are planning to broaden, the number of staff who are directly linked to revenue, variable compensation, similar to traditional sales, will become more prevalent. We recommend that HR review their existing compensation management systems and processes and, where this is not something that is supported, evaluate new compensation software platforms, like those included in our 2023 Total Compensation Management Value Index. And for those using a sales incentive compensation management (ICM) application, engage with that vendor as to whether it supports the needs of a broader group of staff. In addition, also look to ICM vendors for help with best practices; as well review, the existing incentive compensation plans to ensure they are not negatively impacting a shift to omnichannel engagement. Regards, Stephen Hurrell & Quincy Valencia", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/Why_Incentive_Compensation_Is_Right_for_More_Than_Sales.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "Planning Matters to Sales and Revenue Performance Management", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/planning-matters-to-sales-and-revenue-performance-management", "datePublished": "08/06/2023", "dateModified": "08/06/2023", "articleBody": "While many vendors have focused on developing new technologies and features to improve sales execution through more personalized and targeted sales enablement, lead and sales opportunity progress tracking and scoring, manager coaching and conversational intelligence, it seems that sales and revenue teams are realizing that this is not, in and of itself, enough to arrest the decline in quota attainment and the general failure of most sales teams’ members to make targets. But, as Antoine de Saint-Exupéry said, “A goal without a plan is just a wish.” At Ventana Research, we pioneered the category of sales performance management or SPM. This represents not just the execution side of sales performance, but the planning as well. Combined, this is sales performance management. I write more on this in The Necessity of Sales Performance Management. And we are also pioneering its successor, revenue performance management or RPM. More details around this can be found here, but, in essence, revenue performance management represents an expansion of the coverage of sales performance to reflect the increasing adoption of the recurring subscription model, leading to a shift from a singular focus on new sales only to an approach that puts equal emphasis on retention and expansion as well as recognizing the increasing role of omnichannel engagement, especially self-service and e-commerce. But despite this, we assert that by 2025, less than one-quarter of organizations will have a unified technology approach to manage revenue planning for the performance of revenue professionals across territories, accounts, quotas and incentives. Typically, sales and revenue planning can be thought of as setting up the team, whether direct or indirect, field or inside sales, for success. This is done by developing and building integrated territory, incentive compensation and resource plans that align to, and are driven by, overall company objectives. More recent trends, such as the increasing adoption of mixed pricing and recurring revenue models, including subscription pricing as well as self-service B2B commerce, are adding complexity and require sales planning to accommodate the impact of these changes. The move to add subscriptions places a greater emphasis on retention of customers and upsell and cross-sell opportunities. In addition, self-service purchases need to be included within sales targets and compensation so that sales teams are both fairly compensated and supportive of omnichannel engagement. In terms of territories, the shift to remote selling has led to interest in, and adoption of, virtual territories, allowing for industry-type specialization, a key requisite for sales teams building that all-important expertise that enables them to be viewed as a trusted partner to buyers. Likewise, the drivers used by organizations to establish a way to estimate the value of a territory, virtual or otherwise, are moving beyond the somewhat limited and one-dimensional use of the previous year’s sales as a proxy. Better availability of firmographic and buyer intent data makes deriving territory values more data-driven and aids in creating balanced territories, which is important in assuring salespersons that opportunities are fairly distributed. When it comes to incentive compensation plans, historical performance should be utilized in assessing whether incentives led to alignment between expected behaviors and actual results. And compensation needs to reflect that newer channels, such as self-service B2B channels, are part of a holistic engagement model and may be preferred by existing customers re-ordering after the initial sale is made, but the sales and account team should be credited even if the sale no longer goes directly through the account team. And the last major component of sales planning should also include capacity planning that ensures the effective allocation of resources. Metrics such as quota by rep and territory, average deal size, sale duration, conversion rates, new rep ramp rates and the rate of stage progression are examples of drivers that can be used in capacity planning. The final point I would like to raise is this: Although historically for many organizations, the overall sales plan is treated as a one-and-done activity, the reality is that plans are typically not completed before the following year begins and, and even when completed, market changes, competitive pressures and members of the sales team changing roles will result in the need for continuing adjustments. One of the main lessons of recent years is that best-in-class organizations are nimble and agile, and they don’t just track performance but utilize this information and forward-looking data to make on-the-fly adjustments to ensure territories, incentives and resources are being constantly aligned with needs. I cover this need to embrace a more dynamic approach to planning here. And best-in-class organizations recognize the need to move beyond trying to manage this in spreadsheets, knowing that good planning is collaborative and will involve not just sales and revenue teams, but finance and HR as well. A superior sales and revenue system provides the data and administrative control and guardrails needed while supporting empowering leaders and operations teams to make their own adjustments without needing to rely on technical help or the one individual who knows how the spreadsheet works. Sales and revenue leaders and operations leaders should review their existing processes and applications to ensure that sales planning is not just a one-and-done exercise but is part of a dynamic feedback loop. And sales and revenue forecasts as well as the inevitable personnel changes should be continually fed back into the planning process and applications so changes can be modeled, and the options evaluated using data. You cannot know the future, but you can be ready to adjust resources and plans accordingly with an integrated approach to all aspects of sales and revenue planning. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/Planning_Matters_to_Sales_and_Revenue_Performance_Management.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "The Revolution in Revenue in 2023: Ventana Research Market Agenda", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/the-revolution-in-revenue-in-2023-ventana-research-market-agenda", "datePublished": "13/01/2023", "dateModified": "13/01/2023", "articleBody": "Ventana Research recently announced its 2023 research agenda for the Office of Revenue, continuing the guidance we’ve offered for nearly two decades to help organizations realize their optimal value from applying technology to improve business outcomes. Chief Sales and Revenue Officers face an imperative to manage their sales and revenue organizations, but they don’t always have the guidance they need to embrace technology to achieve the best possible outcomes. As we look forward to 2023, we are focusing on the entire selling and buying journey, and in addition focusing on those activities that ensure renewal and expansion as well as newer digital engagement and selling channels. We are looking at applications that simplify processes and tasks across the customer experience, from beginning to end. To help, we craft our research agenda using our firm’s expertise on business requirements and our knowledge of technology vendors and products. Through our continuous market research, we offer insights and best practices to help both the lines of business and IT as well as across industry verticals that will help any organization reach its maximum potential. In 2023, we continue our focus on the broader concept of revenue management to help organizations address their strategy, planning and operations. With the rise of digital commerce and subscription business models, organizations’ primary focus on new business is shifting. With the higher cost of new customer acquisition and the resulting importance of customer retention and expansion, the entire customer experience is of vital importance in building and sustaining a business. These processes that support the customer experience require specific technology — a 360-degree view of customers, digital buying technology, pricing optimization for managing B2C and B2B models, and configure-price-quote (CPQ) applications to enable adjusting contract terms based on the configuration of products as is most often found in B2B-focused organizations. We also will focus on the mixed-revenue model that includes the subscription management experience as, for many industries, this is a growing part of the overall customer journey. Improving sales outcomes and revenue are key to sales effectiveness, and emerging sales applications and tools provide the path to that goal. New applications and tools designed for salespeople and processes are designed to help not just with managing sales organizations but also to help salespeople effectively sell. Reflecting this, our sales and revenue practice addresses six focus areas: digital commerce; revenue management; sales engagement; sales and revenue performance management; subscription management; and partner management. Digital Commerce Digital commerce enables organizations to engage with any type of customer across digital channels — the web, mobile apps, text, voice-activated “agents,” video and social channels — to deliver an optimal customer and product experience. In the world of digital commerce, the customer and product experience are top differentiators. Conversational computing as well as hyper-personalization are transforming customer engagement, and many organizations will need to renovate their digital platform to optimize customer and product experiences or risk lagging behind competitors. Moving beyond consumer purchase, we will also look at how B2B selling and buying are increasingly using B2C digital approaches to mirror this experience. We will conduct new Benchmark and Value Index research in 2023 to identify best practices and assess and rate technology vendors’ potential to help meet evolving commerce needs. Revenue Management With the rise of digital commerce and the subscription and usage business models, organizations are increasingly recognizing that the traditional primacy of a new customer-focus needs to change. As new customer acquisition costs are high, both retention and existing customer expansion are of equal importance. And with the exponential growth of data — not just generated internally through CRM, order and back-office systems, but with the addition of third-party location and firmographic — technology can be used to help identify, navigate and execute new paths to revenue. In addition, sales, marketing and customer success will need to plan and operate together to ensure all departments are aligned to a company’s revenue goals. Despite this, through 2025, we believe that more than three-fifths of organizations will limit the effectiveness of revenue management with an incomplete view of a customer’s journey from lead, engagement, purchasing to onboarding, renewal and expansion. We will also focus on the importance of evaluating CRM implementations and whether they are keeping up with business process changes, as so much of vendor feature development is dependent on clean and timely data to drive insights and artificial intelligence (AI) recommendations. We will conduct new Benchmark and Value Index research in 2023 to identify best practices and assess and rate technology vendors’ potential to help meet emerging revenue management needs across all aspects of the buyer and customer journey. Sales Engagement Sales engagement facilitates intelligent engagement and execution by sales professionals to achieve optimal revenue outcomes. With a recognized decline in quota attainment, a shift in balance to buyers through internet-based research capabilities and changes wrought by the pandemic, vendors have been focusing more on how to help sell and not just manage sales. After a slow start, systems that use AI and knowledge management technology are starting to provide prioritized insights that increase sales effectiveness. We do not believe sales enablement should exist as a separate category as much of the need and recent technical innovations link enablement to engagement; and, like engagement, it is increasingly utilizing much of the same data as sales engagement applications to drive effectiveness within selling teams. Organizations should invest in sales enablement systems designed to support salespersons and not just those that manage sales organizations. We will continue to conduct Dynamic Insights research in 2023 on the challenges and potential for sales engagement. Sales and Revenue Performance Management Revenue performance management (RPM) is the natural successor to sales performance management (SPM) and enables revenue and sales leaders to align strategy and planning to optimally engage all types of accounts and territories, whether supported by direct, partner or self-service digital commerce channels, using quotas and compensation to achieve the best possible outcomes. In addition, we will reflect the changing focus from solely new business to include those involved in customer retention and expansion. Managing revenue performance requires that organizations effectively plan revenue processes and resources; it’s critical that planning be collaborative to optimize engagement and boost revenue performance. Mobile devices can provide instantaneous updates and give sales professionals and managers a straightforward view of performance to enable more effective management. We recommend that organizations adopt RPM and evaluate the Value Index for guidance on vendors and review the results of the new RPM Value Index that will be released in 2023. Subscription Management Subscription management involves processes and applications designed to manage the subscriber experience from first digital touch to subscriber engagement and billing. To engage subscribers more effectively, organizations must prioritize technology that enhances the subscriber experience by automating subscriber operations and financial processes. In addition, many B2B companies are adding subscription business models as part of their overall revenue mix to remain competitive as well as leverage new revenue streams to accompany existing product and service lines. In fact, we assert that by 2025, driven by customer demand, more than one-half of companies will have adopted the subscription in addition to existing business models, resulting in a need to overcome fractured process to avoid poor customer experiences. For B2B companies, a usage-based business model will make more sense, imposing new requirements on vendors to enable pricing models that support individually negotiated contracts. We will be publishing the results of our comprehensive Value Index research in 2023 that reviews best practices and assesses and rates technology vendors’ potential to help meet emerging subscription needs. Partner Management Partner management involves processes and applications designed to support businesses that bundle or resell other providers’ services and products. Although not new, this a growing model where an ecosystem of vendors supplies customers with a mix of their own products and services with those from other third parties. This necessitates new onboarding processes, revenue allocation and service level agreement (SLA) monitoring and reporting. We will conduct new Benchmark Research in 2023 to identify best practices and assess and rate technology vendors’ potential to help meet emerging partner management needs. Every sales organization, no matter how many employees it has or the size of its revenue, has an opportunity to significantly improve the selling experience. Enhancements to underlying processes and technology can have an immediate impact on top- and bottom-line results. Determining your path forward in 2023 requires an effective strategy and knowledge of the technology you need to improve or add to your existing portfolio of investments. Subscribe to our community to keep up to date on our research efforts in 2023 and navigate to our revenue expertise and topic areas to see the detailed agenda and continuously updated 90-day calendar, as well as more research facts and best practices. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/The%20Revolution%20in%20Revenue%20in%202023%20Ventana%20Research%20Market%20Agenda.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "Revenue Operations Guides the Modern Revenue Organization", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/revenue-operations-guides-the-modern-revenue-organization", "datePublished": "27/10/2022", "dateModified": "27/10/2022", "articleBody": "The topic of revenue operations has been extensively covered recently, not least by vendors extolling the virtues of their particular offering. But as with much of the software industry, vendors often see the market through the lens of their current product capabilities rather than what is necessarily needed. With the rise of the mixed-revenue model that includes subscription and usage pricing as well as one-time sales, combined with the growth in self-service commerce, the result is more teams within an organization being directly involved with supporting revenue generation. In response, many organizations have appointed a Chief Revenue Officer (CRO) who is responsible and accountable for all sources of revenue for an organization. And with the rise of the role of the CRO, combined with an increasing adoption of mixed-revenue models, we see this as an increasingly necessary shift. We believe that leadership will need to drive this change in approach, recognizing that this will require a shift in responsibilities and, as importantly, accountability. As the CRO is responsible for more than just new business sales, their operations team needs to support more than just sales. This has given rise to the notion of revenue operations as the natural successor to sales operations. Revenue operations, whether as an actual or virtual team, is responsible for ensuring alignment and enablement across all who support revenue including marketing, sales and customer success, while making certain that finance and legal are part of the overall process. Many of these teams have their own support systems as well as team and individual metrics and targets. One of the challenges of the revenue operations approach is ensuring that different teams are aligned with overall organization objectives by means of targets and incentives. This requires analysis and understanding of what a continuous process looks like, to bring a prospect from interest, through sale, to onboarding and adoption, and on to renewal and upsell and cross-sell opportunities. To effect this change, there is a need to develop new metrics and analytics that link individual teams such as marketing, sales, account expansion and customer success to overall corporate revenue objectives. These revenue-centric metrics and analytics can be delivered via dedicated applications such as CRM or revenue intelligence with embedded analytics or using common business intelligence (BI) tools, or even manually maintained within spreadsheets. But the keys to success are whether the resultant monitoring and reporting on the metrics contribute to a better understanding of the customer life cycle. In addition, using projections and forecasts will enable monitoring of progress toward planned-for objectives and to provide actional feedback to alert leadership and management with enough forewarning to adjust and course correct. In addition, revenue operations teams can use analytics and performance measurement to identify steps in the process that are impeding the overall objectives so that processes can be continuously fine-tuned to ensure objective achievement, especially in the face of new market entrants, increased competition or market changes such as those changes that have resulted or been accelerated by the pandemic. We believe the role of revenue operations will be pivotal as organizations move to a mixed-revenue model such that through 2025, more than three-fifths of organizations will limit the effectiveness of revenue management with an incomplete view of a customer’s journey from lead, engagement, purchasing, onboarding, renewal and expansion. Given the importance of the customer experience as both a driver of renewal and opportunity for expansion, revenue operations has a key responsibility in ensuring that processes and people are aligned through defined objectives and incentives. As handovers between teams and individuals are a potential area of friction in the process, revenue operations teams need to pay close attention to these potential break points to ensure a continuous, positive customer experience. And, as discussed, this does not stop at the initial sale but continues across the life cycle of the customer. To better understand these challenges and to what extent organizations are adopting a revenue operations approach, we have launched our Revenue Operations Dynamic Insights. The research will explore the extent to which organizations are adapting to the expanded need to support all types of revenue. Using concise, web-based surveys, the Ventana Research Dynamic Insights platform gathers real-world data while immediately providing research participants with a personalized assessment of their organization’s efforts as well as research- and experience-based advice on potential next steps to improve performance. Each participant who completes the survey will receive real-time insights to support decisions ranging from prioritizing application and technology investments to what best practices are most relevant to the organization’s efforts. For organizations looking to either adopt or expand their support for revenue operations, we advise assessing the data-related processes and tasks that currently support your efforts. Our Dynamic Insights research is designed to help you examine to what extent you are adjusting people, processes and technology to promote this approach and your organization’s current stage of evolution. Click here to take the survey and here to learn more about our other research efforts. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/AP_SH_Revenue_Operations_Guides_the_Modern_Revenue_Organization.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script> <script type="application/ld+json"> { "@context": "http://schema.org", "@type": "BlogPosting", "headline": "Value Index for Revenue Performance Management Rates Vendors", "mainEntityOfPage": "https://stephenhurrell.isg-research.net/value-index-for-revenue-performance-management-rates-vendors", "datePublished": "31/03/2022", "dateModified": "31/03/2022", "articleBody": "Ventana Research is happy to share insights gleaned from the latest Value Index research, an assessment of how well vendors’ offerings meet buyers’ requirements. The 2022 Revenue Performance Management (RPM) Value Index is the distillation of a year of market and product research. Drawing on our Benchmark Research, we apply a structured methodology built on evaluation categories that reflect the real-world criteria incorporated in a request for proposal to vendors supporting the spectrum of revenue performance management. Using this methodology, we evaluated vendor submissions in seven categories: five relevant to the Product Experience ﹘ Adaptability, Capability, Manageability, Reliability and Usability ﹘ and two related to the Customer Experience ﹘ Total Cost of Ownership or Return on Investment and Vendor Validation. This research-based index evaluates the full business and information technology value of revenue performance management software offerings. We encourage you to learn more about our Value Index and its effectiveness as a vendor selection and request for information/request for proposal tool. This Value Index research evaluates the following vendors that offer products for revenue performance management as we define it: Anaplan, beqom, Board International, Clari, Gong.io, InsightSquared, Oracle, Salesforce, SAP, SugarCRM, Varicent and Xactly. Six of these 12 suppliers responded positively to our request for information and provided completed questionnaires and demonstrations to aid our analysis of applicable RPM products. Along with briefings and information where provided, all online material that was generally available was used for the analysis. This report includes products available as of December 31, 2021. The following vendors declined to participate or did not respond to our invitation: beqom, Clari, Gong.io, InsightSquared, SAP and SugarCRM. To organizations considering products from these vendors, we recommend extra scrutiny in your vendor assessment as the lack of participation in the Value Index impacted our thorough evaluation. Vendors that meet our inclusion criteria and do not participate in our Value Index are not representing their industry and commitment to this topic and are assessed on publicly available information, and this could impact their Value Index rating and ranking. Unlike many IT analyst firms that rank vendors from an IT-only perspective or focus on a specific part of RPM, Ventana Research has designed the Value Index to provide a balanced perspective, rooted in an understanding of business drivers and needs aligned to the organizational requirements. This approach not only reduces cost and time but also minimizes the risk of making a vendor selection that will be negatively impactful to the organization. Using the Value Index will enable your organization to achieve highest levels of readiness needed to support RPM in the most effective manner. We urge organizations to be thorough in evaluating vendors that provide RPM products and offer this Value Index as market research representing this topic and as an RFI evaluation methodology. The Value Index can be used to evaluate existing technology vendors and for evaluating new ones, and use it to be more effective and shorten the cycle time for an RFP to vendor selection. The Value Index for Revenue Performance Management in 2022 finds Oracle first on the list, followed by Salesforce and Xactly. Companies that rated in the top three of any category ﹘ including the product and customer experience dimensions ﹘ earn the designation Value Index Leader. The Value Index Leaders in Product Experience are: Oracle Salesforce Anaplan Leaders in Customer Experience are: Xactly Varicent Oracle Value Index Leaders across any of the seven categories are: Oracle, which has achieved this rating in six of the seven categories. Salesforce, in five categories. Anaplan and Xactly, in three categories. Board International, in two categories. SAP and Varicent, in one category. The overall performance chart provides a visual representation of how vendors rate across product and customer experience. Vendors with products scoring higher in a weighted rating of the five Product Experience categories place farther to the right. The combination of ratings for the two Customer Experience categories determines placement on the vertical axis. As a result, vendors that place closer to the upper-right are “Exemplary” and rated higher than those closer to the lower-left and identified as vendors of “Merit.” Vendors that excelled at Customer Experience over Product Experience have an Assurance” rating, and those excelling instead in Product Experience have an “Innovative” rating. The overall performance chart provides a visual representation of how vendors rate across product and customer experience. Vendors with products scoring higher in a weighted rating of the five Product Experience categories place farther to the right. The combination of ratings for the two Customer Experience categories determines placement on the vertical axis. As a result, vendors that place closer to the upper-right are “Exemplary” and rated higher than those closer to the lower-left and identified as vendors of “Merit.” Vendors that excelled at Customer Experience over Product Experience have an “Assurance” rating, and those excelling instead in Product Experience have an “Innovative” rating. Note that close vendor scores should not be taken to imply that the packages evaluated are functionally identical or equally well-suited for use by every organization or process. Although there is a high degree of commonality in how organizations handle revenue performance management, there are many idiosyncrasies and differences that can make one vendor’s offering a better fit than another. Although this category is new, many of the capabilities were previously developed for the sales department — or sales performance management, as defined and established by Ventana Research in 2004. This includes incentive compensation as well as quota and territory management, which are applicable to the wider definition of revenue and the broader range of individuals and teams now directly related to supporting revenue generation. Likewise, pipeline management, forecasting and analytics combine to give a more insightful view of current and future revenues. When reviewing new technologies, it’s important to understand that the key to successful revenue performance management is choosing a provider that solves not just the issue at hand, but also concerns that will become more apparent as organizations contemplate how to support all sources of revenue and those supporting these sources. Aligning all the different groups to overall objectives — as well as balancing newer revenue channels such as e-commerce and self-service — require that vendors recognize the importance of supporting additional personas beyond the typical sales rep, manager, executive and operations team members. Features, functions and vendor assessments are not the only deciding factors in selecting revenue performance management software. For many organizations, the switch to a wider revenue approach also means that expertise and best practices are also of significance when choosing a vendor, as reflected by capabilities and also customer experience. As cost is rarely not a factor, an organization may face budget constraints such that the TCO evaluation can tip the scale to one vendor or another. This is where the Value Index methodology and appropriate weighting can be applied to determine the best fit of vendors and products to an organization’s specific needs. Our firm has made every effort to encompass in this Value Index the overall product and customer experience from our Revenue Performance Management blueprint, which we believe reflects what a well-crafted RFP should contain. Even so, there may be additional areas that affect which vendor and products best fit an organization’s particular requirements. Therefore, while this research is complete as it stands, utilizing it in your own organizational context is critical to ensure that products deliver the highest level of support for your projects. You can find more details on our site as well as in the Value Index Market Report. Regards, Stephen Hurrell", "image": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/AP_SH_Value%20Index%20for%20Revenue%20Performance%20Management%20Rates%20Vendors.png", "height": 400, "width": 750 }, "author": { "@type": "Person", "name": "Stephen Hurrell", "url": "https://stephenhurrell.isg-research.net/author/stephen-hurrell", "sameAs": "https://www.linkedin.com/in/stephenhurrell" }, "publisher": { "@type": "Organization", "name": "ISG", "url": "stephenhurrell.isg-research.net", "logo": { "@type": "ImageObject", "url": "https://www.ventanaresearch.com/hubfs/ISG_Software_Research_Logo_Color@2x.png" } } }</script>  <script data-hs-allowed="true" src="/_hcms/forms/v2.js"></script> <script data-hs-allowed="true"> var options = { portalId: '2035844', formId: 'fa276fc9-9a16-4673-a644-1fcbedcc3c24', formInstanceId: '7762', pageId: '33416738894', region: 'na1', inlineMessage: "Thanks for subscribing!", rawInlineMessage: "Thanks for subscribing!", hsFormKey: "b82026ae5ea1bd8f7ac3040f394faa71", css: '', target: '#hs_form_target_module_1552944263900179', contentType: "listing-page", formsBaseUrl: '/_hcms/forms/', formData: { cssClass: 'hs-form stacked hs-custom-form' } }; options.getExtraMetaDataBeforeSubmit = function() { var metadata = {}; if (hbspt.targetedContentMetadata) { var count = hbspt.targetedContentMetadata.length; var targetedContentData = []; for (var i = 0; i < count; i++) { var tc = hbspt.targetedContentMetadata[i]; if ( tc.length !== 3) { continue; } targetedContentData.push({ definitionId: tc[0], criterionId: tc[1], smartTypeId: tc[2] }); } metadata["targetedContentMetadata"] = JSON.stringify(targetedContentData); } return metadata; }; hbspt.forms.create(options); </script> <script src="/hs/hsstatic/AsyncSupport/static-1.122/js/post_listing_asset.js"></script> <script> function hsOnReadyPopulateListingFeed_1078391896_1733252774345() { var options = { 'id': "1078391896-1733252774345", 'listing_url': "/_hcms/postlisting?blogId=33416738894&maxLinks=5&listingType=recent&orderByViews=false&hs-expires=1764788774&hs-version=2&hs-signature=AJ2IBuGba4hRli08Mfdv8RinFYpBT840Ww", 'include_featured_image': false }; window.hsPopulateListingFeed(options); } if (document.readyState === "complete" || (document.readyState !== "loading" && !document.documentElement.doScroll) ) { hsOnReadyPopulateListingFeed_1078391896_1733252774345(); } else { document.addEventListener("DOMContentLoaded", hsOnReadyPopulateListingFeed_1078391896_1733252774345); } </script> <script src="https://cdn2.hubspot.net/hub/-1/hub_generated/module_assets/-2712622/1733242115333/module_-2712622_Site_Search_Input.min.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/module_assets/90532869484/1702386871824/module_90532869484_Footer.min.js"></script> <script src="/hs/hsstatic/keyboard-accessible-menu-flyouts/static-1.17/bundles/project.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90530878259/1725882479801/Ventana_Research_2023/js/head.min.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531223305/1725882478811/Ventana_Research_2023/js/mmenu.min.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531202050/1725882474876/Ventana_Research_2023/js/animation.min.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90532297820/1725882487865/Ventana_Research_2023/js/slick.min.js"></script>  <script type="text/javascript"> var _hsq = _hsq || []; _hsq.push(["setContentType", "listing-page"]); _hsq.push(["setCanonicalUrl", "https:\/\/stephenhurrell.isg-research.net\/tag\/revenue-performance-management"]); _hsq.push(["setPageId", "33416738894"]); _hsq.push(["setContentMetadata", { "contentPageId": null, "legacyPageId": null, "contentFolderId": null, "contentGroupId": 33416738894, "abTestId": null, "languageVariantId": null, "languageCode": null, }]); </script> <script type="text/javascript" id="hs-script-loader" async defer src="/hs/scriptloader/2035844.js"></script>  <script type="text/javascript"> var hsVars = { render_id: "83cc95ac-fe9e-4909-8216-4ab2ba815dc0", ticks: 1733252773875, page_id: 0, content_group_id: 33416738894, portal_id: 2035844, app_hs_base_url: "https://app.hubspot.com", cp_hs_base_url: "https://cp.hubspot.com", language: "en", analytics_page_type: "listing-page", scp_content_type: "", analytics_page_id: "33416738894", category_id: 3, folder_id: 0, is_hubspot_user: false } </script> <script defer src="/hs/hsstatic/HubspotToolsMenu/static-1.354/js/index.js"></script> <script type="text/javascript" src="https://stephenhurrell.isg-research.net/hubfs/Website_Files/Javascript/wow.min.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/4329635374/1682170509237/Coded_files/Custom/page/Ventana_Research_Sept_2016-theme/Ventana_Research_Sept_2016-main.min.js" type="text/javascript"></script> <script type="text/javascript"> _linkedin_partner_id = "331692"; window._linkedin_data_partner_ids = window._linkedin_data_partner_ids || []; window._linkedin_data_partner_ids.push(_linkedin_partner_id); </script> <script type="text/javascript"> (function(){var s = document.getElementsByTagName("script")[0]; var b = document.createElement("script"); b.type = "text/javascript";b.async = true; b.src = "https://snap.licdn.com/li.lms-analytics/insight.min.js"; s.parentNode.insertBefore(b, s);})(); </script> <noscript> <img height="1" width="1" style="display:none;" alt="" src="https://dc.ads.linkedin.com/collect/?pid=331692&fmt=gif"> </noscript> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90532869483/1725882478250/Ventana_Research_2023/js/interaction.min.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90531333376/1725882483915/Ventana_Research_2023/js/lazysizes-min.min.js"></script> <script src="https://stephenhurrell.isg-research.net/hs-fs/hub/2035844/hub_generated/template_assets/90530878259/1725882479801/Ventana_Research_2023/js/head.min.js"></script>  <script> document.addEventListener("DOMContentLoaded", function() { var lazyBackgrounds = [].slice.call(document.querySelectorAll(".lazy-background")); if ("IntersectionObserver" in window && "IntersectionObserverEntry" in window && "intersectionRatio" in window.IntersectionObserverEntry.prototype) { let lazyBackgroundObserver = new IntersectionObserver(function(entries, observer) { entries.forEach(function(entry) { if (entry.isIntersecting) { entry.target.classList.add("visible"); lazyBackgroundObserver.unobserve(entry.target); } }); }); lazyBackgrounds.forEach(function(lazyBackground) { lazyBackgroundObserver.observe(lazyBackground); }); } }); </script>  <script> /*! loadCSS. [c]2017 Filament Group, Inc. MIT License */ !function(a){"use strict";var b=function(b,c,d){function j(a){if(e.body)return a();setTimeout(function(){j(a)})}function l(){f.addEventListener&&f.removeEventListener("load",l),f.media=d||"all"}var g,e=a.document,f=e.createElement("link");if(c)g=c;else{var h=(e.body||e.getElementsByTagName("head")[0]).childNodes;g=h[h.length-1]}var i=e.styleSheets;f.rel="stylesheet",f.href=b,f.media="only x",j(function(){g.parentNode.insertBefore(f,c?g:g.nextSibling)});var k=function(a){for(var b=f.href,c=i.length;c--;)if(i[c].href===b)return a();setTimeout(function(){k(a)})};return f.addEventListener&&f.addEventListener("load",l),f.onloadcssdefined=k,k(l),f};"undefined"!=typeof exports?exports.loadCSS=b:a.loadCSS=b}("undefined"!=typeof global?global:this); /*! loadCSS rel=preload polyfill. [c]2017 Filament Group, Inc. MIT License */ !function(a){if(a.loadCSS){var b=loadCSS.relpreload={};if(b.support=function(){try{return a.document.createElement("link").relList.supports("preload")}catch(a){return!1}},b.poly=function(){for(var b=a.document.getElementsByTagName("link"),c=0;c<b.length;c++){var d=b[c];"preload"===d.rel&&"style"===d.getAttribute("as")&&(a.loadCSS(d.href,d,d.getAttribute("media")),d.rel=null)}},!b.support()){b.poly();var c=a.setInterval(b.poly,300);a.addEventListener&&a.addEventListener("load",function(){b.poly(),a.clearInterval(c)}),a.attachEvent&&a.attachEvent("onload",function(){a.clearInterval(c)})}}}(this); </script> </body></html>

CINXE.COM

Stephen Hurrell's Analyst Perspectives | Revenue Performance Management