Stephen Hurrell

At PROS #outperform2024 in Orlando. Keynote unsurprisingly around AI. Great to the efforts around data collection and set up using AI. And not just price, but cost optimization to focus on margin, a key focus for many enterprises. Future efforts around rebate optimization.

The need to modernize processes and technology to better fit today’s customer expectations and business economic models is more important than ever. Evolve thinking from a liner lead to cash to a more continuous revenue lifecycle. #CFO stephenhurrell.ventanaresear…

There is a new kid on the block when it comes to #SPM blog.ventanaresearch.com/ake… blog.ventanaresearch.com/ake…

A whole set of companies arose because of capability gaps in CRMs offering sales engagement. But have CRMs caught up? My thoughts here: stephenhurrell.ventanaresear… #CRO #SalesOps #RevOps

My view on the importance of ensuring the alignment of incent comp with B2B digital commerce initiatives or you may not get what you hope for #ICM #ecommerce #revops #CRO #CFO stephenhurrell.ventanaresear…

Watching @Salesforce @Benioff #SalesforceAI - trust is the basis for efficient markets. Wish this was used as the reason for why #generativeAI can help this market efficiency by better matching buyer/sellers but only if both sides trust the info.

At @Salesforce #connections2023 - keynotes with generative AI front and center for e-commerce. Dependent on optimized mix of 1st party data and generalized external data to provide personalized content for a segment of one. #b2c use cases ahead of #b2b. #einsteingpt #ecommerce

“Copernican” shift announced by @gradconn at @PROS - discrete products to general platform deploying AI to both predict and optimize revenues. Hope also focus on quality of revenue as deal complexity grows. #Outperform2023

Proud to announce the publishing of Ventana Research's 2023 Subscription Management Value Index. We evaluated over 20 vendors offer subscription management alongside other pricing and revenue models bit.ly/3GLCYZ1 #subscriptionmanagement #subscriptionbilling #cfo #CRO

New developments from CRM vendors in adding data driven functionality to aid in both pre & post sales activities will not be available without reviewing what for many are old implementations that no longer match their business. bit.ly/3Ye1Uy4 #CRM #CRO #salesops #revops

Increasingly seen as an important part of the sales and up and cross sell process, good CPQ products both decrease disruptive and damaging buyer/seller mistakes and are a valuable step in a positive revenue lifecycle customer experience. bit.ly/3ZKLeQM #Sales #Revenue

My 2023 Market Agenda continues to focus on the Revenue Revolution and how improving technology supports organizations as they modernize to accommodate the needs of today's buyers. bit.ly/3GIgAyK #revenue #CRO #revenueoperations #CFO #research

Sales Enablement has come a long way from when I was preparing product positioning training for sales using ring binders. My latest thoughts on how technology has changed the method of delivery, but not the need. bit.ly/3GGoCtd #salesenablement #sales #salestraining

Glad to see that more vendors are moving away from a focus on subscription management as being this new, "other" revenue and pricing model. For many it's just one of many models for existing, new or acquired products and services. My thoughts here bit.ly/3yGGbF2

Had a great, short but sweet, conversation with @rlittleson CMO at @CongaHQ about the impact on organizations in adopting mixed revenue models. This goes well beyond the mechanics of subscription management. lnkd.in/eZFxiUJg Conga

AI initiatives in sales technology are coming thick and fast. Not all will pan out; some fail the "so what" test, but my latest Perspective showcases several of interest bit.ly/3qVh79e #ai #revenue #cro #salesops

At Dreamforce #DF22 - big announcement of #Genie, the new external data virtualization and normalization extensions to the core platform. All the clouds keynotes featured Genie front and center. Could be v. good, but will need more better use cases to see real value to customers.

Revenue Operations is a hot topic! Join me on Sept. 14th, 1pm ET / 10am PT for a @qlik sponsored webinar on Delivering Revenue Operations Excellence what are the data needs to help guide and enhance the customer experience. bit.ly/3OUsUOE #revops #salesops #cro

Revenue Operations teams will find that to follow the customer lifecycle through lead, to sale, to adoption to renewal and expansion, data is scattered through many different systems. Ideas on how to tackle this in a paper sponsored by Qlik bit.ly/3R0JkXo #salestech

Note that bottom up, judgement sales forecasts are rarely predictive as much as road maps to get to a number. Better to use AI assisted pipeline based combined with statistical revenue forecasts. Further thoughts bit.ly/3c9xVp2 #pipeline #ai #salesforecasting #cro #cfo