Gartner Research

Three Steps to Optimize the Final Selection Process in Evaluating Shortlisted Sales Performance Management Vendors

Published: 18 January 2017

ID: G00315111

Analyst(s): Melissa Hilbert

Summary

SPM buyer evaluations take between three and 12 months or more for many organizations. To increase the odds of a successful selection, application leaders need to direct vendor shortlisting processes, and take three actions to avoid a poor selection decision and costly mistakes.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Develop a Demonstration Script With the LOB Owners
  • Take One Step Beyond the POC With a Workshop
  • Conduct an IT and Security and Compliance Review in Parallel With the POC

Case Study

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