Robert Kugel's Analyst Perspectives

PROS Enables Modern Commerce with Dynamic CPQ

Posted by Robert Kugel on Sep 16, 2018 11:29:47 PM

PROS Holdings is a software vendor with two distinct but related sets of products. The company began in 1985 offering revenue management software to airlines, hospitality and rental car companies. More recently it added price and revenue management software focusing on B2B services, chemicals and energy, consumer goods manufacturers, food and beverage, healthcare, insurance and technology. This note focuses on the B2B portion of the business.

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Topics: Analytics, Big Data, Data Preparation, Customer Experience, Marketing, Digital Marketing, Digital Commerce, Pricing and Promotion Management, Office of Finance, Financial Performance Management, Price and Revenue Management, Sales, Sales Enablement and Execution, Sales Performance Management

Unit4 Prevero Provides a Practical Alternative to Spreadsheets

Posted by Robert Kugel on Sep 22, 2017 8:15:20 AM

In 2016 Unit4 acquired Prevero, a financial performance management software company. The acquisition reflects a trend toward the convergence of transactional and analytical business applications. ERP and financial management software vendors increasingly are adding analytic capabilities – especially in financial performance management (FPM) – to the core functions of transaction processing and accounting in order to broaden the scope of their offerings. The integration of transaction processing and analytical software is especially valuable to Unit4’s core customer base of midsize organizations, which we define as those with 100 to 1,000 employees. Midsize entities have almost the same systems requirements as larger ones but lack the resources the latter enjoy.

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Topics: Analytics, Business Intelligence, Cloud Computing, Collaboration, Workforce Management, Marketing, Office of Finance, Continuous Planning, Financial Performance Management, FPM, Operations & Supply Chain, Work and Resource Management, Sales Planning and Analytics

Zuora RevPro Addresses Revenue Recognition Compliance

Posted by Robert Kugel on Aug 24, 2017 3:26:41 AM

Earlier this year Zuora acquired revenue recognition software vendor Leeyo. Zuora, which initially focused on taming the complexities of subscription billing, has been broadening its software offerings to handle a wider set of the operational and financial requirements of a subscription business. Leeyo held a Revenue Recognition Summit in 2016 and the event was recently repeated. The need for the Summit reflects the impact new standards for accounting for contracts will have on subscription businesses. Compliance with these standards is proving to be a major challenge for companies that have subscription or recurring-revenue business models.

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Topics: Office of Finance, Sales, Marketing, Operations, Governance Risk and Compliance

Anaplan Enables Connected Planning across Business

Posted by Robert Kugel on Apr 27, 2017 11:04:56 AM

Anaplan recently held Anaplan Hub, its annual user group meeting. The company offers a cloud-based business planning platform that incorporates a modeling and calculation engine. The tool makes it relatively easy to add or expand the scope of plans that can be connected and monitored as a central source. Companies typically use Anaplan software for financial planning or budgeting, sales, workforce, marketing and IT planning. These are the types of plans in which companies often need to create models that incorporate their specific requirements, their strategy and their business systems.

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Topics: Business Intelligence, Collaboration, Customer Analytics, HRMS, Workforce Management, Marketing, Marketing Performance Management, Office of Finance, Continuous Planning, ERP and Continuous Accounting, Financial Performance Management, Recurring Revenue, Price and Revenue Management, Operations & Supply Chain, Work and Resource Management, Sales Enablement and Execution, Sales Performance Management, Sales Planning and Analytics, Analytics, Human Capital Management, Cloud Computing

Oracle Plus NetSuite Equals More

Posted by Robert Kugel on Dec 16, 2016 11:17:28 PM

Oracle and NetSuite have completed their merger. The combination is likely to be positive for customers because NetSuite will have access to “more,” a word repeated many times over the course of Oracle’s post-acquisition webcast. Existing NetSuite customers will benefit from increased investment as well as economies of scale that Oracle can bring to R&D and sales and marketing. Oracle has stated that there’s little overlap between its target customer base and NetSuite’s. However, there is substantial overlap with NetSuite’s application partner network because of Oracle’s own broad application portfolio. As such, many of these partners are likely to shift their attention to NetSuite’s cloud-only competitors (for example, FinancialForce and Intacct), which will benefit those rivals’ sales and marketing efforts.

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Topics: Customer Experience, Customer Service, Human Capital Management, HRMS, Marketing, Office of Finance, Continuous Planning, Inventory Optimization, Sales

Workday Planning Improves Control and Visibility

Posted by Robert Kugel on Nov 21, 2016 8:58:54 AM

Ventana Research recently awarded Workday a 2016 Technology Innovation Award for its newly released application, Workday Planning, because it simplifies and streamlines the budgeting and planning processes while facilitating collaboration, deepening visibility into spending and enabling tight fiscal control. These capabilities can help a variety of user organizations in several ways.

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Topics: Budgeting, CFO, controller, Financial Performance Management, financial reporting, FPM, In-memory, Integrated Business Planning, Marketing, Workday, Office of Finance, Big Data, demand management

Intacct Advances Subscription Billing and Reporting

Posted by Robert Kugel on Nov 9, 2016 7:32:13 AM

Intacct, a cloud-based ERP vendor focused on midsize companies, recently held its annual user group meeting. Two of its products that were covered in the keynote are worth noting. One, already available, enables companies to manage their order-to-cash process in a continuous fashion, from the time a salesperson begins to engage with a prospect to the time funds are collected. The other is a custom report writer, to be available in the first quarter of 2017, that will provide business users with the ability to create even complex reports from any data that resides within Intacct in a straightforward, interactive fashion that is similar to building reports in a desktop spreadsheet. The company also presented modules that will facilitate compliance with the new revenue recognition standards.

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Topics: billing software, Customer Engagement, customer life cycle, Customer Service, ERP, Marketing, NetSuite, SaaS, Office of Finance, Customer Experience, Sales, Human Capital Management

Aria Enables Effective Recurring Revenue Management

Posted by Robert Kugel on Feb 7, 2016 8:36:14 PM

Aria Systems provides companies with software for managing subscription or recurring revenue business models. A recurring revenue business models includes three types of selling and billing structures: a one-time transaction plus a periodic service charge; subscription-based services involving periodic charges; or a contractual relationship that charges periodically for goods and services. Aria’s cloud-based software addresses key requirements of users in the marketing, sales, operations and accounting functions in this type of business.

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Topics: billing software, Business Analytics, Business Performance Management (BPM), Cloud Computing, Customer Engagement, customer life cycle, Customer Performance Management (CPM), Customer Service, ERP, Financial Performance Management (FPM), Marketing, NetSuite, Operational Performance Management (OPM), Recurring Revenue, SaaS, Sales, Sales Performance Management (SPM), Office of Finance, Customer Experience

Integrated Business Planning Is More Effective

Posted by Ventana Research on Feb 24, 2015 8:03:03 PM

Ventana Research recently released the results of our Next-Generation Business Planning benchmark research. Business planning encompasses all of the forward-looking activities in which companies routinely engage. The research examined 11 of the most common types of enterprise planning: capital, demand, marketing, project, sales and operations, strategic, supply chain and workforce planning, as well as sales forecasting and corporate and IT budgeting. We also aggregated the results to draw general conclusions.

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Topics: Big Data, Budgeting, Business Analytics, Business Performance Management (BPM), capital spending, CFO, Cloud Computing, Controller, Customer Performance Management (CPM), Financial Performance Management, Financial Performance Management (FPM), financial reporting, FPM, In-memory, Integrated Business Planning, Marketing, Operational Performance Management (OPM), Planning, Predictive Analytics, Reporting, Sales, Sales Performance Management (SPM), Social Media, S&OP, Supply Chain, Workforce Performance Management (WPM), Human Capital Management, Office of Finance, demand management

Making Business Planning More Accurate, Effective and Useful

Posted by Robert Kugel on Feb 5, 2015 8:36:27 PM

Business planning includes all of the forward-looking activities in which companies routinely engage. Companies do a great deal of planning. They plan sales and determine what and how they will produce products or deliver services. They plan the head count they’ll need and how to organize distribution and their supply chain. They also produce a budget, which is a financial plan. The purpose of planning is to be successful. Planning is defined as the process of creating a detailed formulation of a program of action to achieve some overall objective. But it’s more than that. The process of planning involves discussions about objectives and the resources and tactics that people need to achieve them. When it’s done right, planning is the best way to get everyone onto the same page to ensure that the company is well organized in executing strategy. Setting and to a greater degree changing the company’s course require coordination. Being well coordinated in this case means being able to understanding the impact of the policies and actions in your part of the company on the rest of the company.

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Topics: Analytics, Budgeting, Business Analytics, Business Collaboration, Business Performance Management (BPM), Business Planning, Customer Performance Management (CPM), Demand Planning, Financial Performance Management (FPM), Human Capital, Integrated Business Planning, Marketing, Operational Performance Management (OPM), Planning, Predictive Analytics, Project Planning, Reporting, Sales and Forecasting, Sales Performance Management (SPM), S&OP, Supply Chain, Supply Chain Performance Management (SCPM), Big Data, Office of Finance