BOSTON, MA -- 09/10/08 --
In a unique, comprehensive research study of the
Sales Analytics and Forecasting market, Aberdeen, a Harte-Hanks Company
(NYSE: HHS), examines the forecasting accuracy pressures faced by sales and
operations practitioners, the actions they consider to drive peak
performance in their CRM/SFA investments, and how Best-in-Class performers
utilize predictive analytics and advanced forecasting methodologies to
drive maximum profit margin and sales performance against quota. The new
report, "Sales Analytics: Hitting the Forecast Bulls-Eye," explains why
Best-in-Class companies work smarter rather than harder, creating more
focused and effective selling activity, as top-performing organizations
deploy advanced sales analytics and forecasting solutions layered on
CRM/SFA to produce a reliable and three-dimensional sales forecast that
benefits all aspects of their business, beyond Sales. To obtain a
complimentary copy of the report, visit:
http://www.aberdeen.com/link/sponsor.asp?spid=30410182&cid=5134.
Data acquired from over 275 enterprises reveals a number of impactful data
points, according to Peter Ostrow, VP/Group Director, Customer Management
at Aberdeen, the study's author. "Sales teams have long deployed CRM and
SFA solutions to support a variety of chronologically-ordered questions
within the organization: the past (what did the customer purchase?),
present (what is in our pipeline?), and future (when is the deal likely to
close, for how many dollars, and at what probability to 'seal the deal'?),"
he explains. "Yet the elusive 'truth' about a company's revenue health,
measured by a more accurate sales forecast, may more predictive analytics
than CRM tools can provide, along with informing the sales team's data with
intelligence from other silos within the enterprise."
The required actions for companies seeking to gain the most benefit from
their sales forecasting and analytics solutions, according to Ostrow,
include a commitment to establishing, measuring, publishing and managing to
relevant forecasting KPIs; linking non-sales data to CRM/SFA intelligence
to effectively weight and refine the revenue forecast in real-time; and
deploying user-friendly tools for reps, managers, top executives and other
lines of business with customized views of the forecast "truth."
A complimentary copy of this report is made available due in part to the
following underwriters: Business Objects and SugarCRM. To obtain a
complimentary copy of the report, visit:
http://www.aberdeen.com/link/sponsor.asp?spid=30410182&cid=5134.
About Aberdeen Group, a Harte-Hanks Company
Aberdeen is a leading provider of fact-based research and market
intelligence that delivers demonstrable results. Having benchmarked more
than 30,000 companies in the past two years, Aberdeen is uniquely
positioned to educate users to action: driving market awareness, creating
demand, enabling sales, and delivering meaningful return-on-investment
analysis. As the trusted advisor to the global technology markets,
corporations turn to Aberdeen(TM) for insights that drive decisions.
As a Harte-Hanks Company, Aberdeen plays a key role of putting content in
context for the global direct and targeted marketing company. Aberdeen's
analytical and independent view of the "customer optimization" process of
Harte-Hanks (Information - Opportunity - Insight - Engagement -
Interaction) extends the client value and accentuates the strategic role
Harte-Hanks brings to the market. For additional information, visit
Aberdeen http://www.aberdeen.com or call (617) 723-7890, or to learn more
about Harte-Hanks, call (800) 456-9748 or go to http://www.harte-hanks.com.
© 2008 Aberdeen Group, Inc., a Harte-Hanks Company
451 D Street, Suite 710
Boston, Massachusetts 02210-1928
Telephone: (617)854-5200
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www.aberdeen.com
Media Contact:
Peter Ostrow
Aberdeen Harte-Hanks
(617) 854-5373
Peter.ostrow@aberdeen.com
