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Stephen Hurrell
Driving the Revenue Revolution - Research Director - Office of Revenue at ISG
Stephen Hurrell is the Director of Research at ISG (Information Services Group), where he leads the Office of Revenue. In this role, he focuses on guiding leaders in the applications and technology necessary for purchasing and selling products and services effectively. His expertise is particularly centered on software research, helping organizations optimize their use of software providers and products to enhance decision-making processes in business and IT.12
Background and Experience
- Previous Roles: Before joining ISG, Hurrell worked at Ventana Research, where he also contributed significantly to software research and advisory services.4
- Education: He is an alumnus of the London School of Economics and Political Science (LSE), which adds to his strong analytical background in the field.3
Areas of Expertise
Hurrell's research encompasses several key areas:
- Enterprise Software: He provides insights into how organizations can leverage enterprise software to improve business outcomes.
- Market Research: His work includes producing Buyers Guides that cover a vast landscape of software solutions, estimated at around $800 billion.1
- Advisory Services: He offers actionable advice tailored to the specific needs of clients, helping them navigate technology decisions effectively.12
Professional Network
On LinkedIn, Stephen has built a substantial professional network, boasting over 500 connections, which reflects his active engagement in the industry and his role as a thought leader in software research.3
Highlights
I have been the first to criticize software providers for focusing all development efforts on managing pipeline or improving forecasts. Although worthy, none of these actually help to sell more. We've had predictive AI scoring deals and helping to prioritize opportunities, GenAI incrementally improving productivity through activities such as email creation. But none of these really moved the needle. I am not naive to think one announcement from Salesforce is going to the change the world, but it is evidence that Salesforce is moving from playing catch up, to focusing on what it could mean to sell in the future. Early days, but a definite step to actually help people sell. After all, deals don't sell themselves, people do (at least for now). Salesforce #Sales #CRO #Salesops
Here we are in the dog days of summer, with the spring wave of software provider conferences over, so I think is a good time to summarize some of the more noticeable announcements from the events I attended and how they help enterprises drive revenue growth. And yes, much noise about AI, but there were some significant other developments that I think better capture the changing nature of business as we head towards the middle of the 2020's. #Revenue #CRO #Pricing #Revenuelifecycle #revops
