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Critical Capabilities for SPM for 2018 is now available

by Melissa Hilbert  |  January 17, 2018  |  Submit a Comment

The companion research to the Sales Performance Management Magic Quadrant is now available.

This research provides deeper insights into the products covered in the Magic Quadrant. While the MQ focuses on vision and execution for each vendor, this research looks at critical capabilities such as calculations, business rules and audit trail across four different use cases. These use cases include:
Incentive Compensation
Territory Management and Planning
Quota Management and Planning
Objectvies Management

The report is interactive on allowing users to select specific vendors or change weightings based on their requirements.

I hope you find it helpful in narrowing down your vendors for an SPM evaluation.
I’m also available through Gartner inquiry to assist you further in making your decisions.

You can find the document here:



Melissa Hilbert
Research Director
1 year at Gartner
23 years IT Industry

Melissa Hilbert is a Director in Gartner Research. Ms. Hilbert is responsible for the Sales Performance Management (SPM) agenda within the CRM for Sales research agenda including the SPM Magic Quadrant. She has extensive knowledge of SPM systems and processes, sales incentive compensation, quota management and territory management. She has additional expertise in sales enablement processes, sales enablement tools and sales analytics. Read Full Bio

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