For Business Process Professionals

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	June 3, 2004 Siebel Systems Enterprise Incentive Management Much Better The Second Time Around by Craig Symons with Adam Brown

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Executive Summary

Siebel Systems, the leader in sales automation and CRM software, appears to be a natural player in the enterprise incentive management market since the majority of these systems are used to calculate sales commissions. However, Siebel's first entry in this market failed to gain any traction in standalone incentive compensation opportunities despite some success within its base. Last fall, recognizing the growth opportunity, Siebel acquired the technology of best-of-breed vendor Motiva. Early results appear promising, as Siebel recently scored competitive wins over industry leaders. As the product integration continues to mature and more of Siebel's sales and support personnel get trained, the company should take its place as a viable competitor along with industry leaders Synygy and Callidus Software.

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