Ventana Research today released its 2019 Value Index on Sales Performance Management, a quantified, research-based index evaluating technology providers and products. This Value Index assesses product adequacy based on the functional requirements and capabilities of our sales performance management blueprint, which reflects what every RFI/RFP should include in an evaluation. This Value Index assesses how well the vendor supports the overall needs of sales performance management, examining the specific applications (more than two dozen) that help manage sales performance across all levels and types of professionals in the sales organization. It also assesses the support for mobile devices and for collaboration across roles and sales processes.
Using the Value Index, businesses can mitigate risk and reduce the time it takes to assess and select workforce management software. Ventana Research's Value Indexes are the result of decades of experience and over 16 years of research and knowledge of the market for workforce management software. It provides an in-depth analysis of technology suppliers' products, evaluating their strengths and gaps compared to competitors’ products.
The Value Index for Sales Performance Management is based on a comprehensive examination of 13 vendors' products in seven evaluation categories, five that evaluate the products' ability to support the breadth and depth of business needs around WFM and two that address vendor validation and total cost of ownership/return on investment.
The 2019 Value Index for Sales Performance Management identifies the companies that deliver the highest value based on an overall weighted evaluation. The Overall Value Index Leaders in the 2019 Value Index are Oracle, Xactly and IBM. Companies that score in the top three in any category earn the designation Value Index Leader; Oracle has done so in all seven categories; IBM and Xactly are Value Index Leaders in four of the seven evaluation categories; Optymyze is in two categories; and Anaplan, beqom and SAP are in one. The Value Index leaders for overall product across five categories are Oracle, Optymyze and Xactly. Leaders in customer assurance across two categories are IBM, Oracle and Xactly. Criteria for inclusion in the Value Index include minimum annual revenue, geographic operations and product areas of support for sales performance management, which are outlined in more detail within the report.
The Value Index is not just a listing of vendors or a selection of “cool” products; rather than evaluating a vendor primarily on its vision or market execution, the Value Index provides specific numerical ratings, both overall and for each of the seven components of the Value Index, for technology buyers to consider. Organizations can also use the Value Index as a guide to assess existing technology providers and determine if their provider best meets their needs today and in the future.
“Sales organizations typically are complex entities, often with cultures and histories that can inadvertently sabotage their performance. And many in leadership believe a sales organization can adapt and change its behavior without seeking out and using best practices,” said Mark Smith, CEO and Chief Research Officer at Ventana Research. “But ensuring that the sales organization contributes as fully as possible to the success of the organization — to revenue, growth, profitability and the overall customer experience — requires not only dedication but effective strategy and planning.”
The Sales Performance Management Value Index 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 advisory services, benchmark assessments and workshops. Ventana Research's goal is to help guide organizations to optimal efficiency in their use of technology investments for business and IT. To learn more and read the market report of the 2019 Value Index for Sales Performance Management, please visit www.ventanaresearch.com/value_index/sales/sales_performance_management/market_report/2019/
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