Gartner Research

Critical Capabilities for Sales Performance Management

Published: 15 January 2019


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.

Included in Full Research

  • 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
  • Critical Capabilities Rating


Key Findings
  • Some vendors enhance their capabilities organically, while others do so through acquisitions. Acquisitions can translate to integration needs that require additional configuration and cost to the buyer. Utilizing different products may also result in multiple user interfaces (UIs) for end users to work with and learn.

  • Vendors are focusing on enhancing core functionality. They are also innovating with machine learning (in the form of advanced mathematical algorithms) for predictive/prescriptive functions. These are being utilized for planning and optimization of plans and processes.

  • Sales performance management (SPM) solutions are delivered in the cloud, but several vendors also offer on-premises or hybrid

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