Foresight can be gained through more than one lens, but one thing is for sure, you need one single source of truth to see clearly. Ideally, you’ll employ analytics to your current results, use the insights gained to predict customer behavior and forecast better results by using “what-if” scenarios. These scenarios might involve pricing adjustments or changes to incentive and promotional programs.  

You’ll also want the ability to generate real-time operational reports on how your critical go-to-market processes are performing, along with daily financial recording. Using siloed data will cause sales and financial managers to view fragmented data on components affecting sales margin. Can you currently use sales transaction data to identify margin improvement opportunities? Most likely not with siloed data that provides only partial visibility to the big picture. As a high tech company, you need the capability to predict customer behavior and forecast better results before, during and after you innovate.