January 18, 2019 | Written by: Kevin Gray
Categorized: Banking | Sales Performance Management
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IBM Sales Performance Management (SPM) has once again been recognized as an industry leader in Gartner’s Magic Quadrant for Sales Performance Management 2019, for its ability to execute and completeness of vision, for six consecutive times.
How is IBM helping organizations improve sales performance?
IBM SPM improves sales performance and operations with better incentive compensation plan management and smarter sales territories and quotas administration, which produces faster insights with advanced analytics. This solution includes incentive compensation management, territory and quota management, and sales analytics that allows sales organizations and the business to reach data-driven decisions, faster. This allows organizations to remain more agile and adaptive to change.
IBM is one of the only SPM vendors that provides a choice of deployment options including SaaS or on-premise giving customers the flexibility needed depending on their IT and internal technology policies and strategy. IBM also provides additional capabilities for sales planning leveraging IBM Planning Analytics and IBM Watson Analytics. Though IBM Planning Analytics is sold separately, Watson Analytics functionality is already integrated with ICM. Customers can analyze their sales and incentive compensation data for any number of use cases (such as compensation plan effectiveness, cost of sales, conduct risk/monitor poor sales practices, and many others).
Customers who leverage IBM Incentive Compensation Management appreciate the proven capabilities for handling very large transaction volumes and the fastest calculation engine in the market to process complex compensation plans and crediting logic.
When I am asked, “What is one of the most significant changes have you released in the product over the last year?” – I found it challenging to narrow down all the incredible features and capabilities that brings so much value to our customers.
IBM Sales Performance Management: The latest release
We’ve released a new user experience and interface that was a result of collaborating with our top UI/UX designers, several of our existing customers, and our development team while applying IBM Enterprise Design Thinking and also implementing agile methodologies.
There are also a number of new reporting capabilities available out-of-the-box designed for customer who simply want to get up and running quickly. These Rapid Reports are quickly mapped directly to your sales data, and compensation plan calculations to quickly publish compensation statements and other metrics to the sales team.
Also with the newest release, is the work that we’ve completed to ensure we continue to have the fastest calculation engine in the market. It’s our Premium Performance Offering (PPO) that results in significant improvements to calculation times for many of our existing customers. Calculation times have gone from hours to minutes for many of our customers using this performance enhancements.
All of these changes and many more, are a result of our commitment to the IBM Enterprise Design Thinking workshops with our customers, for product enhancement feedback. This is a unique strategy that includes our customers in an interactive opportunity to work with and directly affect the future functionality of the product.
Regardless of whether you are a small or medium-sized company, or even a large international enterprise, IBM has the experience working with organizations of all sizes and in numerous industries.
Evaluating and selecting an SPM solution
If you are planning to purchase an IBM SPM solution, read our IBM SPM Buyers’ Guide and experience IBM SPM’s interactive demos or talk to our SPM experts.
Explore how IBM Sales Performance Management can help
Additionally, you can explore IBM Sales Performance Management and check out a host of other resources and customer success stories across industries.
Download a complimentary copy
You can download a complimentary copy here of the latest Gartner’s Magic Quadrant for Sales Performance Management 2019.
Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.