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市場調查報告書

IDC的成熟度模式:企業收益生命週期管理

IDC MaturityScape: Enterprise Revenue Life-Cycle Management

出版商 IDC 商品編碼 322008
出版日期 內容資訊 英文 13 Pages
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IDC的成熟度模式:企業收益生命週期管理 IDC MaturityScape: Enterprise Revenue Life-Cycle Management
出版日期: 2014年12月24日 內容資訊: 英文 13 Pages
簡介

IDC的企業收益生命週期管理(ERLM)成熟度模式,是為了有效發展ERLM的策略和競爭力所需,為確認各階段,重要的評價標準,成果,行動之組成架構。

本報告依ERLM組成架構之5等級成熟度,提供組織性指導。

IDC的見解

調查概要

  • 摘要整理

概況

  • 所謂ERLM
  • ERLM的結構要素
    • 收益認識
    • 價格設定的最佳化
    • 貿易促進,回扣,獎勵管理
    • 契約生命週期管理與契約的發現
  • 管理整個企業收入筒倉
  • IDC的ERLM成熟度模式的各階段
    • 專案
    • 方便性
    • 可重複
    • 管理下
    • 最佳化
  • IDC的ERLM成熟度模式的方向性

未來展望

主要的建議

參考資料

  • 相關調查
  • 摘要

表格

  • IDC的成熟度模式:ERLM - 階段與方向性概要
  • IDC的成熟度模式:ERLM - 各階段的進展

  • IDC的ERLM成熟度模式的階段概要
目錄
Product Code: 253279

This IDC study describes IDC's Enterprise Revenue Life-Cycle Management (ERLM) MaturityScape framework, which identifies the stages, critical measures, outcomes, and actions required for companies to effectively develop an ERLM strategy and competencies in an ERLM workflow. In this study, we describe the framework and provide guidance for organizations of all sizes interested in advancing along the five maturity stages of the framework to maximize benefits derived from the ERLM workflow. While this study focused on the major categories of ERLM (e.g., revenue recognition; pricing optimization; trade promotion, rebate, and incentive management; and contract life-cycle management), it is important to recognize that profitable revenue is not just in the hands of the sales organization but encompasses teams across the enterprise including marketing, finance, inventory, support, services, and more. This study is intended primarily for executives and managers in sales, marketing, finance, and other line organizations, but IT managers and executives may also find it useful.

"Enterprise revenue life-cycle management is a best practice for maximizing revenue across the enterprise and throughout the life cycle of the buyer-seller relationship. ERLM is not just about getting the most revenue on a single independent transaction. Too often, that large deal may include conditions that dramatically reduce the value of the deal, make it difficult to recognize the revenue, or actually result in leaving money on the table as the sales team offered discounts too quickly," says Christine Dover, research director, Enterprise Applications and Digital Commerce.

Table of Contents

IDC Opinion

In This Study

  • Executive Summary

Situation Overview

  • What Is Enterprise Revenue Life-Cycle Management?
  • Components of Enterprise Revenue Life-Cycle Management
    • Revenue Recognition
    • Pricing Optimization
    • Trade Promotion, Rebate, and Incentive Management
    • Contract Life-Cycle Management and Contract Discovery
  • Managing Across the Enterprise Revenue Silos
  • Stages of IDC's Enterprise Revenue Life-Cycle Management MaturityScape
    • Stage 1: Ad Hoc
    • Stage 2: Opportunistic
    • Stage 3: Repeatable
    • Stage 4: Managed
    • Stage 5: Optimized
  • Dimensions of IDC's Enterprise Revenue Life-Cycle Management MaturityScape

Future Outlook

Essential Guidance

Learn More

  • Related Research
  • Synopsis

List of Tables

  • Table: IDC MaturityScape: Enterprise Revenue Life-Cycle Management - Overview of Stages, Dimensions, and Sub-Dimensions
  • Table: IDC MaturityScape: Enterprise Revenue Life-Cycle Management - Progressing Through the Stages

List of Figures

  • Figure: IDC's Enterprise Revenue Life-Cycle Management MaturityScape Stage Overview
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