Present-day businesses depend largely on sales force effectiveness to find and cater to the continuously changing needs of the end users of healthcare services. Salesforce effectiveness offers organizations with substantial opportunities to progress organic growth and increase their profit margins.
The sales force of pharma companies must recognize and understand what’s inspiring their buyers. Sales forces need to be quick in identifying the type of customers they are calling on so that they can rapidly gain the attention of the customers and establish a genuine understanding of their needs. Once the needs of the customers are understood, pharma companies can make holistic selling experiences.
In this whitepaper, Quantzig lists the four tips to improve sales force effectiveness in the pharma industry.
“With the death of blockbuster drugs and the change from selling “product brands” to “corporate brands,” sales force optimization techniques and analytics are varying,” says a salesforce effectiveness expert from Quantzig.
Mid-market customers can now benefit from a fully integrated loyalty solution
Clutch has announced the launch of Clutch Loyalty on the Salesforce AppExchange, empowering businesses to connect with their customers, partners, and employees in entirely new ways. Clutch’s new app powers customizable loyalty programs that can be created and managed right from Salesforce Marketing Cloud. Clutch’s ability to turn data signals into personalized communications has proven to increase engagement, revenue, and retention for their clients.
Clutch has launched Clutch Loyalty on the Salesforce AppExchange, powering fully integrated and customizable loyalty programs for the mid-market.
“We are happy to welcome Clutch onto the AppExchange, as they provide customers with an exciting new way to engage customers with relevant, personalized loyalty programs,” said Mike Wolff, SVP, ISV Sales, Salesforce. “The exponential growth of the AppExchange underscores the enormous opportunity the entire Salesforce ecosystem has in creating cutting-edge solutions and driving customer success.”
Built on the Salesforce Platform, Clutch Loyalty is currently available on the Appexchange Marketplace.
Neatly integrated with Salesforce clouds including Marketing Cloud and Commerce Cloud, Clutch Loyalty takes in data from these systems, as well as other digital or offline systems including CRM, eCommerce, ESP, ERP and most importantly, in-store point of sale systems, to power its programs. Since customer loyalty programs often rely on points, punches or other value-based incentives to drive enrollment and engagement, real-time access to transactional data is essential, and where many loyalty providers use slower, batch-style processing to receive and use data, Clutch’s real-time approach positively impacts the effectiveness and ROI of loyalty as a whole.
“For a marketing program to be effective, it must feel personal and relevant, and loyalty is no different,” said Andy O’Dell. Andy added, “Clutch makes this possible at scale through a variety of programs that can be automated based on each customer’s unique behavior. All of this leads to a closer connection between brands and customers, and more effective loyalty programs that optimize customer value.”
Customers using Clutch’s new loyalty app will have data readily available to use in loyalty programs created within Salesforce as well as external applications. Using a simple interface with drag and drop functionality, marketers can take advantage of a variety of strategies including a welcome series for new members, notifications about new or expiring points, periodic rewards or balance updates. Corresponding reports track the effectiveness of the program, enabling the comparison of loyalty member and non-member results in a single view.
With Clutch Loyalty, customers can now act on critical moments in the customer journey when it matters most, improving the relevancy and effectiveness of these communications and increasing retention over time.
605 Impact Index is A New, Scientific Approach for Measuring the Full Impact of TV Advertising on both Branding and Sales; Initial Report Examines Relationship between TV and Brand Favorability for top TV Advertisers Including Nissan, AT&T, Samsung and More
605, an advanced data and analytics company focused on the media and entertainment industries, announced that it has launched The 605 Impact Index™, a new, scientifically-based approach for measuring the impact of TV advertising on both branding and sales, also known as the ‘top and bottom of the marketing funnel.’ Building on its pioneering TV analytics work with blue-chip clients like Walmart and Uber, 605 developed the Impact Index as a more complete measure of the business impact of TV advertising which will deliver clients actionable insights to optimize both brand marketing and sales outcomes from their TV advertising investments.
Ben Tatta
“It’s no secret that the legacy TV measurement system has not kept pace with modern day marketing demands,” said Ben Tatta, Co-Founder and President of 605.
Ben added, “Although recent developments in the field of TV attribution are a move in the right direction, most of these solutions focus on sales attribution only. These ‘bottom-funnel’ methods fail to capture the enormous impact TV delivers in terms of brand awareness, perception, and favorability. After years of conducting full-funnel attribution, 605 developed the Impact Index as a turn-key solution for measuring the total impact of TV advertising in a scientific, yet easy-to-implement way.”
Unlike attribution models derived from sample data, the Impact Index leverages one of the industry’s largest matchable TV datasets combined with custom, first-party research, to benchmark qualitative brand metrics such as brand awareness and favorability. The result is a new, expansive set of metrics designed to measure TV attribution, from the top to the bottom of the marketing funnel. These metrics are organized into two distinct categories based on campaign objectives, including:
Brand Impact Metrics, which are designed to measure the ‘upper’ and ‘mid-funnel’ impact including brand awareness, brand perception, brand favorability, and net promoter score (NPS)
Sales Impact Metrics, which are designed to measure the ‘bottom funnel’ impact including ad engagement, ad response, sales conversion and conversion lift
Aaron Bernstein
Commenting on 605’s approach to data, research and insights, Aaron Bernstein, Senior Director of Insights and Advocacy at Walmart said, “Over the past few years, 605 and Walmart Corporate Affairs have worked together to identify the relationship between television, brand reputation, and consumer purchasing behavior, which has yielded tremendous results.”
Sean Cunningham
“While we all still call it TV, what those two letters mean for data-savvy advertisers has greatly evolved in just the past few quarters,” said Sean Cunningham, President and CEO of the Video Advertising Bureau (VAB).
Sean added, “What hasn’t changed is consumers spending the vast majority of their viewing time with premium TV video content. TV continues to deliver real impact against all audiences in scale, just as more advanced TV data insights for advertisers are rapidly rising.”
To demonstrate how the Impact Index works, 605 is releasing findings from its Brand Impact Study that uncovers unique insights on brand favorability for leading television advertisers across auto, telecom, insurance, quick-service restaurants, pharma and cosmetics. Key findings include:
GEICO: Well-known for its ads featuring the bright green Gecko with the English accent and other humorous spots, two of its top three indexing prime time shows are niche programs that appear on PBS.
What it means: In addition to GEICO’s mass audience reach on TV, it achieves high brand favorabilityratings among specialized, hard to reach audiences such as those on PBS. Supporting evidence: 605’s study found that GEICO’s highest favorable in prime time included “Great Performances” on PBS, “All in with Chris Hayes” on MSNBC and “Finding Your Roots” on PBS.
NISSAN: Those favorable to the Nissan brand tend to watch a lot of Spanish-language television which reflects the company’s strategic investment in a targeted audience market with growing economic power.
What it means: Nissan’s unique approach and continued investment in reaching Hispanic audiences is paying off. The company is using creative advertising, planning and strategic partnerships to help drive brand awareness that supports sales outcomes. Supporting evidence: Nissan maintains a multi-year strategic partnership with Univision which has enabled the company to capitalize on award-winning creative ads focused on the Hispanic community from Omnicom’s multicultural agency, fluent360 and its media planning agency OMD. In fact, Nissan won the Spanish Advertiser of the Year Award for its “First Impression” ad that promoted the Nissan Rogue. Hispanic customers now comprise 21 percent of Nissan’s annual sales.1
SAMSUNG: Those favorable to the Samsung brand watch more youth-oriented programming on networks including Comedy Central, Freeform, and MTV.
What it means: Samsung has garnered a unique affinity among younger, hard-to-reach audiences on TV, which will lead to loyal followers of their products over time. Supporting evidence: Samsung invests heavily with Viacom and youth-oriented programming which is clearly driving favorability to the brand with key audiences.
AT&T: The audiences most favorable to AT&T over-index on Viacom’s TVLand network, but it is the only Viacom-owned network that has no AT&T advertising.
What it means: Based on these findings, AT&T’s investment across Viacom’s networks could drive its favorable even higher if it targeted some of its advertising on TVLand.
Supporting evidence: AT&T has been a significant advertiser across all of Viacom’s networks with the exception of TVLand.
Brands, agencies, programmers, and MVPDs can use 605’s best-in-class analytics to:
Capture brand strength metrics, including net promoter score and brand favorability ratings
Get a deeper look into multiple dimensions of brand reputation such as innovation and workplace environment
Find the exact answers they are looking for through custom questions
Brands can rely on data they trust, including first-party CRM data, to understand advertising’s effects on customer behavior, favorability, and sales. Brands can also tap into 605’s data partnerships to source sales attribution and conversion metrics including transactional (sales), mobile location (store visits) and digital (site visits, online purchase).
605focuses on the simplification of massive datasets, using analytics and optimization tools to garner deeper and more certain business insights for clients in the media and entertainment industries. 605 performs audience analytics, campaign measurement, attribution and verification services for clients’ television advertising campaigns — directly linking household-level ad exposure data to brand engagement and purchase activity. Unlike traditional ratings and sample-based methods, 605’s measurement platform is built on national, census-level data to deliver accurate, actionable and verified results.
Given the insights and analysis of specific brands, 605’s data is only available on a password-protected website. 605 is conducting a roadshow that includes meetings with advertising agencies, buyers and brands. 605’s proprietary research is completely independent. Trademarks referenced in the study are the property of their respective owners and the brands have no relationship with 605.
Saima Shaukat, a Veteran of Salesforce with 18 years of Enterprise Software experience, an ideal fit for TechCanary’s target market and rapid growth
TechCanary, a provider of a cloud-based, analytics-driven insurance solution and the #1 insurance solution built natively on the Salesforce platform, announced that Saima Shaukat has joined the company as chief revenue officer (CRO). Saima Shaukat’s combined Salesforce and financial services industry experience is an ideal fit to help drive TechCanary’s continued growth.
“In my role at Salesforce I had the opportunity to work with TechCanary and its platform and was impressed with both. I’m thrilled to be part of the team to help change how agencies and carriers manage their operations and interactions with customers”
In her new position, Shaukat is leading the development of the TechCanary go-to-market strategy, which includes establishing and expanding new markets for TechCanary’s insurance platform. Prior to joining TechCanary, Shaukat served as GM and vice president Commercial Sales for Salesforce in the Canadian financial services market where she created the financial services team in Canada and grew revenue 300% over her tenure.
Reid Holzworth
Commenting on the addition of Saima Shaukat, Reid Holzworth, CEO and co-founder said, “Saima is a tremendous addition to our executive team and will help drive the next level of growth and expansion. Her proven leadership and sales strategy skills combined with her knowledge of financial services and Salesforce is the perfect combination.”
Reid added, “Our growth to date has been gratifying and we are putting a strong leadership team in place with high caliber talent like Saima to enable us to accelerate our growth and expand into more insurance markets.”
“In my role at Salesforce, I had the opportunity to work with TechCanary and its platform and was impressed with both. I’m thrilled to be part of the team to help change how agencies and carriers manage their operations and interactions with customers,” commented Ms. Shaukat. “Some believe that the insurance industry is slow to embrace new technologies, but it is ripe for disruption and the rapid growth and adoption of the TechCanary platform is proof that there is an appetite for change. TechCanary has knowledge of the Industry, good technology, and a talented workforce which is a recipe for success.”
Prior to her 13 years with Salesforce in various roles, Saima Shaukat served as business development manager with Infotriever. Earlier in her career, she was a federal account executive with Silanis Technology. In addition to her professional career, Shaukat earned a BA with Honors from McGill University in Economics and Computer Science.
Zuora cements its position as the leading system of record for subscription businesses
Zuora, Inc., the leading cloud-based subscription management platform provider, announced its Spring ‘18 product release at its sixth annual user conference Subscribed™ in San Francisco on 5-6 June.
Finance teams are under immense pressure to support the growth of their businesses. The Deloitte 2018 Q1 North American CFO Signals report found that CFOs indicate a strong bias toward revenue growth over cost reduction (64% vs. 18%). Yet 41% of CFOs said staying current with changing technology is the greatest pressure facing their accounting and finance teams according to the Robert Half Management Resources survey.
Tom Krackeler
The Zuora Spring ‘18 release empowers the office of the CFO to be a critical driver of growth with the first and only complete subscription order-to-revenue solution on the market. Zuora has built new capabilities for the finance and operations team of the future – including Billing, Collections, Revenue Accounting, Deal Desk, Orders, and CXOs.
“This is our biggest product announcement ever,” said Zuora SVP of Product Tom Krackeler.
Tom added, “The Zuora Spring ‘18 release includes a number of new features and product upgrades to arm finance teams with the technology required to address their most pressing subscription order-to-revenue needs.”
Subscription Order Management Designed for Customer Expansion
For a typical subscription business, around seventy percent of revenue comes from the existing customer base through renewals, upsells, and cross-sells. This Zuora Central Platform upgrade allows finance and operation teams to more easily process and capture these subscription change orders.
Capture Expansion Upfront: Rapidly growing sales teams can book multi-year expansion contracts upfront
Increase Subscription Orders Flexibility: Capture complex changes for existing subscriptions, including multi-subscription and multi-site scenarios
One Place for Order Metrics: Out-of-the-box change order metrics like Monthly Recurring Revenue, Churn Rate, Net Retention visualized on a configurable dashboard
Automate Order-to-Revenue: Comprehensive change order data is captured to recognize revenue under ASC 606 compliance
New Workflow Builder Brings Greater Platform Automation
A new Workflow service in the Central platform gives teams greater efficiency and flexibility for account management, provisioning, invoice management, and other business processes.
Automate Everything: Using conditional logic and rules to tailor each workflow
Reduce Custom Code: Integrate quickly to other systems without custom code
Zuora Collect, now Generally Available, Maximizes Recurring Payments
Zuora Collect helps collections teams reduce revenue leakage and involuntary churn caused by ineffective collections processes for recurring payments.
Collect More: Maximize chances of collections success with a self-service web portal and multiple payment method options per subscription
Minimize Churn: Mitigate involuntary churn with intelligent retry logic for electronic payments
Reduce Costs: Maximize automation to handle recurring collections with configurable business workflows and a centralized collections workbench
New Zuora RevPro UI Designed for Greater Revenue Automation
Zuora RevPro enables businesses to automate revenue recognition.
Better Performance: Improved system speed for task rendering and data loading, resulting in a more pleasant user experience
Seamless Navigation: New intuitive design allows users to navigate more easily
New and Optimized Reporting: A new configurable dashboard, faster load times, data grids with advanced filtering, no export limits, drill-down capabilities, and more
New Capabilities for Easier Invoice Settlement in Zuora Billing
New capabilities give greater control throughout the entire AR process.
Manage Payment Operations: Process payment applications and unapplied payments the way customers demand
Align with Accounting Mechanisms: Correct, adjust and manage account balances with credit and debit memos
Gain Greater Control: Enjoy granular reporting and accounting for AR settlement activity with line item settlement
PowerObjects’ Steve Kane will take the role of Vice President of Sales, North America
PowerObjects, an HCL Technologies Company is proud to announce the promotion of Steve Kane to Vice President of Sales, North America. Kane formerly held the Director of Geo Salesposition for four years. The role enables PowerObjects to offer regional focus and expertise on Microsoft business application offerings in North America while continuing to expand globally. Steve Kane brings over 15 years of experience with Microsoft CRM and Dynamics 365 to his appointment to the PowerObjects leadership team.
“PowerObjects is committed to Microsoft’s vision for the future of business applications. Steve Kane will be an integral part of this commitment and strategy by driving our North American sales efforts,” says Steve Thompson, Vice President of North American Region at PowerObjects.
Steve Thompson added, “Kane’s wealth of knowledge and experience with Dynamics and the Microsoft ecosystem creates a valuable addition to our leadership team.”
Kane’s appointment enables Steve Thompson to transition into the role of Vice President of North American Region for PowerObjects. Thompson will oversee overall sales and delivery strategies for the North America business. Thompson has led the PowerObjects sales team for over a decade as Vice President of Sales and has worked with Microsoft’s CRM solution since its earliest version.
“Kane will be a key component in meeting our overall sales and business goals for North America in the upcoming year, and we are thrilled for the opportunity for PowerObjects to continue to grow,” says Thompson.
Impartner Partner Relationship Management (PRM) solution is Miercom Certified to provide exceptional functionality for managing business partner sales.
Impartner, the best-selling and most award-winning pure-play Partner Relationship Management (PRM) solution, announced that Miercom, a leading, independent product test center, has verified Imparter’s offering in the PRM market. Based on Miercom’s evaluation, the Impartner PRM solution offers exceptional functionality for managing business partner sales – with among the best capacity for customization that they have seen.
Through rigorous testing of Impartner partner-engagement tools, Miercom found that Impartner PRM can enrich the sales growth experience with a rich scope of functionality, flexibility, scalability, and integration.
Impartner’s impressive out-of-the-box deployment and unique integration features distinguish it from similar PRM systems.
Impartner PRM is now Miercom Performance Verified
In the report, Miercom highlights Impartner PRM as a “Software-as-a-Service” (SaaS) offering designed to accommodate all manner of partners and offer each an interface and access to all aspects of their dealings with the vendor, all of which is customizable to the degree needed. Included PRM tools offer integrated, automatable and configurable functionality that is straightforward to use and deploy.
The report outlines the results of Miercom’s testing across the main areas of PRM functionality: partner engagement, scalability, investment and sales growth. What they found was that Impartner PRM offers:
Exceptional Partner Engagement: With Impartner, a single dashboard reports partner activity with personalized touches pertaining to information delivery, training, segmentation and more, which relate to other functions of the platform.
EasyDeployment: Impartner provides full out-of-box functionality, and custom branding within a few days. Partner portals in other PRM systems require software integration and can entail months of development for customization. Impartner uses a visual editor, rendered in real-time.
Ease of Integration: Impartner integrates well with CRM solutions, such as Salesforce CRM, and offers robust APIs, which allows cost-effective leveraging of existing tools.
Smart Content Management: Impartner SmartContent asset management functionality makes it easy to show partners relevant content, rather than flood them with information.
Partner Performance Enhancement: Each partner is intricately monitored for each step towards their achieving channel sales goals – and it’s easy to give them tasks, resources and then rewards to help them reach objectives.
Segmentation that Matters: Impartner’s next-generation partner segmentation engine, Segment AI, allows partners to be parsed by any attribute – tier, geography, performance – anything. This makes it possible for vendors to save time and reach the partners that matter most – and in the way that’s most effective.
Advanced Workflow Management: Impartner’s ChannelFlow Workflow Engine makes it easy to create workflows across multiple modules and configure triggered activities, which are based on partner status or other characteristics. Unlike other PRM solutions reviewed, Impartner does not “silo” its platforms.
The Miercom Performance Verified certification validates the importance of using a PRM for partner engagement. With this certification, customers can be assured that Impartner PRM is not only effective for managing your partner environment but also has among the best capacity for customization that Miercom has come across.
Dave R Taylor
“Based on our evaluation, the Impartner Partner Relationship Management (PRM) solution offers exceptional functionality for managing business partner sales,” said Rob Smithers, CEO of Miercom.
Rob added, “Their impressive out-of-the-box deployment and unique integration features distinguish it from similar PRM systems. We proudly award the Impartner PRM solution the Miercom Performance Verified certification.”
“Impartner PRM was engineered to take the one-size-fits-all approach out of partner management,” said Impartner CMO Dave R Taylor.
Dave added, “Miercom’s third-party validation gives vendors the confidence in considering Impartner to transform the way they manage their indirect sales channels through a customized experience and the ability to track partner performance – without losing its turnkey ability to be deployed quickly.”
Digital is at the core of every brand interaction. With growing number of B2B apps for SaaS sales, the state of data-driven app marketing is in a dynamic flux. We spoke to Maor Sadra, Managing Director and Chief Revenue Officer (CRO) at AppLift.
As the data sets become more granular, advertisers benefit from the improved analysis as well as tracking performance from the initial touchpoint of the ad with the user through to the final conversion and post-install engagement.
Tell us about your role at AppLift and the team/technology you handle.
I am a Managing Director and the Chief Revenue Officer (CRO) at AppLift and have been in the ad tech space for over fifteen years. I have experience in display, video, mobile media across programmatic and traditional media, and as such my work involves bringing both operational and strategic experience to AppLift.
What is the ‘State of Data-driven App Marketing’ in 2018?
Tricky question …
I think that the state of data-driven app marketing is well on its way to reaching a point where the term “Marketing” will be replaced by “Marketing Automation” or “Sales Automation” – a day where advertisers can define a strategy and ROI goals and let the platforms do the bidding (pun intended). The path to this is currently hindered by fraud, conflict of interests and a lack of alignment in the value chain between Advertisers and Publishers (including all of the ad tech and martech players in between).
Thanks to the extremely competitive nature of mobile ad tech, many companies (such as AppLift) are heavily vested in educating and maturing the market, building technologies and investing in innovation to resolve these challenges. I believe we’ll eventually reach a stage where the value chain will be aligned, and data-driven app marketing will indeed be 100 percent data and technology-driven App Sales Automation.
How could blockchain technology impact the whole ad tech industry? Could you provide some relevant examples/ context to this disruption?
There has been a lot of buzz around Blockchain’s potential to cause long-term positive changes for our industry by forcing transparency into the ad-buying and delivery processes. Some companies are likely to make technological progress with Blockchain by introducing a decentralized ledger for verification and digitizing the IO. This, in my opinion, would be the biggest impact of Blockchain that will help in solving advertising’s twin problems of fraud and in transparency.
By adopting a secure digital ledger for transactions, Blockchain can force stakeholders into being transparent about the ad-buying and delivery process, ensuring low costs and improving the customer experience. Theoretically, Blockchain can also come in as an industry regulation by eliminating self-attributing tactics of bigger players and also guiding us in the direction of accepting attribution standards.
What percentage of ad spend could blockchain technology monetize? Does it really have the potential to outgrow expectations from the mobile advertising campaigns in 2018?
I’m skeptical that Blockchain technologies for ad tech will have any significant impact on our industry during 2018. This is the year of ideas, of entrepreneurs – innovation and garage startups. It’s not yet the year to worry about scale.
How would you define Mobile Customer Experience from a modern CRO’s perspective?
The present-day mobile customer experience goes beyond developing an app and hoping your users will download it. To create sophisticated mobile experiences, app advertisers and developers must look into areas of security and data protection, especially now with the GDPR deadline looming over the industry. And then there are the technological innovations that are driving how apps adapt to the new ways in which users interact with an app.
Augmented Reality, voice technologies, and IoT are defining the new-age interaction of users. App and mobile devices need to be seamlessly integrated by adopting these innovations in order to provide maximum value.
How do you leverage AI/ML and data science at AppLift? What AI companies are you particularly interested in —
It is often said data is the new oil and big data is what runs the engines for modern advertisers. AI and Machine Learning have a tremendous impact on our daily work. Real-Time Bidding (RTB), lookalike targeting, and user data enhancement are three core areas that benefit from machine learning. Algorithms are much more efficient than humans at evaluating exactly which attributes of impressions are good predictors of better ad performance.
As the data sets become more granular, advertisers benefit from the improved analysis as well as tracking performance from the initial touchpoint of the ad with the user through to the final conversion and post-install engagement.
Another area in ML particularly interesting for us is chatbot interfaces, which are opening up great innovations in the field of conversational commerce and is full of potential for mCommerce apps.
Tech giants like IBM, Google, Amazon, and Microsoft are increasingly focusing on innovations that bring machine learning technologies to the forefront. These tech giants are already offering machine learning models as a service with solutions that reduce the time for marketers. Cloud Vision API, Cloud Natural Language, and Azure Machine Learning Studio are few of the popular cloud MLaaS models that allow advertisers to tailor their offerings to reach the customers with greater efficiency.
Thank you, Maor, for chatting with us on app sales automation and Blockchain technology.
Torchie Award winners illustrate how modern planning helps organizations become more agile and competitive
Adaptive Insights, powering a new generation of business planning, announced the winners of its annual Torchie Awards, created to honor innovators who have achieved excellence in business planning across their organizations. Torchie Award winners for 2018 are Harry’s, the Open Society Foundations, Airlines Reporting Corp., Maritz, and First West Credit Union.
Rob Hull
The Torchie Awards presentation is a highlight of Adaptive Live, the annual global gathering of business planning professionals. A record audience of 1,500 industry professionals representing 570 organizations attended Adaptive Live 2018 in Las Vegas.
“We had an amazing pool of nominees this year, as our customers continue to demonstrate new ways that the Adaptive Insights Business Planning Cloud brings value to their organizations,” said Rob Hull, founder of Adaptive Insights. “These remarkable customers are leading the way for others who want to advance their planning journey toward a place where everybody in the business plans. Congratulations to all our Torchie Award winners.”
This year’s Torchie Award honorees represent significant achievements in key transformational aspects of the Customer Journey Program, also announced at Adaptive Live.
Harry’s: Implementing Transformational Processes
The disruptive force in men’s care products and services has implemented disruptive planning processes in its own business—for budgeting, forecasting, analysis, and reporting. Harry’s aims to further advance its planning journey by automating additional processes including operational key performance indicators (KPIs), long-term planning, and additional analytics.
Open Society Foundations:Incorporating People Across the Organization
The Open Society Foundations (OSF) work to build vibrant and tolerant democracies whose governments are accountable and open to the participation of all people. By recognizing that “everybody plans,” OSF has extended its Adaptive Insights planning environment to more than 350 people worldwide, including functional managers, finance and other operational units, OSF management, and the OSF board.
Airlines Reporting Corp.: Implementing Broad Financial and Operational Models
The premier driver of air travel intelligence and commerce, Airlines Reporting Corp. (ARC) maintains an already robust model incorporating workforce and expense planning, financial statements, and operational models for sales, marketing, and services. In the next year, ARC will advance its modeling journey to include expanded workforce, margin, and services modeling.
Maritz: Extensive Use of Data Sources for Business Planning
Maritz, whose diverse companies provide incentive management, recognition, meeting planning, customer loyalty, and customer experience solutions, engages in business planning using data from various sources. It integrates either directly or indirectly with its HR system, multiple CRM systems, various modules within its Oracle ERP system, and other third-party sources.
Michael LaPierre, First West Credit Union: Torchbearer of the Year
This annual Torchie Award recognizes an exemplary member of Torchbearers, Adaptive Insights’ customer community where members share and learn best practices, exchange tips, and tricks, and influence future product design. Michael LaPierre of First West Credit Union earned this Torchie Award for his non-stop engagement in the Torchbearers community, offering insights and expertise for modern planning strategies and execution.
Pegasystems, the software company empowering customer engagement at the world’s leading enterprises, announced the winners of the 2018 Pega Partner Awards at the annual PegaWorld conference taking place this week in Las Vegas. The awards recognize Pega partners that demonstrate an extraordinary ability to drive customer success, accelerate growth, and provide thought leadership by leveraging Pega’s industry-leading customer engagement solutions for digital transformation.
Pegasystems’ global ecosystem of alliance partners for services, technology, and systems integration combines Pega’s world-class solutions with partners’ deep experience and best practices to help organizations achieve industry-leading business outcomes. The awards are presented in four categories: Partner of the Year, Driving Customer Success, Accelerating Growth, and Thought Leadership. This year’s recipients are:
Partner of the Year
Accenture for demonstrating overall excellence in driving client success and business growth across Pega’s applications portfolio, including Pega robotics and artificial intelligence (AI).
Driving Customer Success
Accenture & Rulesware for excellence in overall implementation quality and demonstrating superior governance, project management, and DevOps capabilities.
Infosys for excellence in demonstrating creative approaches to driving growth of a certified Pega practice by integrating Pega training directly into its onboarding program.
NIIT for excellence in advanced practice development, demonstrating leadership in the development of individuals with advanced certifications and overall additions of certified resources into the ecosystem.
Accelerating Growth
Capgemini & Virtusa for excellence in collaboration on license sales, demonstrating leadership in increasing pipeline growth, registered opportunities, and sourced and leveraged license bookings.
Sopra Steria for excellence in accelerating practice growth, demonstrating leadership with new certified resources, and beating certification and practice growth targets.
Thought Leadership
Accenture for excellence in leveraging Pega Customer Service™ to help leading companies realize world-class customer engagement.
Cognizant for excellence in thought leadership for AI and robotic automation, driving next-generation efficiency and productivity for leading organizations.
EY for excellence in advisory leadership and implementation for Pega Sales and Onboarding™, driving next-generation efficiency and productivity for leading financial services organizations.
Merkle for excellence in leveraging Pega’s marketing and decisioning solutions to help leading companies realize industry-leading customer engagement.
Virtusa & Tata Consultancy Services for excellence in leveraging Pega Platform™ to help leading companies adapt to rapidly changing business requirements.
Ken Nicolson
The partner awards were announced during the annual PegaWorld conference being held at the MGM Grand in Las Vegas through 6 June.
The event brings together industry pioneers, influencers, and thought leaders from the world’s leading organizations to discuss how the most successful global organizations are tackling challenges around digital transformation, artificial intelligence (AI), robotics, customer engagement, digital process automation, and more.
“Our alliance partners are an integral part of our success in helping clients succeed on their digital transformation journeys,” said Ken Nicolson, vice president, global alliances, Pegasystems.
Ken added, “This year’s Pega Partner Awards winners are empowering our clients to maximize the value of their technology investments while helping them achieve their business goals.”
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