Gartner Research

Critical Capabilities for Sales Performance Management

Published: 28 March 2017

ID: G00317218

Analyst(s): Theodore Travis , Melissa Hilbert


SPM solutions maximize sales operational efficiencies, are gaining in effectiveness and align go-to-market plans with sales execution. To assist application leaders in selecting SPM solutions, Gartner has evaluated the capabilities of 11 vendors, covering four use cases and 10 critical capabilities.

Table Of Contents

What You Need to Know

  • Critical Capabilities Use-Case Graphics
  • Vendors
    • Anaplan
    • beqom
    • CallidusCloud
    • IBM
    • Incentives Solutions
    • Nice
    • Optymyze
    • Oracle
    • SAP
    • Vistex
    • Xactly
  • Context
  • Product/Service Class Definition
  • Critical Capabilities Definition
    • Calculations
    • Rule Definitions
    • Modeling
    • Workflow and Collaboration
    • Scalability
    • Audit
    • Integration (Data & Product Suite)
    • Data Transformation (ETL)
    • Advanced Analytics
    • Customization and Extensibility
  • Use Cases
    • Incentive Compensation
    • Quota Management and Planning
    • Territory Management and Planning
    • Objectives Management

Inclusion Criteria

  • Critical Capabilities Rating

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