The Critical Capabilities to Consider when Choosing an SPM Solution

A sales performance management solution boosts sales performance and drives revenue growth. This is no longer news; it is a fact. However, selecting the SPM product that will best serve your organization’s needs demands that you closely examine the solution’s critical capabilities and their functionality. “Critical Capabilities for Sales Performance Management,” a report published by Gartner Research as a companion piece to their recently released Magic Quadrant, helps leaders do just this.

The path from one problem to its best solution is not always clear. Companies looking for an SPM solution may find it difficult to differentiate between one vendor’s product capabilities versus another’s during an evaluation. At first sight, different solutions seem to offer the same functionality. And it’s not always clear how certain functions are performed or if the solution requires use of additional or separate products.

The stakes are high. Selecting the SPM solution that is best suited to a business’ functional requirements will transform the way leaders manage their sales organization and enable them to accomplish the sought-after goals of improving sales execution and operational efficiency. Adopting a solution that doesn’t meet the company’s needs, in contrast, will lead to low performance, onboarding costs, and lack of product adoption, as well as additional costs to implement yet another new solution. The bottom line: the company loses money.

But it doesn’t have to. Gartner’s “Critical Capabilities for Sales Performance Management” report provides a detailed analysis of competing SPM solutions and presents the differentiators that businesses must consider in making the most informed purchasing decision.

The analysis covers 11 vendors, the same included in the Magic Quadrant, and 10 critical capabilities that Gartner considers the most important in each of the following use cases:
• Incentive compensation management
• Quota management and planning
• Territory management and planning
• Objectives management

Of the 11 vendors included in Gartner’s analysis, Optymyze achieved the highest score in three of four use cases: Quota Management and Planning (4.29 out of 5), Territory Management and Planning (4.32 out of 5), and Objectives Management (4.29 out of 5). Also, the Optymyze SPM solution received the second highest score in the Incentive Compensation use case, with a score of 4.27 out of 5, only fractionally behind the leading vendor, effectively placing it in dead heat for first place.

Gartner also recognizes calculations, platform, rule definitions and audit as distinguishing features of Optymyze’s SPM.

“Optymyze provides the ability for a business user to develop applications on top of the Optymyze platform. For example, if the organization has specific workflow requirements, the business user could build an app that is integrated with Optymyze to fulfill those requirements. These applications are available in the app gallery,” states the Gartner report.

Information is the linchpin for good decisions. The “Critical Capabilities” report, based on Gartner’s evaluations and customer reference scores (from the survey for “Magic Quadrant for Sales Performance Management”) offers the key data that company leaders need to accomplish better sales performance and operational efficiency.

E.K. Koh

Senior Vice President, Product Management

EK has more than 20 years of experience building market-leading software products. He is currently responsible for Optymyze’s product strategy, product roadmap, and oversees product development and cloud operations.

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