Enterprises Adopting AI-Powered Revenue Performance Software, ISG Says
Information Services Group (ISG) has released new research indicating enterprises will increase AI adoption in revenue performance management (RPM) platforms over the next two years. The research, published in ISG Buyers Guides for Revenue Performance Management, highlights how AI and machine learning can leverage historic data to generate insights for management and revenue-focused professionals.
The study evaluates software products across three platform categories: Revenue Performance Management, Sales Performance Management, and Incentive Compensation Management. Among 15 assessed providers, Oracle, Anaplan, and Xactly emerged as leaders in all three categories. The research emphasizes that traditional spreadsheet-based revenue management is ineffective, advocating for dedicated RPM systems to optimize outcomes across all revenue channels, including sales, marketing, partner management, commerce, customer service, and finance.
Information Services Group (ISG) ha rilasciato una nuova ricerca che indica che le imprese aumenteranno l'adozione dell'AI nelle piattaforme di gestione delle performance di fatturato (RPM) nei prossimi due anni. La ricerca, pubblicata nelle Guide per gli Acquirenti di ISG per la Gestione delle Performance di Fatturato, evidenzia come l'AI e il machine learning possano sfruttare i dati storici per generare approfondimenti utili per i professionisti della gestione e focalizzati sul fatturato.
Lo studio valuta i prodotti software attraverso tre categorie di piattaforma: Gestione delle Performance di Fatturato, Gestione delle Performance di Vendita e Gestione delle Compensazioni Incentive. Tra i 15 fornitori valutati, Oracle, Anaplan e Xactly si sono distinti come leader in tutte e tre le categorie. La ricerca sottolinea che la gestione del fatturato basata su fogli di calcolo tradizionali è inefficace, sostenendo l'uso di sistemi RPM dedicati per ottimizzare i risultati attraverso tutti i canali di fatturato, inclusi vendite, marketing, gestione dei partner, commercio, servizio clienti e finanza.
Information Services Group (ISG) ha publicado una nueva investigación que indica que las empresas aumentarán la adopción de IA en las plataformas de gestión del rendimiento de ingresos (RPM) en los próximos dos años. La investigación, publicada en las Guías para Compradores de ISG para la Gestión del Rendimiento de Ingresos, destaca cómo la IA y el aprendizaje automático pueden aprovechar datos históricos para generar información útil para los profesionales de la gestión y centrados en los ingresos.
El estudio evalúa productos de software en tres categorías de plataforma: Gestión del Rendimiento de Ingresos, Gestión del Rendimiento de Ventas y Gestión de Compensaciones por Incentivos. Entre los 15 proveedores evaluados, Oracle, Anaplan y Xactly emergieron como líderes en las tres categorías. La investigación enfatiza que la gestión de ingresos basada en hojas de cálculo tradicionales es ineficaz, defendiendo el uso de sistemas RPM dedicados para optimizar los resultados en todos los canales de ingresos, incluidos ventas, marketing, gestión de socios, comercio, servicio al cliente y finanzas.
Information Services Group (ISG)는 기업들이 향후 2년 동안 수익 성과 관리(RPM) 플랫폼에서 AI 채택을 증가시킬 것이라는 새로운 연구 결과를 발표했습니다. ISG의 수익 성과 관리 구매자 가이드에 게재된 이 연구는 AI와 머신 러닝이 역사적 데이터를 활용하여 경영 및 수익 중심의 전문직을 위한 통찰력을 생성할 수 있는 방법을 강조합니다.
이 연구는 세 가지 플랫폼 카테고리에서 소프트웨어 제품을 평가합니다: 수익 성과 관리, 판매 성과 관리 및 인센티브 보상 관리. 평가된 15개 공급업체 가운데 Oracle, Anaplan 및 Xactly는 세 가지 카테고리 모두에서 리더로 떠올랐습니다. 이 연구는 전통적인 스프레드시트 기반의 수익 관리가 비효율적이라고 강조하며, 모든 수익 채널(판매, 마케팅, 파트너 관리, 상거래, 고객 서비스 및 재무 포함)에서 결과를 최적화하기 위해 전용 RPM 시스템의 사용을 옹호합니다.
Information Services Group (ISG) a publié de nouvelles recherches indiquant que les entreprises augmenteront l'adoption de l'IA sur les plateformes de gestion de la performance des revenus (RPM) au cours des deux prochaines années. La recherche, publiée dans les Guides des Acheteurs ISG pour la Gestion de la Performance des Revenus, souligne comment l'IA et l'apprentissage automatique peuvent exploiter des données historiques pour générer des informations à l'intention des gestionnaires et des professionnels axés sur les revenus.
L'étude évalue les produits logiciels dans trois catégories de plateforme : Gestion de la Performance des Revenus, Gestion de la Performance des Ventes et Gestion des Rémunérations Incitatives. Parmi les 15 fournisseurs évalués, Oracle, Anaplan et Xactly se sont imposés comme des leaders dans les trois catégories. La recherche souligne que la gestion des revenus basée sur des tableurs traditionnels est inefficace, plaidant en faveur de l'utilisation de systèmes RPM dédiés pour optimiser les résultats à travers tous les canaux de revenus, y compris les ventes, le marketing, la gestion des partenaires, le commerce, le service clientèle et les finances.
Information Services Group (ISG) hat eine neue Forschung veröffentlicht, die zeigt, dass Unternehmen in den nächsten zwei Jahren die KI-Nutzung auf Plattformen für das Umsatzleistungsmanagement (RPM) erhöhen werden. Die Forschung, veröffentlicht in den ISG-Käuferleitfäden für das Umsatzleistungsmanagement, hebt hervor, wie KI und maschinelles Lernen historische Daten nutzen können, um Einblicke für Management und umsatzorientierte Fachkräfte zu generieren.
Die Studie bewertet Softwareprodukte in drei Plattformkategorien: Umsatzleistungsmanagement, Verkaufsleistungsmanagement und Anreizvergütungsmanagement. Unter den 15 bewerteten Anbietern haben sich Oracle, Anaplan und Xactly als führend in allen drei Kategorien etabliert. Die Forschung betont, dass das traditionelle, tabellenkalkulationsbasierte Umsatzmanagement ineffektiv ist und plädiert für den Einsatz von speziellen RPM-Systemen, um die Ergebnisse über alle Umsatzkanäle wie Verkauf, Marketing, Partner-Management, Handel, Kundenservice und Finanzen zu optimieren.
- AI integration in RPM platforms expected to accelerate time-to-value
- Comprehensive evaluation of 15 major software providers in the RPM space
- Clear market leadership identification with Oracle, Anaplan, and Xactly as top performers
- None.
Insights
ISG's comprehensive research on Revenue Performance Management (RPM) represents a strategic positioning that could significantly impact their market value. The report's focus on AI integration in RPM platforms demonstrates ISG's deep understanding of emerging enterprise technology trends, particularly important as organizations shift from traditional spreadsheet-based approaches to AI-powered solutions.
Three key aspects make this research particularly significant for ISG's business model and market position:
- Market Timing & Relevance: By focusing on AI integration in revenue management, ISG is addressing a critical enterprise pain point at a time when organizations are actively seeking AI implementation strategies. This positions ISG as a thought leader in a high-growth market segment.
- Revenue Diversification: The creation of detailed buyer guides across three distinct categories (RPM, Sales Performance Management and Incentive Compensation Management) suggests a strategic expansion of ISG's research portfolio, potentially creating multiple revenue streams from different enterprise segments.
- Competitive Differentiation: The year-long research effort, combined with the independent, non-sponsored nature of the analysis, enhances ISG's credibility in the technology advisory space. This is particularly valuable as enterprises seek trusted guidance for AI implementation decisions.
The research's focus on AI applications in territory planning, quota management and incentive compensation aligns perfectly with current enterprise digital transformation initiatives. The identification of market leaders (Oracle, Anaplan, Xactly) across all three categories indicates a mature analytical framework that could drive sustained demand for ISG's research services.
This positions ISG advantageously in the rapidly evolving technology advisory market, potentially driving increased enterprise client engagement and research subscription revenue. The company's ability to produce comprehensive, independent analysis of emerging technology trends could lead to expanded market opportunities and enhanced client relationships in the enterprise software advisory space.
New ISG research says AI will improve territory, quota and incentive compensation planning to optimize revenue across all channels
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
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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
Source: Information Services Group, Inc.
FAQ
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Why are traditional spreadsheets considered ineffective for revenue management according to ISG?
