RESEARCH PERSPECTIVE
The Intelligent Revenue Operation
Using data to enhance the entire revenue lifecycle
Organizations are increasingly realizing a singular focus on traditional sales execution is not enough to ensure growth. Shifts to subscription models and the advent of omni-channel selling mean that the old way of managing sales is transforming into managing revenue, whether the channel is direct, indirect, or e-commerce, and whether it comes from new or existing customers.
The buying experience itself is a key part of the overall customer experience, critical in ensuring customer retention and leading to opportunities for expansion.
While much attention has been put on using technology as an asset in the early stages of customer interaction, less attention has been paid to downstream activities such as the configure, price and quote (CPQ) and contract lifecycle management (CLM) experience.
This new report from Ventana Research provides expert perspective on:
- The trend toward managing comprehensive, end-to-end revenue—not just sales
- How effective CPQ processes can align teams across the organization and enhance the customer experience
- The key benefits of intelligent revenue lifecycle management
- How intelligent technology helps to streamline contracting, accelerate negotiations, and free up valuable resources
Get the report