Gartner Research

Critical Capabilities for Sales Performance Management

Published: 15 January 2019

ID: G00351639

Analyst(s): Adnan Zijadic , Melissa Hilbert

Summary

SPM solutions continue to evolve, and Gartner has evaluated the products of 11 vendors across four use cases and 11 critical capabilities. Application leaders supporting sales technology should use this research to help differentiate the capabilities of SPM vendors in their own evaluations.

Table Of Contents

What You Need to Know

Analysis

  • Critical Capabilities Use-Case Graphics
  • Vendors
    • Anaplan
    • beqom
    • IBM
    • Iconixx
    • Incentives Solutions
    • NICE
    • Optymyze
    • Oracle
    • Performio
    • SAP (CallidusCloud)
    • Xactly
  • Context
  • Product/Service Class Definition
  • Critical Capabilities Definition
    • Calculations
    • Rule Definitions
    • Scalability
    • Workflow and Collaboration
    • Customization and Extensibility
    • Audit
    • Standard Reporting and Analytics
    • Advanced Analytics
    • Modeling
    • Data Transformation (ETL)
    • Integration (Data & Product Suite)
  • 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

Gartner Recommended Reading

©2019 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.