New ISG research says AI will improve
territory, quota and incentive compensation planning to optimize
revenue across all channels
New research from leading global technology research and
advisory firm Information Services Group (ISG) (Nasdaq: III) says
enterprises will increase the use of AI in their revenue
performance management (RPM) platforms over the next two years to
expedite time-to-value and deploy more effective revenue
performance plans.
The ISG Buyers Guides for Revenue Performance Management,
produced by ISG Software Research, say initiatives that apply AI,
including generative AI and machine learning (ML), to historic data
can create new insights for both management and revenue-focused
professionals.
ISG Software Research defines revenue performance management as
the activities, processes and systems that enable organizations to
plan, execute, monitor and make adjustments in real time to achieve
customer, product and revenue targets across all revenue channels.
The ISG Buyers Guides on RPM evaluate software products for their
ability to support analytics and forecasting and manage incentives,
opportunities, quotas, renewals, territories and variable
compensation plans.
“AI has been applied across sales and revenue management to
support individual deal-scoring and overall pipeline health. We are
now seeing new developments from providers using AI to help design
and optimize incentive, territory and quota plans to accommodate
complex omnichannel buyer engagement,” said Stephen Hurrell,
director of Research, Office of Revenue, ISG Software Research. “We
assert that software providers will be adding AI tools over the
next two years to speed time-to-value and help enterprises deploy
performance plans.”
The traditional use of spreadsheets to manage revenue operations
and performance is ineffective and can be problematic when trying
to achieve optimal outcomes. A dedicated approach can provide a
better method to achieve an organization’s goals, the research
states. Even revenue-related applications such as sales force
automation and customer relationship management that are designed
to capture data about accounts, contacts and opportunities cannot
deliver optimal visibility into overall revenue performance in the
way a dedicated system can.
As organizations embrace additional sales channels, such as
indirect sales from partners or new digital selling channels like
e-commerce, revenue management will require alignment and
coordination beyond sales teams to marketing, partner management,
commerce, customer service and finance. The evolution to RPM
enables users to maximize outcomes across all buying or revenue
channels.
For its 2024 Revenue Performance Management Buyers Guides, ISG
evaluated software providers across three platform categories –
Revenue Performance Management, Sales Performance Management, and
Incentive Compensation Management – and produced a separate Buyers
Guide for each. A total of 15 providers were assessed: Akeron,
Anaplan, Beqom, Board International, CaptivateIQ, Everstage,
Forma.ai, Jedox, Oracle, Performio, Pigment, Salesforce, SAP,
Varicent Software and Xactly.
ISG Software Research designates the top three software
providers as Leaders in each category. For the 2024 study, the
leading providers in ranked order are:
Revenue Performance Management: Oracle, Anaplan, Xactly
Sales Performance Management: Oracle, Anaplan, Xactly
Incentive Compensation Management: Oracle, Anaplan,
Xactly
“The next generation of revenue and sales leaders has an
opportunity to optimize their processes through dedicated business
applications that help manage and achieve expected revenues and
performance,” said Mark Smith, partner, ISG Software Research.
“This portfolio of ISG Buyers Guides is essential to assessing and
selecting software providers that are best able to support
operations and manage territories and incentives across all sales
and revenue channels.”
The ISG Revenue Performance Management Buyers Guides are the
distillation of more than a year of market and product research
efforts The research is not sponsored nor influenced by software
providers and is conducted solely to help enterprises optimize
their business and IT software investments.
Visit this webpage to learn more about the ISG Revenue
Performance Management Buyers Guides and read executive summaries
of each of the three reports. The complete reports, including
provider rankings across seven product and customer experience
dimensions and detailed research findings on each provider, are
available by contacting ISG Software Research.
About ISG Software Research
ISG Software Research provides authoritative coverage and
analysis of the business and IT software industry. It distributes
research and insights daily through its user community, and
provides a portfolio of consulting, advisory, research and
education services for enterprises, software and service providers,
and investment firms. Its ISG Buyers Guides help enterprises
evaluate and select software providers through tailored assessments
powered by ISG’s proprietary methodology. Visit
www.isg-research.net for more information and to sign up for free
community membership.
About ISG
ISG (Information Services Group) (Nasdaq: III) is a leading
global technology research and advisory firm. A trusted business
partner to more than 900 clients, including more than 75 of the
world’s top 100 enterprises, ISG is committed to helping
corporations, public sector organizations, and service and
technology providers achieve operational excellence and faster
growth. The firm specializes in digital transformation services,
including AI and automation, cloud and data analytics; sourcing
advisory; managed governance and risk services; network carrier
services; strategy and operations design; change management; market
intelligence and technology research and analysis. Founded in 2006,
and based in Stamford, Conn., ISG employs 1,600 digital-ready
professionals operating in more than 20 countries—a global team
known for its innovative thinking, market influence, deep industry
and technology expertise, and world-class research and analytical
capabilities based on the industry’s most comprehensive marketplace
data. For more information, visit www.isg-one.com.
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version on businesswire.com: https://www.businesswire.com/news/home/20250123115132/en/
Press: Will Thoretz, ISG +1 203 517 3119
will.thoretz@isg-one.com
Julianna Sheridan, Matter Communications for ISG +1 978 518 4520
isg@matternow.com
Information Services (NASDAQ:III)
過去 株価チャート
から 12 2024 まで 1 2025
Information Services (NASDAQ:III)
過去 株価チャート
から 1 2024 まで 1 2025
