Sales Performance Management

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2020 Vendor and Product Assessment

Executive Summary

Ventana_Research_Value_Index_Sales_Performance_Management_2020_Scatter_200207Ensuring 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. A well-developed strategy and plan to utilize current and future sales talent is essential for the best possible sales performance. To carry out this mission, organizations need a set of coordinated sales-related activities, processes and systems that enable the sales organization, from leadership and operations to the manager and sellers, to operate in a coordinated and collaborative manner. We call this sales performance management.

This report on the Ventana Research Value Index: Sales Performance Management in 2019 is the distillation of a year of market and product research efforts by Ventana Research, the premier benchmark research and advisory services firm. Built on a foundation of almost two decades of business and technology research, this unbiased, fact-based index is the first such industry undertaking to assess the value of software designed specifically for enabling sales performance management.

This Value Index report evaluates the following vendors that offer products that deliver sales performance management as we define it: Anaplan, beqom, Incentives Solutions, NICE, Optymyze, Oracle, SAP, Varicent and Xactly.

This Ventana Research Value Index is an analytic representation of our assessment of how well vendors’ offerings meet buyers’ requirements for software that enables and supports sales performance management. The Index evaluates the software in seven key categories that are weighted to reflect buyers’ needs based on our expertise and research. Five are product-related: usability, manageability, reliability, capability and adaptability. In addition, we consider two customer assurance categories: vendor validation and total cost of ownership and return on investment (TCO/ROI). To assess functionality, one of the components of capability, we applied the Ventana Research sales performance management methodology and blueprint, which links the personas and processes for sales performance management to an organization’s requirements.


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