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IDCの成熟度モデル:エンタープライズ収益ライフサイクル管理

IDC MaturityScape: Enterprise Revenue Life-Cycle Management

発行 IDC 商品コード 322008
出版日 ページ情報 英文 13 Pages
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IDCの成熟度モデル:エンタープライズ収益ライフサイクル管理 IDC MaturityScape: Enterprise Revenue Life-Cycle Management
出版日: 2014年12月24日 ページ情報: 英文 13 Pages
概要

IDCのエンタープライズ収益ライフサイクル管理(ERLM)成熟度モデルは、ERLMの戦略とコンピテンシーを効果的に進化させるのに必要な、各段階、重要な評価基準、成果、行動を確認するためのフレームワークです。

当レポートでは、ERLMのフレームワークの5段階の成熟度に沿って、組織のためのガイダンスを提供しています。

IDCの見解

調査概要

  • エグゼクティブサマリー

概況

  • ERLMとは
  • ERLMの構成要素
    • 収益認識
    • 価格設定の最適化
    • 貿易促進、リベート、インセンティブ管理
    • 契約ライフサイクル管理と契約の発見
  • エンタープライズ収益サイロの管理
  • IDCのERLM成熟度モデルの各段階
    • アドホック
    • 便宜的
    • 反復可能
    • 管理下
    • 最適化
  • IDCのERLM成熟度モデルの方向性

将来の展望

主な提言

参考資料

  • 関連調査
  • 要約

  • IDCの成熟度モデル:ERLM - 段階と方向性の概要
  • IDCの成熟度モデル:ERLM - 段階別の進捗状況

  • IDCのERLM成熟度モデルの段階の概要
目次
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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