February 4th, 2010 by Kim Orumchian
Right90 is a founding member of the Sales 2.0 Alliance
We are excited to be a founding member of the Sales 2.0 Alliance. More and more, we are seeing market-leading companies make smart investments in technology and services to maximize sales performance and sales achievement. With Sales 2.0, we and our partners have a comprehensive suite of applications that give sales and marketing executives the power to get more done with the resources they have, get better visibility into how the sales engine is performing, manage risk and have a systematic way to measure and improve overall sales performance.
The Sales 2.0 collection of applications build on the foundation of today’s ubiquitous CRM systems to focus on the key business processes that drive higher revenue production, better margins, more revenue visibility and predictability that companies need and want to have best-in-class sales execution. Our goal is to equip sales people, sales executives and marketing departments with everything they need to deliver the best possible sales results. Working together as the leaders in the sales and marketing space, we (the members of the Sales 2.0 Alliance) are focused on helping sales departments be the best they can be, using state-of-the-art technology to minimize the time they spend on overhead and maximize the time they spend being effective and booking deals.
Sales 2.0 represents a focus on helping companies achieve best-in-class sales results. We at Right90 have always focused on maximizing the business value of technology. This announcement is just the beginning. Stay tuned!
Tags: best practices, CEO, forecast, revenue performance management, Right90, sales 2.0 alliance
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January 29th, 2010 by Right90 Professional Services
Sales teams always like to see “the score.”
In other words, how I am doing against my objectives or targets. This is why many of our Right90 customers load “target” data in Right90, so they can more easily keep track of their forecast compared to objectives for the year. Targets can be loaded at whatever level of detail is available and whatever makes the most sense for your organization.
For example, you can load the data by person, by product or by region. However, if your targets are only available by product, Right90 is flexible enough to allow you to omit the rest of the information and load only the targets by product.
Once you load your targets, you can compare them to your forecast based on the lowest common denominator between the two sets of data. Comparisons between the forecast and targets can be viewed in the following three helpful ways:
Including targets in Right90 is simple and it adds valuable insight for all your Right90 forecasters!
Tags: best practices, features, sales forecasting, spotlight, targets
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January 19th, 2010 by Southard Jones
In two previous posts, I claimed that by segmenting your forecast and focusing your energy in the right areas, you can increase revenues and forecast accuracy while decreasing inventory. Does that sound too good to be true? Are you skeptical of this claim… as skeptical as you are about your forecast? After all, how much good can you do if you spend more time on a specific customer than another? Or could you increase your revenue if you spent more time with a particular sales rep than another?
I aim to prove, with real life examples, that you can.
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Tags: best practices, customer success, revenue performance management, trust
Posted in Enterprise Applications, Sales Forecasting | No Comments »
January 18th, 2010 by Shelley Symonds
Well, I’m blushing.
In my 20 years in the high tech world, I’ve never heard an enterprise application described as “super sexy.”
For this, I have to thank James Ward, a Technical Evangelist at Adobe who saw Right90 Trust Analytics™ app at Dreamforce and thought it was one of the best, see his Adobe Flex blog for the recording of the app here. James, thanks for bragging rights I never thought I’d be able to claim!
Once I got beyond the fun of it all, I thought about how the adoption of enterprise applications is greatly influenced by the user experience. Over and over, the biggest inhibitor to the success of a enterprise application deployment has been user adoption. Think of the phrase “shelf-ware” that described business’ purchase of enterprise apps that just sat on the shelf and were never deployed.
If users don’t adopt the application, no data gets entered, no analysis can take place, and no insights that can benefit the business are derived. It’s a simple hierarchy that drives a business’ success. CEOs can mandate the use of an application, but that use will still be spotty unless the users like the application and get more benefit from using it than not.
When I reflect on who our audience is for our applications, I’m very proud to have our app called “super sexy”. The users of our applications—sales reps and sales management primarily—are some of the toughest folks to please. (We all know they love their CRM systems and log in every morning like they do with their email.) If we can increase user adoption by providing them with an application that is a pleasure to use and delivers great value through the insights that are presented, I know that our customers will be successful. Sales forecasting has been a tough problem to solve for large companies, and I hope that applications like ours will inspire them to move out of the “do nothing abyss” and move forward to finally fix the chronic sales forecasting problem.
My thanks to James Ward for giving us some extra exposure; my thanks to our CTO, Dean Skelton, who is the brains behind this application; and finally to Elaine Cleary, our Customer Success Manager who so ably and beautifully demo’d our new application. In addition to our applications, Elaine is one of the reasons that our customers have achieved success, she helps to guide their use and adoption of our applications. She also provides a weekly spotlight blog that can be accessed here.
Tags: Adobe Flex, Enterprise Applications, Sexy SaaS, trust
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January 15th, 2010 by Southard Jones
As I wrote about in a previous post, there are parts of the forecast you can trust and there are parts that require your energy and scrutiny. It’s virtually impossible to get everyone to trust the entire forecast, but you can get your company to trust parts of your forecast. How can you segment your forecast, so that you can spend your energy on the right parts?
Wouldn’t it be nice if you had a simple pie chart telling you where to focus?
Imagine that you had a simple pie chart that told you which parts of your forecast were trustworthy, which ones were medium risk, and which ones were completely untrustworthy? You would count on the green ones, focus your energy on the yellow ones and put the red ones in upside.
Today, we’re announcing Right90 Trust Analytics™, which provides exactly this capability. You can watch our Right90 Trust Analytics demo here as well.
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Tags: best practices, change analytics, revenue performance management, sales forecasting, trust
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