Incentive, Compensation and Sales Performance Management

Gartner published an excellent research in July 2007 called “Market Scope for Sales Incentive Compensation Management Software”. This research discusses several of the sales incentive compensation management offerings and is surprisingly free.

The offerings evaluated are:
ACTEK
Callidus Software - TrueComp
Centive
Oracle (E-Business Suite)
Practique Associates
SAP
Synygy
Trilogy - Versata
Varicent Software
Westport Software Group
Xactly

The evaluation criteria were: Overall Viability, Customer Experience, Product/Service and Market Responsiveness. Results of the study are summarized in this table:


This study is a good start to help identify the prominent vendors of Incentive Compensation Management offerings. The best choice would be determined on a case-by-case basis since some of these vendors focus on a particular company size (number of payees), on a particular technology and in some cases on specific industries.

I would also like to highlight that several more vendors exist but were excluded from the study because they did not meet specific criteria including having at least 16 clients, of which at least 12 using the system in production, and with enough cash to fund at least one year of business operations.