Revenue will never be the same.
While that may be a scary statement to read, it’s not a groundbreaking concept. In fact, enterprises have been shifting and pivoting their go-to-market strategies and resources for well over a year now.
The COVID-19 crisis has accelerated the shift to digital. The most forward-thinking, innovative companies are continuously enhancing and expanding their digital channels. They’re successfully using advanced analytics to combine new sources of data along with their internal insights to make better and faster decisions.
Through digital transformation, organizations can adopt technology that helps them use their data more effectively. And leaders agree. 80 percent of CEOs say “digital transformation has become even more urgent in light of the pandemic crisis,” according to Dell Technologies.
In our recent user conference, Xactly Unleashed Virtual 2021, Jamie Anderson, Xactly’s Chief Revenue Officer, sat down with leading EMEA enterprises to discuss why intelligence around revenue informs when and how a company pivots and what that looks like pre- and post-2020.
Pre-disruption, revenue and growth were all about growing at any and all costs. It didn't matter what resources you threw into the equation as long as you were growing your business. But in today’s sales landscape, we don’t see that anymore.
“Today you have to grow intelligently, so intelligent revenue is important. You have to be conscious and deliberate about how you’re spending limited resources, limited headcount, and following your plan to achieve that growth”
What really stands out is how leaders approach the activities needed to drive revenue at a scale that makes a difference. Adopting an intelligent approach to revenue can be your guiding light when it comes to taking the guesswork out of your resource planning.
Here’s what Oleg Rogynskyy, Founder and CEO at People.ai, had to say about recent shifts in mindset around revenue generation.
Moving Forward Post-Disruption
During the recent crisis, businesses have adapted to work harder and faster than they could’ve dreamed possible just a few months ago. Maintaining that sense of possibility and flexibility when it comes to revenue generation will be an enduring advantage when it comes to enterprises gaining a leg up on their competition.
Organizations currently operating without Intelligent Revenue struggle to drive the results and growth they need without having the right access to data and technology. When implemented, an automated and intelligent system can help organizations gain the agility they need to assess the health of revenue-driving activities.
Jamie Anderson, Xactly CRO, reflected on these ideas in a recent interview when he talked about how enterprises should create focus around adapting strategy to changing market conditions. He believes that being able to identify and target positive revenue is key for long-term growth and stability. Hear his full statement below.
Interested in hearing more about what the new era of sales looks like and how you can take advantage of that by shifting to a revenue-focused mindset? Watch our recent webinar, Download our recent guide, “Lessons Learned in 2020 and What to Expect in 2021 and Beyond.”