Gartner Research

Emerging Technology: SaaS-Based Sales Performance Management Ready for Prime Time With SMBs

Published: 16 September 2008

ID: G00161417

Analyst(s): Michael Dunne , Robert Anderson

Summary

Most sales-centric small and midsize businesses relying on variable pay compensation schemes lack familiarity with sales performance management technologies. The emergence of software-as-a-service vendors, such as Xactly, that offer SPM specifically to SMBs opens new doors to sales optimization.

Table Of Contents
  • Overview
  • Sales ICM Morphing Into SPM
  • Which SMBs May Need SPM
  • How Is SPM Different From CRM?
  • Xactly Formally Targets the SMB Market
  • Conclusion

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