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How ASC 606 and IFRS 15 Affects Technology Companies

How ASC 606 and IFRS 15 Affects Technology Companies

One of the main purposes of the Financial Accounting Standards Board’s new revenue recognition standard, ASC 606 and IFRS 15, is to eliminate industry-specific guidance in order to create more consistent reporting across all types of organizations. That means its effect will vary depending on your…
By Jennifer Kling | July 10th, 2018 | RevSym
RevSym by SAP: A Simple Solution

RevSym by SAP: A Simple Solution to a Complex Problem

The Financial Accounting Standards Board’s new revenue recognition standard, ASC 606—the biggest accounting guidance change in recent history— has two main objectives. The first, and probably most important, is to eliminate industry-specific guidance in order to create more transparent and uniform…
By Jennifer Kling | June 29th, 2018 | RevSym
How to Convince Your Sales Reps AI Is Good for Them

How to Convince Your Sales Reps AI Is Good for Them

Historically, employees have been wary about adopting new tools and technologies. In some instances, people are simply set in their ways and are uncomfortable learning new things. In other instances—particularly in the case of automation and augmented intelligence—workers worry that the new…
By Kevin Markl | June 26th, 2018 | Thunderbridge AI³
Can’t Decide on a CPQ Solution? Here are Seven CPQ Must Haves

Can’t Decide on a CPQ Solution? Here are Seven CPQ Must Haves

Sales ops leaders and managers know this fact very well by now: without a good CPQ solution, their reps are like rudderless ships floating on a stormy sea. The answer in the past has been to turn to manual CPQ. But spreadsheets and Word docs require massive amounts of attention and provide little…
By Matt McEnerney | June 19th, 2018 | CPQ
AI and CPQ: The Three Ways AI Makes a Difference

AI and CPQ: The Three Ways AI Makes a Difference

Artificial Intelligence and Augmented intelligence (AI) have been around for a long time now, but it’s only recently that companies have started applying it to sales and configure, price, quote (CPQ) processes. According to the Harvard Business Review, a full 60 percent of executives believe their…
By Kevin Markl | June 18th, 2018 | CPQ
Become a CX Winner with a People-Focused Culture

Become a CX Winner with a People-Focused Culture

If you want to move beyond cosmetic changes and lip service to real changes in both the employee experience and the customer experience, the first thing you have to look at is your company’s culture. What is culture? My favorite definition is Herb Kelleher’s: "Culture is what people do when no one…
By Annette Franz | June 14th, 2018 | Clicktools
Lessons in Incentive Compensation Management

5 Lessons in Incentive Compensation Management

It’s no secret that incentive compensation management can be tricky. And, without the right tools in place, it’s that much harder. Getting sales compensation right is critically important for organizations of all sizes. Diana Stewart, a sales compensation analyst at Pivotal Software, recently…
By Jennifer Kling | June 12th, 2018 | Commissions
CPQ: The Costs and Consequences of Getting a Quote Wrong

CPQ: The Costs and Consequences of Getting a Quote Wrong

When you’re selling one or two simple products, it’s relatively easy to give prospective buyers an accurate quote quickly. Great salespeople, after all, have straightforward pricing information committed to memory. They know exactly how long it takes to ship products and provide services to would-…
By Matt McEnerney | June 8th, 2018 | CPQ
CRM is dead, long live CRM

CRM is dead, long live CRM

Is your CRM serving your customers or just serving your sales management? Does it make a difference? From a long and medium-range perspective, it does matter. And it’s going to matter a whole lot more as we enter into the world of the next generation of buyers.  CRM has truly changed the way…
By Giles House | June 5th, 2018 | CRM
How to Never Miss Payroll Again

How to Never Miss Payroll Again

The more complicated your commissions and incentive payout processes get, the more likelihood there is that you’ll start to miss payrolls and end up with some angry reps on your hands. All it takes is one missed deadline to lose the trust and confidence of your team, and once that’s lost, it’s…
By Jennifer Kling | June 1st, 2018 | Commissions