Published By: Anaplan
Published Date: Apr 06, 2016
Optimizing incentive compensation: aligning what you say with how you pay
CSO Insights’ ICPM study* found that 69 percent of organizations use three or more metrics to build their sales compensation plans, but modeling and planning this sales strategy can quickly become too complex as a spreadsheet-driven exercise. It is crucial to get these incentive compensation structures right, because sales reps receive up to 60 percent of their income from incentive comp.
In this white paper, we discuss the disconnect between sales behavior and incentive compensation structure and provide recommended steps towards optimizing your compensation plan.
Published By: Anaplan
Published Date: Mar 29, 2018
As businesses grow more optimistic about opportunities for growth, the pressure is on for sales organizations to meet ever higher revenue targets. In a global survey on sales performance optimization by CSO Insights, 94 percent of respondents said their 2014 revenue targets were higher than last year’s. It’s no wonder that “capture new accounts,” cited by 60 percent of respondents, topped the list of objectives for 2014 in the study.
At the same time, many sales reps are struggling to meet even their current quotas. And in an Aberdeen Group survey, nearly half identified insufficient revenue growth as the top pressure motivating them to pursue sales management initiatives ranging from building out the capabilities of sales teams to improving management practices and investing in technology tools.
Published By: Anaplan
Published Date: Mar 29, 2018
To support these principles, Anaplan was deliberately crafted as a highly distributed global company that allows for significant resiliency against threats and disasters. All functions within Anaplan are geographically distributed across the globe, reducing risks associated with regional events.
The U.S. offices host most of the sales, marketing, and support activities. Staff in the U.K. and Singapore offices provide regional coverage, in addition to backup support.
In this Forrester's Wave File Sync and Share Platforms Q3 2013 report, the global research and advisory firm evaluates 16 file sync and share vendors: Accellion, Acronis, AirWatch, Alfresco, Box, Citrix, Dropbox, Egnyte, EMC, Google, Hightail (formerly YouSendIt,) IBM, Microsoft, Novell, Salesforce.com and WatchDox.
Global energy management giant based in France rolled out Box to 67,000 employees, enabled BYOD, and boosted productivity. Use Box for RFPs, vendor collaboration, executives, sales presentations. Cut server costs by 30%. Energy industry, large company, EMEA, global, sales LOB, BYOD, server replacement.
Bronto partnered with Ipsos Research and Censuswide to survey more than 4000 US, UK and Australian shoppers about their preferences for cross-border shopping, factors that entice them to shop outside their home country, and remaining barriers to global ecommerce. In this paper we found:
- Australian consumers (71%) embrace cross-country commerce more than the UK (44%) and the US (42%).
- Women and shoppers over 55 years old are more likely to choose merchants in their home country.
- The two top reasons for buying from another country are unique merchandise at a better price.
- Barriers include concern about shipping costs, distrust of online payments and security worries.
- Download this research report to get more valuable insights and advice to help you be the winner in this growing global competition.
The internet has opened up a shopper's paradise where you can find and buy anything right from the living room. With a few simple key strokes, a consumer can choose products and services from merchants around the globe - from that authentic British trench coat to an Australian boomerang to wine straight from the California Coast. But with the gates to cross-country commerce opened wide, have consumers abandoned their local retailers for international merchants abroad?
To answer this question, we commissioned a consumer study, conducted by Ipsos Research in the US and Australia and Census wide in UK. We hope this original research helps you better understand the opportunities and challenges of cross-country trade.
The Internet has opened up a shopper's paradise where you can find and buy anything right from the living room. With a few simple key strokes, a consumer can choose products and services from merchants around the globe - from that authentic British trench coat to an Australian boomerang to wine straight from the California coast. But with the gates to cross-country commerce opened wide, have consumers abandoned their local retailers for international merchants abroad?
To answer this question, we commissioned a consumer study, in the US and Australia and Census wide in the UK. We hope this original research helps you better understand the opportunities and challenges of cross-country trade.
B/E Aerospace is the worldwide leading manufacturer of aircraft passenger cabin interior products and the leading global distributor of aerospace fasteners for commercial, business jet, and military markets. The company has leading worldwide market shares in all major product lines and serves virtually all of the world’s airlines, aircraft manufacturers, and leasing companies through its direct global sales and customer support organizations. Headquartered in Wellington, Florida, B/E Aerospace has grown to nearly 12,000 employees and 220 sites around the world and a true follow-the-sun model for global customer support.
To help us understand what business leaders think about ‘the cloud’ and the impact of cloud collaboration to their businesses, we asked Forbes Insights to conduct research. In response, Forbes surveyed over 500 senior executives from global companies with sales ranging from $250 million to over $20 billion, and interviewed 15 executives. The study examined the ways business leaders increasingly look at cloud collaboration as a way to increase productivity, accelerate business results, and enhance innovation and collaboration across borders and functions.
As the landscape of modern sales evolves based on global trends, sales people are finding themselves stretched to do more, sell on the go, and make quota faster.
Today, sales leaders need to increase productivity and reduce friction in the sales process in order to hit their quotas.
This white paper orchestrates the five steps necessary to improve your sales pipeline and forecast.
Published By: DocuSign
Published Date: Feb 13, 2017
Brian Frank, the Head of Global Operations at LinkedIn, discusses the benefits of the speed and visibility of DocuSign for their sales representatives. Frank says, “If we took it away, they would scream."
Companies are looking to their CFOs for strong leadership in developing corporate strategies and achieving growth. CFOs can meet these rising expectations by leveraging their knowledge of corporate data to extract valuable insights about customers, suppliers, partners and other stakeholders. Supported by analytics, CFOs can help their companies create a global, unified and clear view of their many relationships with customers and others to guide intelligent risk-taking and thoughtful investment—both necessary catalysts for growth. This capability will also enable the company, particularly its sales and marketing functions, to move faster and adapt more quickly to changing conditions. The 21st-century CFO is not only concerned with controlling costs and minimizing risk, but also with maximizing opportunities and generating growth. The right foundational technologies and organizational processes for data-driven decision making can help them achieve all of these strategic goals.
Global DNS performance and availability are critical to user experience. According to Gartner, “DNS is mission-critical to all organizations that connect to the internet. DNS failure or poor performance leads to applications, data and content becoming unavailable, causing user frustration, lost sales and business reputation damage.” But many businesses still rely on a single, often in-house DNS solution that lacks global scale and resiliency.
This white paper reviews the business advantages of implementing a high availability DNS architecture using redundant DNS services. You will learn:
- The critical role DNS plays in the user experience.
- The risks of relying solely on a single DNS solution.
- The added performance and reliability benefits of a high availability DNS architecture with a redundant managed DNS service.
- Criteria for evaluating a managed DNS service provider.
Read this Microsoft case study about how Microsoft's Consumer Support Services - with its global network of support centers and thousands of agents - used digital motivation to drive agent performance and learning.
Microsoft wanted new ways to recognize and reward agents while increasing their productivity. The
focus was to change behaviors, develop skills, encourage sales, and drive outcomes.
Microsoft identi?ed gami?cation as a solution to these needs. The company believed it could be more successful at encouraging and recognizing agents for positive outcomes through each customer interaction. Read the case study to learn how Microsoft:
Increased productivity through gamification
Drove agent performance with rewards, to change behaviors and business outcomes
Improved agent knowledge and ability to apply the new information learned.
Operating across multiple countries is complex, as is shipping printed material. When our customers shared their stories with us, we knew we needed to act.
In April 2017, Gelato entered each BRIC country. By establishing legal entities and print partners within Brazil, Russia, India, and China, Gelato gives customers an easy way to get printed material to colleagues and customers within those borders.
The specific considerations in each BRIC country are numerous and often cumbersome.
And who better to share insights on the state of local printing than the Gelato
country managers on the ground?
This ebook is for global enterprises than need to get prints in
the BRIC countries, for those that are considering starting up
sales and marketing operations in the regions for the first time,
and also for domestic businesses that simply want to improve
their local print processes.
Published By: GlobalSpec
Published Date: Nov 21, 2008
Leads are only as good as your company’s ability to respond appropriately and track them through the sales process. Learn how to overcome challenges in managing leads and increase your number of highly-qualified leads.
This case study discusses Lifetime Products' strategy to connect globally distributed manufacturing, sales and product development into a cohesive, effective unit while controlling costs. Read on to find out more!
Published By: HP Inc.
Published Date: Jul 17, 2017
In May of 2013 McKinsey & Company published their now famous report which outlined twelve disruptive technologies that would have a big impact by 2025. 3D printing was one of them and consumer products were a driving force.
In the report, they noted that, “3D printing could have meaningful impact on certain consumer product categories, including toys, accessories, jewelry, footwear, ceramics, and simple apparel.” They predicted that “global sales of products in these categories could grow to $4 trillion a year (at retail prices) by 2025.”
IBM Watson enables a global Aerospace and Defense company to use cognitive technologies to assess its portfolio enhancements, assess its offering competitiveness, and evaluate its supply and sales opportunities. Democratizing knowledge is key for success. Especially in an environment of constant change within corporate transformations, employees lose access to key information in order to support the company's operational stability during these changes. Watson takes over the role of a human expert to support a fast and fact-based steering of the company.
Keen and current language skills and attention to detail, as well as first-hand knowledge of cultural innuendo, local customer and market expectations would be essential. Read this case study to find out more.
A leading US-based broadcasting and publishing firm, with a market value of $17 Bn plus, creates, acquires and distributes entertainment content to global consumers over diverse platforms. The Company owns iconic media brands and has the viewership base amongst the US cable networks. The Broadcaster wanted to gain deeper insights into audience viewership patterns, advertisement impressions and sales data, in order to streamline the management of its advertisement deals. LTI's ADAPT (AD Sales Audience Prediction and tracking) solution optimized allocation, management, tracking and maintenance of advertisement air time to substantial increase in Marketing ROI.
Published By: LogicNow
Published Date: Mar 10, 2016
Our annual health check of the global IT support market looks at the relationships between IT Service Providers and IT departments and asks, are the two sides working together in harmony, or in a state of Discord? Based on the views of over 1,300 IT departments and almost 700 IT Service Providers, this report delivers the data and vital insights that will help every IT Service Provider to focus on improving sales figures, growing their portfolio and ensuring their service matches customer expectations.
Overlook at your peril!
MicroStrategy, a global innovator of mobile solutions, recently surveyed 500 U.S. organizations on the use of tablet computers to support sales activities across a large, diverse group of industries. The survey results suggested many companies are facing significant hurdles to sales enablement related to the limitations of their internal sales systems, which are largely not equipped for enabling sales processes out of the office. Find out how innovative companies are enabling their sales reps to be 10X more effective with mobile sales enablement apps.
DatacenterDynamics is a brand of DCD Group, a global B2B media and publishing company that develops products to help senior professionals in the world's most ICT dependent organizations make risk-based infrastructure and capacity decisions.
Our portfolio of live events, online and print publishing, business intelligence and professional development brands are centred on the complexities of technology convergence. Operating in 42 different countries, we have developed a unique global knowledge and networking platform, which is trusted by over 30,000 ICT, engineering and technology professionals.
Data Centre Dynamics Ltd.
102-108 Clifton Street
London EC2A 4HW