Stephen Hurrell

Research Director - Office of Revenue at ISG Research

[Stephen Hurrell @SHurrellISG]

@timjcarden A slight wrinkle here - the test was for small servings. Pepsi was not just sweeter but also lower carbonation. Taste buds detect sweetness first, small portions did favor Pepsi. A whole can or bottle? Different story. New Coke was sweeter and less fizzy. Still a huge misstep.

[Stephen Hurrell @SHurrellISG]

@Pattyfree @pastherandie This is not true. I buy Kerrygold butter. I buy Vital farms eggs. These prices are not right. Even from Instacart and cannot be Wholefoods as has its own delivery.

[Stephen Hurrell @SHurrellISG]

At PROS #outperform2024 in Orlando. Keynote unsurprisingly around AI.

Great to the efforts around data collection and set up using AI.

And not just price, but cost optimization to focus on margin, a key focus for many enterprises.

Future efforts around rebate optimization.

[Stephen Hurrell @SHurrellISG]

The need to modernize processes and technology to better fit today’s customer expectations and business economic models is more important than ever. Evolve thinking from a liner lead to cash to a more continuous revenue lifecycle. #CFO https://t.co/Zpcd15rBFS

[Stephen Hurrell @SHurrellISG]

There is a new kid on the block when it comes to #SPM

https://t.co/ZYzpQinzFq
https://t.co/Qp1cL6bJwh

[Stephen Hurrell @SHurrellISG]

A whole set of companies arose because of capability gaps in CRMs offering sales engagement. But have CRMs caught up? My thoughts here: https://t.co/RhgXLcHHNj

#CRO #SalesOps #RevOps

[Stephen Hurrell @SHurrellISG]

My view on the importance of ensuring the alignment of incent comp with B2B digital commerce initiatives or you may not get what you hope for #ICM #ecommerce #revops #CRO #CFO

https://t.co/NRTruyBJl0

[Stephen Hurrell @SHurrellISG]

Watching @Salesforce @Benioff #SalesforceAI - trust is the basis for efficient markets. Wish this was used as the reason for why #generativeAI can help this market efficiency by better matching buyer/sellers but only if both sides trust the info.

[Stephen Hurrell @SHurrellISG]

At @Salesforce #connections2023 - keynotes with generative AI front and center for e-commerce. Dependent on optimized mix of 1st party data and generalized external data to provide personalized content for a segment of one. #b2c use cases ahead of #b2b. #einsteingpt #ecommerce

[Stephen Hurrell @SHurrellISG]

“Copernican” shift announced by @gradconn at @PROS - discrete products to general platform deploying AI to both predict and optimize revenues. Hope also focus on quality of revenue as deal complexity grows. #Outperform2023

[Stephen Hurrell @SHurrellISG]

Proud to announce the publishing of Ventana Research's 2023 Subscription Management Value Index. We evaluated over 20 vendors offer subscription management alongside other pricing and revenue models https://t.co/0Wisu7w81j #subscriptionmanagement #subscriptionbilling #cfo #CRO

[Stephen Hurrell @SHurrellISG]

New developments from CRM vendors in adding data driven functionality to aid in both pre & post sales activities will not be available without reviewing what for many are old implementations that no longer match their business. https://t.co/YL9EjccHqS #CRM #CRO #salesops #revops

[Stephen Hurrell @SHurrellISG]

@SBGHRTech Bob Dylan. 1978. Earls Court, London.

[Stephen Hurrell @SHurrellISG]

@SugarCRM has company emphasis on delighting their customers. My summary of the latest company strategy changes and product enhancements. https://t.co/6UIP9wCrOD #CRM #Sales

[Stephen Hurrell @SHurrellISG]

Increasingly seen as an important part of the sales and up and cross sell process, good CPQ products both decrease disruptive and damaging buyer/seller mistakes and are a valuable step in a positive revenue lifecycle customer experience. https://t.co/Q1H4M60Mfe #Sales #Revenue

[Stephen Hurrell @SHurrellISG]

My 2023 Market Agenda continues to focus on the Revenue Revolution and how improving technology supports organizations as they modernize to accommodate the needs of today's buyers. https://t.co/AUFtk6kTxg
#revenue #CRO #revenueoperations #CFO #research

[Stephen Hurrell @SHurrellISG]

Sales Enablement has come a long way from when I was preparing product positioning training for sales using ring binders. My latest thoughts on how technology has changed the method of delivery, but not the need. https://t.co/3gYxP9mJfE #salesenablement #sales #salestraining

[Stephen Hurrell @SHurrellISG]

Glad to see that more vendors are moving away from a focus on subscription management as being this new, "other" revenue and pricing model. For many it's just one of many models for existing, new or acquired products and services. My thoughts here https://t.co/E5mT0ioyeY

[Stephen Hurrell @SHurrellISG]

@CongaHQ is focusing on a different aspect of the revenue lifecycle from many of the so called Revenue Intelligence vendors; @ventanaresearch view here -
https://t.co/6bhstAzDvt

[Stephen Hurrell @SHurrellISG]

Had a great, short but sweet, conversation with @rlittleson CMO at @CongaHQ about the impact on organizations in adopting mixed revenue models. This goes well beyond the mechanics of subscription management.

https://t.co/WZNdjxUe66
Conga