A Glance into Sales Operations as a Service

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Not a single day looks like the other when you deal with Sales Operations. From territories and channels, to incentive compensation, quota setting, data analytics and communications – the burden of Sales Operations on sales organizations has never been heavier. And how could it not, when sales forces are globally expanding to support business growth? Almost 7 in 10 companies plan to increase the size of their sales force in 2015,1 so every sales ops department should brace itself to face even more work in the coming years.

The traditional approach to solve sales operations’ burden has been Sales Performance Management software. However, software is just a starting point and an enabler. Only half of sales technology buyers achieve expected ROI, according to Sirius Decisions. Lasting gains are realized when software is combined with business process management.

This whitepaper provides data on Sales Operations as a Service, a more than software alternative, embraced by more and more organizations with large sales forces, in search of better business outcomes. 

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Data-Driven Security: Analysis, Visualization and Dashboards ($40.99 Value) FREE for a limited time!

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Security professionals need all the tools at their disposal to increase their visibility in order to prevent security breaches and attacks. You’ll soon understand how to harness and wield data, from collection and storage to management and analysis as well as visualization and presentation. Using a hands-on approach with real-world examples, this book shows you how to gather feedback, measure the effectiveness of your security methods, and make better decisions. Everything in this book will have practical application for information security professionals.Helps IT and security professionals understand and use data, so they can thwart attacks and understand and visualize vulnerabilities in their networksIncludes more than a dozen real-world examples and hands-on exercises that demonstrate how to analyze security data and intelligence and translate that information into visualizations that make plain how to prevent attacksCovers topics such as how to acquire and prepare security data, use simple statistical methods to detect malware, predict rogue behavior, correlate security events, and moreWritten by a team of well-known experts in the field of security and data analysisLock down your networks, prevent hacks, and thwart malware by improving visibility into the environment, all through the power of data and Security Using Data Analysis, Visualization and Dashboards.

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Next Generation Councils Driving Data Transformation

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The key to government becoming more digital is the very real and powerful tool that big data and analytics encompass. It is an invaluable strategic asset and critical new age resource for government. One of the main recommendations in a recent New Local Government Network (NLGN) paper, Demystifying Data, calls for senior council directors to come together and scrutinise their current approach to data and create local data strategies. 

 

This paper showcases how Harrow Council and Essex County Council have clearly recognised the power of data and analytics and how they are reaping the rewards of the big data seed.

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Big Data Beginners – How Nordic Telcos Close the Gap

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Having the sponsorship and the drive for cultural change is a luxury that many businesses struggle with. The ability for digital teams to work independently but also have the collaborative capabilities and opportunities to be able to implement new changes is key. Having the power, signed off by management, to delve deep into the BI functions and convert analysis into actionable insight to take data-driven initiatives to the next level is an area of vast importance for telco organisations today. 

 

Jason McGee-Abe, Editor of PEX Network, speaks with John Belchamber, Global Insight Manager at Telefónica, about how they operate in the big data arena outside the Nordics: breaking down its manipulation, use, and the operator’s processes to counterpoint the different lessons learnt and best practices. 

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Sales Targets Drive Growth

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Year after year, pharmaceutical organizations find it challenging to set effective targets for their sales forces. The process does not seem to improve over time. Studies show that about half of companies struggle with some aspect of target setting, ranging from choosing the best methodology, to rewarding the highest performers and supporting the sales strategy. The stakes are high: inaccurate targets lead to loss of top talent, failure to achieve sales objectives, and the inability to take advantage of opportunities in the pharmaceutical value chain.

If targets are not set accurately, in a way that both creates a financial advantage for the company and motivates the sales force, the entire sales compensation plan can be compromised. Quota setting should be an integral part of sales compensation strategy and work with other components of the plan to meet business objectives.

This paper will help your organization better understand and manage sales target setting based on accepted pharmaceutical industry best practices and research. It will describe the most commonly used methodologies and detail the advantages and disadvantages of each. 

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