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For Sourcing & Vendor Management Professionals

Best Practices For Sales Performance Management RFPs

November 6, 2007

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  • By Liz Herbert
  • with Christine Ferrusi Ross,
  • Francesca Bartolomey

Why Read This Report

The sales performance management/incentive compensation market continues to evolve. In the past year, Centive sold its on-premise division to focus on its software-as-a-service (SaaS) product line, and Callidus Software and SAP entered into a strategic partnership. On-demand sales continued to be hot in the space, driven by SaaS specialists Centive and Xactly as well as on-demand plays from Callidus and, more recently, Varicent Software. To help firms select the most appropriate sales performance management solution, Forrester spoke with leading sales performance management (SPM) vendors, vendor-provided customer references, and Forrester clients inquiring about SPM solutions. To get the most value, customers should take the time to determine which core questions to go deep on like vendor stability, product architecture, and industry fit.

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Table of Contents

  • Firms With Very Large, Complex Deployments Have Limited SPM Choices
  • How To Select The Right Sales Performance Management Tool

  • Use Your SPM Tool Selection As A Time To Re-Evaluate Business Processes
  • Supplemental Material
  • Related Research Documents

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