Data & Intelligence
6 essays on sales performance management, master data and the AI layer on top — the thinking behind the practice.
The Silent Killer of Digital Transformation: Why Data Governance Needs a RevOps Mandate
Governance fails when it lives in IT alone. Put it where the revenue is, and it becomes the engine for RevOps rather than a cost center.
Mastering the Enterprise Knowledge Graph: Fueling Complex Subscription and X-as-a-Service Compensation
Usage-based and subscription revenue needs a data model that knows how customers, contracts, products and reps connect. Four relationships your MDM has to master.
The Unavoidable Connection: How Integrated SPM and MDM Drives Sustainable Revenue Growth
Best-of-breed SPM and MDM platforms implemented as silos produce revenue friction, not revenue. The five-step cycle and the architecture that breaks it.
Beyond the Golden Record: Implementing a Composable Data Fabric for Multi-Domain MDM
Monolithic MDM buckles under real-time, multi-domain demands. A composable data fabric delivers governed data everywhere, all the time — and makes SPM trustworthy.
Leveraging Sales Performance Management, Data Governance, and Business Intelligence to Drive SaaS Sales Success
SaaS selling runs on recurring metrics. Five practices that connect SPM goals, governed data and BI insight into one repeatable sales motion.
Boosting Healthcare Sales: Unleashing the Power of Sales Performance Management and Business Intelligence
Healthcare sales organizations compete on data. How SPM business intelligence sharpens territory design, incentives, forecasting and decision-making.
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