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Dec 2015 - IDC MaturityScape Benchmark - Doc # US40709615

IDC MaturityScape Benchmark: Revenue Life-Cycle Management in the United States, 2016

Authors: Jordan Jewell, Christine Dover

Abstract

This IDC study is designed for business and technology executives who are decision makers in regard to revenue management (e.g., sales, marketing, finance, customer service, and information technology). This study presents the results of IDC's 2015 Revenue Life-Cycle Management MaturityScape Benchmark Survey and should be viewed as a supplement to IDC MaturityScape: Enterprise Revenue Life-Cycle Management (IDC #253279, December 2014). Together, the two studies provide a comprehensive overview of IDC's revenue life-cycle management maturity model.

This study presents results from quantitative research and will enable organizations to assess their revenue life-cycle management maturity level against industry benchmarks.

IDC's Revenue Life-Cycle Management MaturityScape Benchmark will allow organizations using this methodology to answer the following questions:

  • How mature is our organization in its ability to manage and grow profitable revenue?
  • What is the value of investing time and resources in improving revenue management maturity?
  • What are the most common practices among high achievers (thrivers) that achieve higher-than-expected value from revenue management initiatives?

"Revenue management is not just revenue recognition, trade promotion accounting, yield management, pricing optimization, or any one of a dozen other things, it's using all of those strategies together along with rigorously enforced revenue policies and education to ensure that the enterprises is maximizing its profitable revenue," says Christine Dover, research vice president, Enterprise Applications and Digital Commerce, "IDC's Revenue Life-Cycle Management MaturityScape Benchmark Survey is a fact-based review of how mature U.S. organizations currently are with respect to managing profitable revenue."

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