Revenue Disruption: Game-Changing Sales and Marketing Strategies to Accelerate Growth

Yes, You Gotta Buy Some Software

If there’s one thing that has characterized my own leadership style over the past 30 years, it’s that I’m a very direct guy. I tend not to sugarcoat things; I call ’em as I see ’em. So even though I may feel a twinge of guilt because I appear to be self-serving by advocating a software purchase that could benefit my company, I want to make a blunt point: Revenue Performance Management does need a software platform. If you’re going to embark on this journey, you will need to purchase and roll out the tools to make it work and to measure its success. So a necessary early action item for your RPM leadership team is to begin the evaluation and purchase of an RPM software system.

In Chapter 20, we looked at the reasons why RPM needs a software platform to work effectively. We also reviewed some key features and functions the software provides, so I won’t repeat those points here.

The good news is that the RPM systems today are one of the most competitive and innovative segments of the entire business software universe. There are a number of excellent options among which you can choose. This is true for the world’s largest corporations, for small businesses, for budding start-ups, and for every company in between.

And there is even better news: An RPM purchase can quickly become a very high-return investment. As I mentioned at the start of this chapter, there’s a lot of low hanging fruit available. I have had new users of RPM systems tell me they were ...