Gartner Research

Critical Capabilities for Sales Performance Management

Published: 17 January 2018

ID: G00328742

Analyst(s): Theodore Travis , Melissa Hilbert


As sales performance management solutions continue to mature, Gartner has evaluated the products of 11 vendors, covering four use cases and 10 critical capabilities. This research will help application leaders supporting sales to choose a shortlist of SPM vendors.

Table Of Contents

What You Need to Know


  • Critical Capabilities Use-Case Graphics
  • Vendors
    • Anaplan
    • beqom
    • CallidusCloud
    • IBM
    • Iconixx
    • Incentives Solutions
    • NICE
    • Obero
    • Optymyze
    • Oracle
    • 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
  • Vendors Added and Dropped
    • Added
    • Dropped

Inclusion Criteria

  • Critical Capabilities Rating

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