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        Ventana Research Presents the 2012 Value Index for Sales Performance Management

        New research helps sales organizations assess and select applications and technology for optimizing revenue and customer relationships

        SAN RAMON, CA, July 12, 2012 -- Ventana Research has released its 2012 Value Index for Sales Performance Management, the latest in a new category of quantified, research-based Indexes on technology vendors and products. This Value Index provides guidance that will enable sales organizations to ascertain the value of software that allows for better management of sales performance. Using the Value Index, sales, operations, finance and IT organizations will be able to evaluate vendors and their products as well as make choices based on an understanding of how well existing and new offerings satisfy their needs.


        The Value Indexes are the product of more than two decades of experience and knowledge of the market and of in-depth analyses of technology suppliers' products. The Value Index for Sales Performance Management examines the maturity of software vendors and their products, providing a baseline of knowledge that sales organizations can use to align resources and technology to optimize sales performance. Ventana Research believes that wise investments in sales will improve the organization's performance as a whole. The methodology used to produce this Value Index evaluates in detail aspects of product functionality and suitability-to-task as well as the effectiveness of vendor support for the buying process and customer assurance. The Index reflects the value offered by a vendor and its products, presented both as a clear and accessible graphic representation in a simple thermometer and as a precise index maturity percentage. 

        The technology vendors earning the highest "Hot" and "Warm" Vendor classifications are those that Ventana Research certifies best deliver buyer value based on a thorough evaluation and audit - that is, based on research and verifiable facts. The Value Index is not just a selection of "cool" products, and rather than merely representing a vendor on a four-quadrant chart, the Index provides specific thermometer readings, both overall and component metrics, for a technology buyer to consider. Organizations can use the Value Index by first determining their priorities and then consulting the Index to determine which vendors best meet those needs.

        In the 2012 Value Index for Sales Performance Management, the companies delivering the highest value on an overall weighted-evaluation basis are Oracle and, while SAP, Xactly, Microsoft, Varicent, CallidusCloud and Synygy also earned the Hot Vendor rating. They are followed by NICE Systems, which earned the Warm Vendor rating.

        “This year’s Value Index for Sales Performance Management was extremely competitive with new offerings and versions of sales applications with a set of mature vendors competing for the 2012 Hot vendor ranking,” said Mark Smith, CEO & Chief Research Officer at Ventana Research. “Technology vendors have continued to advance products to meet the overall needs of sales and applications have advanced significantly since 2011. Congratulations to all vendors on their technology investments to assist sales and increase the effectiveness of management, operations and selling processes.” 

        This new research-based undertaking is fully independent. It is neither sponsored nor influenced by technology vendors and is conducted solely in pursuit of Ventana Research's mission to provide value to business and IT through benchmark assessments, workshops and advisory services. Ventana Research's goal is to guide organizations to optimal efficiency in their use of technology investments for business and IT. To learn more about the 2012 Value Index for Sales Performance Management, please visit

        About Ventana Research

        Ventana Research is the most authoritative and respected benchmark business technology research and advisory services firm. We provide insight and expert guidance on mainstream and disruptive technologies through a unique set of research-based offerings including benchmark research and technology evaluation assessments, education workshops and our research and advisory services, Ventana On-Demand. Our unparalleled understanding of the role of technology in optimizing business processes and performance and our best practices guidance are rooted in our rigorous research-based benchmarking of people, processes, information and technology across business and IT functions in every industry. This benchmark research plus our market coverage and in-depth knowledge of hundreds of technology providers means we can deliver education and expertise to our clients to increase the value they derive from technology investments while reducing time, cost and risk.

        Ventana Research provides the most comprehensive analyst and research coverage in the industry; business and IT professionals worldwide are members of our community and benefit from Ventana Research's insights, as do highly regarded media and association partners around the globe. Our views and analyses are distributed daily through blogs and social media channels including Twitter, Facebook, LinkedIn and Google+.

        To learn how Ventana Research advances the maturity of organizations' use of information and technology through benchmark research, education and advisory services, visit

        Media: Copies of benchmark research report and interviews are available upon request.

        Tweet This: Who is Hot in Sales Performance Management? #SPM 

        Media Contact:

        Molly Johnson 

        (925) 242-2412 


        Ventana Research

        Ventana Research

        Ventana Research, now part of Information Services Group, provides authoritative market research and coverage on the business and IT aspects of the software industry. We distribute research and insights daily through the Ventana Research community, and provide a portfolio of consulting, advisory, research and education services for enterprises, software and service providers, and investment firms. Sign up for free community membership to receive email notifications on research and insights.

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