Embed Size (px)
Citation preview
© 2019 Ventana Research1
Ventana Research Sales Research in 2019
Setting the annual expertise and topic agenda
@ventanaresearch In/ventanaresearchblog.ventanaresearch.com
Mark SmithCEO & Chief Research Officer
© 2019 Ventana Research22
The materials in this presentation are copyrighted property of Ventana Research. Any use of the materials beyond the intended purpose of providing information about Ventana Research is strictly prohibited. This presentation and any part of its content may not be redistributed to anyone except the intended audience and organizations use to understand or evaluate Ventana Research.
Confidentiality Statement
© 2019 Ventana Research33
© 2019 Ventana Research44
Ventana Research is the leading business
technology research and advisory services firm
providing expertise and actionable guidance on
mainstream business processes and disruptive
digital technologies.
We deliver to our clients a unique set of research
and expertise-based offerings including
workshops, assessments and our subscription-
based Ventana On-Demand advisory service.
Ventana Research helps organizations of all sizes
globally to improve business performance.
Ventana Research – Guiding Business and IT
© 2019 Ventana Research55
© 2019 Ventana Research66
Ventana Research Expertise Agenda
Our Research Agenda and expertise in critical business and technology topics is driven by our analysts’ deep understanding of business requirements and our knowledge of technology providers.
Through our primary and secondary market research methods, we are able to provide insights and best practices to line of business and IT, and across vertical industries that will help any organization reach its maximum potential.
© 2019 Ventana Research77
Digital Innovation for Sales is Business Opportunity
© 2019 Ventana Research88
Technology Innovation Transforming Sales
Digital Technology helps organizations innovate and transform business and IT processes to improve efficiency and effectiveness.
Analytics
DataConversational
ComputingCollaborative Computing
Artificial Intelligence Blockchain
eXtended Reality (XR)Mobile
ComputingInternet of Things
© 2019 Ventana Research99
Digital Sales Unifies People for Sales Experience
© 2019 Ventana Research1010
Ventana Research Expertise Areas
Our business areas of expertise help organizations examine how to innovate and transform their processes and enable their people to effectively execute.
Analytics
MarketingHuman Capital Management
Digital Technology
Data Customer Experience
SalesOperations and
Supply ChainOffice of Finance
Expertise Areas
© 2019 Ventana Research1111
© 2019 Ventana Research1212
© 2019 Ventana Research1313
© 2019 Ventana Research1414
Expertise Overview
Improving sales outcomes and revenue are the key to sales effectiveness, and today applications and tools for sales are the path to that improvement. New
applications designed for sales organizations and processes are part of an emerging generation of technology designed for digital effectiveness.
Digital Commerce
Subscription ManagementSales Performance
ManagementSales Enablement
Intelligent SalesProduct Information
Management
© 2019 Ventana Research1515
© 2019 Ventana Research1616
Digital Commerce
Overview
• 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 and deliver an optimal customer and product experience.
Direction
• The customer and product experience for digital commerce is and should be top differentiator.
• Conversational computing will transform customer engagement for digital commerce.
• Renovate digital platform that optimizes customer and product experiences.
Market Research
• Benchmark: Digital Commerce (Q1 - Launch)
• Value Index: Digital Commerce (Q1 - Launch)
© 2019 Ventana Research1717
© 2019 Ventana Research1818
Intelligent Sales
Overview
• Intelligent Sales uses AI and machine learning to create guidance that optimize future sales actions for highestlevel of revenue optimization.
Direction
• Prioritizing collaborative and AI to create guidance on the priorities to optimize revenue.
• Renovate use of application with mobile computing to create anytime environment.
• Adopt continuous planning to guide engagement and opportunity resolution.
Market Research
• Dynamic Insights: Intelligent Sales (Q2)
© 2019 Ventana Research1919
© 2019 Ventana Research2020
Product Information Management
Overview
• Product Information Management enables effective selling through consistent and accurate product information that automates and engages best product experiences.
Direction
• Modernizing PIM to support digital experiences across channels will increase engagement.
• Transition of PIM to cloud is challenging with vendors to slow to transition effectively.
• Embrace AI to automate the guidance to optimize and improve product information quality.
Market Research
• Dynamic Insights: Product Experience (Q1 - Launch)
• Value Index: Product Information Management (Q1 - Release)
© 2019 Ventana Research2121
© 2019 Ventana Research2222
Sales Enablement
Overview
• Sales Enablement is the intelligent engagement and execution of sales professionals to customers for optimal revenue outcomes.
Direction
• Optimize sales through technology to prioritize selling with right information and preparation.
• Embrace AI that prepares sales with prioritized insights to increase effectiveness.
• Invest into sales enablement that is designed to adapt and automate guidance.
Market Research
• Dynamic Insights: Sales Enablement (Q1)
© 2019 Ventana Research2323
© 2019 Ventana Research2424
Sales Performance Management
Overview
• Sales Performance Management (SPM) enables sales to align strategy and planning to the optimal engagement of accounts and territories through use of quotas and compensation to achieve best possible outcomes.
Direction
• Managing sales performance requires effective planning of sales process and resources.
• Use of collaboration and planning will optimize engagement of sales performance.
• Adopt SPM to effectively lead sales performance and operations for revenue optimization.
Market Research
• Benchmark: Sales Performance Management (Q1 Launch)
• Value Index: Sales Performance Management (Q1 Release)
© 2019 Ventana Research2525
© 2019 Ventana Research2626
Subscription Management
Overview
• Subscription Management are the processes and applications designed to manage the subscriber experience from first digital touch to the engagement and billing of subscription.
Direction
• Prioritizing technology for subscriber experience is essential to engage subscribers.
• Automate subscriber operations and financial processes in a continuous manner.
• Embrace subscription platforms to optimize interactions and subscriber experiences.
Market Research
• Benchmark: Subscription Management (Q1 Launch)
• Value Index: Subscription Management (Q2 Launch)
© 2019 Ventana Research2727
Application Areas of Focus for Sales
• Analytics
• Assets and knowledge management
• Channel data management
• Coaching and objectives
• Compensation and incentives
• Configure, price and quote
• Contract management
• Forecasting and pipeline management
• Quota and territory management
• Lead management
• Learning management
• Market intelligence
• Objectives and initiatives
• Planning and optimization
• Pricing and revenue optimization
• Recognition and rewards
• Recruiting and hiring
• Salesforce automation (SFA)
• Sales enablement
• Sales talent management
• Subscription billing
© 2019 Ventana Research2828
Technology Areas of Focus for Sales
Product Information Management• Content management
• Collaboration
• Data, integration and analytics
• Digital assets
• Master Data Management
• Product experience
Digital Commerce• Billing and order management
• Integration and analytics
• Mobile enablement
• Product content and engagement
• Site development and optimization
Subscription Management• Overall experience
• Data, integration and analytics
• Order management
• Pricing optimization
• Revenue recognition
• Incentives
© 2019 Ventana Research2929
Market Research for Sales
Benchmark Research• Digital Commerce (Q1 Launch)
• Product Information Management (Released)
• Next Generation Sales Analytics (Released)
• Sales Performance Management (Q3 Launch)
• Subscription Management (Q1 Launch)
Dynamic Insights Research• Sales Enablement (Q3 Launch)
• Product Experience (Q1 Launch)
• Intelligent Sales (Q2 Launch)
Value Index Research• Digital Commerce (Q1 Launch)
• Product Information Management (Q1 Release)
• Sales Performance Management (Q1 Release)
• Subscription Management (Q2 Launch)
© 2019 Ventana Research3030
The Future of Sales is Just Ahead
Achieving Success in Sales Requires Change of Thinking
© 2019 Ventana Research3131
Technology Buyers
• Advisory and Research Services• Benchmark Assessment • Educational Workshops• Market Consultation Service• Research Reports• Technology Assessments• Vendor Selection Guidance
Technology Providers
• Advisory and Research Service• Benchmark Research Services• Digital Content Services• Market Consultation Service• Research Reports• Speaking Services• Strategic Consulting
Our Services for Buyers and Providers Can Help
© 2019 Ventana Research3232
Questions?
@ventanaresearch
http://www.linkedin.com/company/ventana-research
Analyst Perspectives
http://blog.ventanaresearch.com
Electronic Mail
© 2019 Ventana Research33
Ventana Research Sales Research in 2019
Setting the annual expertise and topic agenda
@ventanaresearch In/ventanaresearchblog.ventanaresearch.com
Mark SmithCEO & Chief Research Officer
