Companies Prioritize Revenue Performance with AI, ISG Says

Enterprises are unifying revenue operations and performance management across channels, using software designed to help leaders and sellers align strategies and processes with business goals, according to new research from global AI-centered technology research and advisory firm Information Services Group (ISG) (Nasdaq: III).

The ISG Buyers Guide for Revenue Performance Management (RPM), produced by ISG Software Research, provides rankings and ratings of 15 software providers and their products to support comprehensive revenue management across multiple channels. The research also examines incentive compensation management and sales performance management software. It finds that revenue performance systems are integrating all aspects of revenue operations, including managing territories, quotas, incentives and planning, to enable better decision-making and more consistent business growth. The ISG Buyers Guide for Sales Performance Management Emerging Providers, published in conjunction with the RPM guide, rates and ranks seven providers that address the core needs of sales organizations in innovative ways through AI, automation and advanced user experiences.

“Leading enterprises and sales leaders are investing in revenue performance management as a unified set of processes and systems for all revenue streams and functions,” said Mark Smith, partner and chief software analyst, ISG Software Research. “Using a common, modern software platform that covers territories, quotas, incentives and plans provides forward-looking insights and guidance to ensure every customer interaction is aligned with growth expectations.”

Revenue performance management goes beyond traditional sales performance management (SPM), which primarily served direct sales teams and addressed only one channel, the research finds. These applications and platforms span all channels, including e-commerce, subscriptions, renewals and indirect channels, and incorporate capabilities such as forecasting, revenue recognition and predictive analytics. They unify strategy, data and processes for integrated revenue teams from sales, marketing, customer success and other functions.

Integration with other systems, especially customer relationship management (CRM), enterprise resource planning (ERP), billing and support, is essential for effective RPM platforms, ISG finds. By combining data from all these sources, RPM can design smarter sales territories, quotas and incentives that help companies meet revenue goals. Aligning all revenue-related functions around shared goals can significantly enhance enterprises’ agility for omnichannel engagement.