BPM Forum (Business Performance Management), Advancing Performance Accountability
Advisory Board  

February 2005

Copyright © 2005 by BPM Forum.
All Rights Reserved.

  The BPM Forum’s e-newsletter, Brainwaves, is distributed quarterly. Expect business performance management news, ideas that challenge your thinking, and industry content that will help inform your decision-making. Anticipate business performance management thought leadership in every issue of Brainwaves.

  In This Issue:


Editor’s Cut

With the start of a new year, the BPM Forum staff thought it would be appropriate to take a look at what you could expect to see in technology and business performance management for 2005. In our Industry Insights section, Nucleus Research’s “Top 10 IT Trends for 2005” tells us where they see CRM and business intelligence going, while BizintelligencePipeline’s article, “Performance Management: 2005” tells us lessons learned from 2004 and what to improve in 2005.

We also share the results of our survey, “Gauging The Cost of What’s Lost.” Among other things, we found companies are investing a significant percentage of their revenues in activities directed at business lead generation and closure, but most do not optimize those investments by developing formal processes for qualifying, certifying and validating new business opportunities.

Finally, we just completed a survey designed to capture the insights and perceptions of high-tech and telecom executives on the changing structure and nature of competition in their industries. Highlights will be published in the next edition of Brainwaves and a full report will be available through the BPM Forum.

Thank you for reading and sharing Brainwaves. And we appreciate your active participation and feedback in the BPM Forum.

The Staff

Member Mindset

Business process management (BPM) and business performance management (BPM) share the same acronym and both support ERP systems and operational effectiveness. Read a white paper from Exact Software regarding the evolution of ERP systems and operational practices.


Industry Insights


Scoop on Sponsors


Survey Findings: Gauging the Cost of What’s Lost

Large companies could boost revenue by up to 20 percent—if they had more effective customer acquisition practices, and their sales and marketing departments worked together more.

These are just some of the findings in a new report based on an online survey of nearly 800 marketing and other C-level executives conducted by Business Performance Management (BPM) Forum and Chief Marketing Officer (CMO) Council, both leading research and advocacy organizations.

The report looks at why so few prospects lead to new business, and how sales and marketing work together—or don’t—to boost the top line. Among the survey findings:

  • 38% of respondents feel they could add more than 20% of incremental revenue if their company’s new business development practices were more effective
  • Only 7% of the respondents feel their sales and marketing departments work together very effectively to harvest business prospects
  • According to 71% of respondents, fewer than 20% of potential deals actually get closed; only 5% are very satisfied with this

To read the full report, click: Gauging The Cost of What’s Lost.


Crunch Time: Global Competitiveness Audit

The survey is now closed and results will be presented at the first annual Global Tech + Telecom Competitiveness Summit on February 24, 2023 at the Hotel Sofitel in the San Francisco Bay Area. The Global Tech + Telecom Competitiveness Summit, is an intensive, full-day conference focused on exploring the forces and trends that are driving competitiveness worldwide. If you’re unable to attend the event, stay tuned for survey results on the BPM Forum web site and in the next issue of Brainwaves.


Join the Conversation

BPM Forum would like all of its members to share with the business performance management community articles or white papers that relate to current issues and developments in corporate governance, compliance (Sarbanes-Oxley, Six Sigma, STP, etc.) and any topics or issues associated with BPM. Your approved contributed pieces will appear on BPM Forum’s web site and will also be featured in Brainwaves.

For a chance to contribute articles or being interviewed for a newsletter feature, please e-mail us and explain what kind of insight you could contribute to the BPM community. The BPM Forum is comprised of more than five hundred members representing companies with more than $400 billion in combined annual revenues. BPM members include influential business line managers and senior executives overseeing enterprise finance, operations, and technology functions.

For your contributed pieces, please adhere to the following guidelines:

  • While mentions of your company are welcome, articles should not be self-promoting
  • Maximum 750 words
  • We welcome pictures, illustrations and charts

If you have any questions, don’t hesitate to contact the BPM Forum through our website at: http://www.bpmforum.org/contact.htm or send an email to our staff.


Past Issues:
Brainwaves -August 2004
Brainwaves -November 2004