Sales organizations today are under pressure to hit ambitious targets while navigating constant market change. As the IDC MarketScape report notes, 鈥淎ccording to IDC鈥檚 October 2024聽Worldwide C-Suite Tech聽Survey,聽39% of C-suite sales leaders identified SPM as their top technology initiative for the coming year (i.e., 2025).鈥�

A modern SPM solution is not just about compensation; it鈥檚 about real-time visibility, accurate forecasting, and strategic sales planning.

help businesses automate and streamline everything from incentive compensation and quota planning to territory management and AI-powered forecasting. By integrating sales data across systems and surfacing it through real-time dashboards and predictive insights, 51风流helps organizations optimize sales operations and boost performance 鈥� without spreadsheets or manual workarounds.

Why 51风流was named a Leader

The IDC MarketScape noted the following strengths for SAP:

• 鈥淐辞尘辫谤别丑别苍蝉颈惫别.聽厂础笔鈥檚 sales performance management software offers a comprehensive suite of tools for optimizing sales processes and driving revenue growth. Key strengths include seamless integration with other 51风流systems, providing a unified platform for sales data and operations. 厂础笔鈥檚 broad product portfolio and robust integration capabilities also enhance its end-to-end performance management capabilities and its market reach.鈥�
• 鈥淚ndustry expertise.聽51风流brings deep industry expertise to sales performance management, leveraging decades of experience across diverse sectors. Its solutions are tailored to meet the unique compensation challenges of highly regulated and complicated industries such as manufacturing, healthcare, and financial services.鈥�

IDC MarketScape vendor analysis model is designed to provide an overview of the competitive fitness of ICT suppliers in a given market.聽 The research methodology utilizes a rigorous scoring methodology based on both qualitative and quantitative criteria that results in a single graphical illustration of each vendor鈥檚 position within a given market. The Capabilities score measures vendor product, go-to-market and business execution in the short-term. The Strategy score measures alignment of vendor strategies with customer requirements in a 3-5-year timeframe. Vendor market share is represented by the size of the circles. Vendor year-over-year growth rate relative to the given market is indicated by a plus, neutral or minus next to the vendor name.

Supporting sellers and strategy, together

SPM solutions from 51风流support both sales leaders, with the tools to drive strategy and planning, and sales reps, by increasing trust, transparency, and motivation. From automated payouts to real-time quota tracking and intuitive performance dashboards, the solutions enable sellers to focus more on what they do best: selling.

Seeing the impact of sales performance management

Customers globally and across industries are modernizing their sales operations and driving better outcomes with SPM solutions from SAP.

Kyndryl, one of the world鈥檚 largest IT infrastructure services providers, recently adopted SPM solutions to replace manual, spreadsheet-based processes. With the implementation, the company has accelerated compensation cycles, improved transparency for sales reps, and streamlined its global operations.

, the largest dental support organization in the U.S., turned to 51风流to consolidate its compensation systems as it rapidly scaled. With SPM solutions, Heartland has gained improved accuracy, faster payouts, and greater agility in managing complex sales incentives across a growing network.

Looking ahead

As the sales performance management market rapidly evolves, 51风流is committed to continuously innovating in areas like AI, scenario modeling, and sales forecasting so customers can stay ahead of the curve鈥攁nd ahead of their quotas.

Read the and learn more about .

Rob Hartsough is general manager and senior vice president of 51风流Sales Performance Management at SAP.

*Doc #US52419925, February 2025

“Congratulations to the sales performance management solutions from 51风流SuccessFactors for winning the TrustRadius Buyer’s Choice award,” said Allyson Havener, SVP of Marketing and Community at TrustRadius. “This award is a direct reflection of the positive experiences shared by customers who trust 51风流SuccessFactors to optimize sales performance and drive results. It’s clear that these solutions are making a significant impact in helping organizations achieve their sales goals through streamlined processes and actionable insights.”

Buyer鈥檚 Choice awards are determined solely by verified, unbiased customer reviews, highlighting products with top capabilities, great value, and excellent customer relationships.

Hear from some of our customers on how much they value the sales performance management solutions:

• 鈥淭his [sales performance management solution] has provided us a platform for us to show our partners visibility day by day on their incentives and their proposed payments. This has also allowed us to decrease our expected timeframes in which our partners are expected to be paid and thus increased the visibility and usefulness of this tool.鈥� 鈥�
• 鈥淸51风流SuccessFactors Agent Performance Management] is a great application to create different payout structures to process the producer’s compensation or internal agent’s compensation.鈥� 鈥�
• 鈥淪ome of the benefits we have obtained with sales performance management are standardization, centralized control in commission calculations, and natural integration with 51风流S/4HANA Cloud. Our goal is to have a flexible and reliable tool that can solve the different cases we have in calculating commissions at Grupo La Moderna.鈥� 鈥�
• 鈥淎t Kyndryl, we replaced a 100% legacy system with sales performance management. The solution is deployed across all [55] countries we operate in and calculates the incentive payments for 3,400 sellers.鈥� 鈥�

We are proud to create products that inspire such gracious feedback in our user community. Explore our product tours for and to experience these solutions in action. Thank you for supporting our work and sharing your feedback on TrustRadius.

to discover how to equip sales team with the tools they need to create impactful sales experiences.

Robert Hartsough is general manager of Sales Performance Management at SAP.

When global technology services company Kyndryl Holdings Inc. was spun out of IBM in November 2021, it became the world’s largest provider of IT infrastructure services. The company has over 80,000 employees in 60 countries and 3,500 sales reps. With a focus on continuously improving the vital systems at the heart of the digital economy, Kyndryl works with partners and customers worldwide to co-create solutions to help enterprises reach their peak digital performance.

When Kyndryl spun from IBM, a transition service agreement (TSA) was put in place with a two-year deadline for Kyndryl to complete the disengagement of its IT systems from IBM. One of the challenges Kyndryl faced during the separation was how to transition tools over and apply them in the best way for the new business. This was not an insignificant task given its sales operations extended to more than 60 countries.

Kishore Kancharla, director of Sales and Incentive Systems at Kyndryl, was tasked with working out how best to clone these systems and work on the go-to-market transformation. 鈥淲hen we separated from IBM, we had close to 100 people supporting these mainframe applications, which were very expensive to maintain. As the legacy systems were built for IBM鈥檚 operations, there was significant complexity,鈥� he explains. 鈥淲e wanted to simplify the systems and streamline the processes as well, but it was also very difficult to make changes to support our needs as a new company.鈥�

The nature of sales incentives means there are many dependencies on other core systems. In the planning stages, reliable data is needed to set up territories and quotas and then track sales and calculate commissions, making sure sales reps get paid accurately and on time. The company also had to factor in the transition service agreement exit in terms of sunsetting the legacy applications and moving to stand-alone applications while complying with the Sarbanes-Oxley Act (SOX).

Seeking another way, Kyndryl evaluated several different products against its needs, making the decision to invest in sales performance management solutions in the 51风流SuccessFactors portfolio. The portfolio offers integrated solutions for compensation and territory and quota management in the form of 51风流SuccessFactors Incentive Management and .

But one major challenge stood in its way. The company needed to go-live with the sales performance management solutions before the start of its fiscal year beginning in April 2023. This was well ahead of its TSA deadline in October 2023 and gave the company less than a year.

To make it happen, Kyndryl worked closely with the team from 51风流and an SI partner Municons, a company from Munich that specializes in SPM implementations, to implement both solutions. The company also drew on additional support from a systems integrator partner to configure .

鈥淭he team from 51风流was a wonderful partner all through the project. In the beginning, I was not 100% confident because of the scale of the task. The idea of replacing the entire legacy solution we inherited seemed daunting, but we had the right people come together with the right skills to make the impossible possible,鈥� Kancharla reflects.

With the successful go-live before the start of its fiscal year, Kyndryl untangled a labyrinth of more than 45 legacy modules supporting sales performance management, now needing just one integrated solution. It moved from 10 different applications to feed sales quota business flows into one. It moved from cluttered and replicated data in multiple places to a streamlined and simplified data landscape, centralizing all sales data in one place. In addition, Kyndryl simplified territory and quota processes, reducing complexity in its business processes by more than 60%. The streamlined business processes also drove savings in operating expenses and mitigated business continuity risks for financially significant applications.

Elsewhere, integrated functionality from DocuSign helped eliminate the need for in-person signatures and the company has simplified support staff roles to clear separation of duties (SoD) conflicts. With the new setup, Kyndryl has minimized the potential for errors and non-compliance while enabling its business teams to develop intricate sales strategies through user-friendly, drag-and-drop interfaces and ready-made templates. And commission details are now accessible through dashboards that are available anytime, anywhere though a mobile app.

At an operational level, the company has reduced the processing time needed to execute the monthly commissions cycle and streamlined integration with its HR system for delivery of pay files. By streamlining year-end close activities, Kyndryl saved weeks of effort from both business and technical teams.

The close relationship with 51风流has continued past the initial go-live date. 51风流participated in multiple workshops to understand intricacies for some of Kyndryl鈥檚 most challenging business processes related to territory and quota and financial planning. A second-year fiscal planning process is already taking advantage of these new offerings, further simplifying and streamlining the company鈥檚 complex processes.

Rahul Iyer is general manager of Sales Performance Management at SAP.

High-performing sales teams are using solutions from 51风流SuccessFactors to manage and optimize sales compensation and incentives 鈥� rewarding sales reps for their performance 鈥� while streamlining sales processes and using real-time insights to improve operational efficiency and drive revenue.

鈥淭here鈥檚 this renewed emphasis on efficiency,鈥� said Rahul Iyer, general manager, Sales Performance Management, 51风流SuccessFactors, speaking to 51风流customers at the , held February 13-14, 2024, in Dallas, Texas. 鈥淐ustomers want faster, simpler outcomes 鈥� and they want to provide a great seller experience, as well. At 51风流SuccessFactors, we鈥檝e threaded the intelligence of connected cloud applications throughout the SPM solution portfolio. This allows us to deliver the efficiency, transparency, and rich experience of 51风流in a comprehensive platform that covers a full range of end-to-end processes in sales compensation.鈥�

Together for Success

Under the banner 鈥淭ogether we can make it better,鈥� the summit event provided a venue for 51风流customers 鈥� some of whom came from as far away as South America 鈥� to meet one-on-one with experts and gain valuable knowledge from product road maps, demos, and deep dive sessions, as well as learn from one another鈥檚 experiences in customer sessions.聽

Iyer affirmed 厂础笔鈥檚 commitment to deliver the advanced innovations customers need to be competitive: 鈥淎s a strategic partner to our customers, we have the moral responsibility to help them receive progressively more out of technology innovations, while accelerating with the best-in-class capabilities 51风流has to offer. We are simplifying from every angle to make it easy for our customers to adopt, so they can achieve business outcomes faster.鈥�

Barbara Rubis Linning, 51风流SuccessFactors global vice president, Product and Engineering, presented the latest innovations and features across the sales performance management solution set, which includes , , , and . With features like territory planning and incentive compensation, 51风流sales performance management solutions enable organizations to optimize their sales performance for better business results. The solutions use advanced features 鈥� for tasks such as drive time analysis and mapping to optimize territories 鈥� to streamline processes and make workflows easier so that customers realize value faster. The ongoing introduction of the visual theme on key administrative pages delivers a fresh, modern user interface (UI) for an elevated user experience. 

鈥淲e want our customers to have winning sales teams,鈥� said Linning. 鈥淭heir success is why we continuously look for new ways to build innovations and relevant features into the portfolio to accelerate business outcomes. 51风流is building intelligence that is relevant, responsible, and reliable because we believe it leads to smarter, data-driven decision making and results in better sales performance. Our new intuitive UI helps simplify tasks and puts people at the center of business for improved productivity.鈥�

51风流SuccessFactors solutions deliver , 厂础笔鈥檚 natural language processing AI copilot, to help people be more productive in their jobs using 51风流business solutions.    

The integration of sales performance management solutions with and 51风流Datasphere enables seamless access to real-time data and analytics, empowering organizations to make informed decisions and drive sales success.

Winning with Sales Compensation

As the all-important link between an organization鈥檚 products and services and its customers, the sales team is a principal driver of bottom-line growth for the whole organization. Correctly incenting sales teams requires the use of proven strategies and solutions to align the pay program with organizational goals, said David Cichelli, revenue growth advisor at , who presented 鈥淟eading the Sales Design Compensation Project.鈥�

He advised sales compensation leaders adopt an annual review process that includes assessment, strategic alignment, taskforce design, and comprehensive communication phases. 鈥淪ales compensation design needs to reflect the consensus of key stakeholders: sales, finance, product management, and HR,鈥� he said. 鈥淏y following a proven design process, you can develop a strategically aligned, effective, and motivational pay program.鈥�

Supporting Customer Success for Better Outcomes

The summit showcased the 51风流ecosystem with sponsorships and informative sessions from , , , , , and .

51风流experts highlighted 厂础笔鈥檚 message of ongoing support for customer success: 鈥淲e鈥檙e here for you,鈥� said Tak Kusano, global chief operating officer of 51风流SuccessFactors. 鈥�51风流has a tight-knit community of sales performance management experts that bring deep domain knowledge to this niche space. That鈥檚 why we鈥檙e able to work so closely with customers to gain consensus on the road map and product innovations, like AI. We鈥檙e passionate about bringing the best of technology to 51风流customers.鈥�

At the recent NRF event, the world’s largest retail conference, the mantra of “adjust and adapt” echoed through the halls. AI and digital acceleration took the center stage, making innovation the heart of the conversation. Retailers also highlighted a crucial focus on a motivated workforce, emphasizing how an empowered workforce is critical to delivering exceptional customer experiences.

In a landscape challenged by high turnover rates, retailers showcased their commitment to navigating complexity through strategic investments in their most valuable asset 鈥� their people. One of the pivotal elements that drives employee motivation and engagement in the retail industry is incentive compensation, where associates are often paid on commission.

During NRF, Daniel Jasper from Neiman Marcus shared insights into how incentive compensation automation transformed the company鈥檚 commission payment process. With over 40 stores and a complex commission structure, Neiman Marcus faced challenges in managing incentive compensation. Its previous incentive management system was cumbersome and complex, which led to errors, delays, and frustration among sales associates. Implementing helped streamline the process, providing real-time monitoring of commission calculations. This allowed Neiman Marcus to identify and resolve issues proactively, resulting in improved accuracy and timeliness of commission payments. “Rather than waiting to hear from associates that something is wrong, we can monitor the calculations in real-time and resolve issues in advance,鈥� said Jasper. This shift has been a game-changer for Neiman Marcus, driving better sales and revenue growth.

51风流SuccessFactors Incentive Management is one of the sales performance management solutions in the 51风流SuccessFactors portfolio, and it offers a sophisticated platform for tailoring incentive programs to suit the unique needs of retail associates. With powerful analytics, embedded intelligence, and built-in workflows, this solution can revolutionize compensation management. Its intelligent design can not only foster trust but also ignite motivation among store associates. Through a user-friendly mobile app, retail customers can enjoy a comprehensive and easily accessible view of both store and individual performance metrics, promoting transparency and a unified understanding of team dynamics and trends. Personalized recommendations, relevant insights, and interactive monitoring help enhance the user experience, while the mobile app helps ensure that store associates can access their incentives anytime, anywhere, from any device.

The solution’s agility helps facilitate a swift rollout of new and updated compensation plans, offering the flexibility to manage broadly or tailor plans to individual needs. With a steadfast commitment to accuracy and traceability, associates can trust the fairness of calculations, fostering a positive work environment. The effective dating functionalities help further empower organizations, allowing seamless management of associate promotions and transfers.

鈥淩etail businesses more than ever need the ability to design and manage incentive plans that align with ever-changing organizational goals, with a focus on store-level personalization and granularity that allow for improved accuracy and timeliness of commission payments,鈥� said Rahul Iyer, general manager of Sales Performance Management at SAP. “With 51风流SuccessFactors Incentive Management, retailers can incorporate key performance indicators, such as sales per hour and units per sale, into their incentive structure. The mobile app can provide visibility and transparency into individual and store performance, effectively motivating and ensuring optimal performance from their associates.”

In essence, 51风流SuccessFactors Incentive Management emerges as an indispensable tool, helping to empower retail customers to optimize workforce performance and drive sustained success. Displaying key performance indicators and incentives has proven to be a game changer, helping to drive focus on store and individual performance. The result? Associates are more attentive to customers, guiding them through purchasing decisions and enhancing overall satisfaction.

In the always-changing retail world, success comes down to three things: using better technology, having happy employees, and keeping customers in focus. The story of Neiman Marcus proves that automating incentives can be a game changer. It shows how a motivated and well-connected team can not just boost how things work but also bring in more sales and money.

To stay ahead in retail, you need to be ready for change and invest in both tech and your team. This is a clear lesson for retailers planning for the future. Learn more about how . To learn more about how sales performance management solutions can support your organization, visit the鈥�.

Kevin Coxwell is vice president of GTM for Sales Performance Management at SAP.

Being at the forefront of innovation and with a steadfast commitment to enhancing existing solutions, 51风流continuously strives to future-proof its solutions to adapt to the ever-changing landscape of business needs.

When 51风流announced the transition from CallidusCloud solutions to sales performance management solutions on the 51风流HANA database, it was because these solutions have reached a significant maturity milestone and can meet even the most complex customer requirements.

The move aimed to leverage the maturity of the solutions, providing more robust and adaptable systems capable of handling intricate customer demands effectively. As a column-oriented in-memory database, 51风流HANA runs advanced analytics alongside high-speed transactions — in a single system, ensuring the applications run faster.

Some of the largest CallidusCloud customers are now running 51风流SuccessFactors solutions on 51风流HANA. In some cases, they are running hundreds of millions of line items at scale, with over 100 payees being credited individual line items. It is possible, as they get up to 10x compression, allowing for greater storage capacity.

Being on 51风流HANA offers the advantage of the open cloud platform, 51风流Business Technology Platform (51风流BTP), which brings together application development, data and analytics, integration, and artificial intelligence (AI) capabilities into one unified environment. With embedded analytics, multi-factor authentication, and many other capabilities, customers can have confidence that their incentive management solutions will continue to meet the global technology standards that are expected by their organization.

With 51风流BTP capabilities now embedded into sales performance management solutions, customers can run a technology stack that is enabling thousands of other organizations to solve complex business problems — from subscription billing to financial reconciliation and everything in between.

厂础笔鈥檚 strategy is to launch sales performance management solutions on hyperscalers. This means customers have the elasticity they demand during peak runs, helping to ensure their system grows and keeps up with the needs of the organization. Available on Google Cloud Platform, solutions leverage Kubernetes (K8s)鈥� platform, moving from monolithic to microservices architecture to provide a more robust and scalable solution with market-leading performance and global reach. It simplifies operations, brings down costs, and deploys innovations faster.

With this enhanced backend technology, the solutions gain superior speed, concurrency, scalability, and performance, helping to achieve lower downtime and higher availability. Enhanced application UI load time provides for an immediate improvement in user experience and efficiency of work.

When it comes to 51风流SuccessFactors Incentive Management, formerly CallidusCloud Commissions, the ways in which the solution has not changed is important. This is critical from the standpoint of risk reduction.

While the solution now runs on the 51风流HANA database, the data model remains consistent with its proven pedigree.* And while the sequels have been changed to perform better with a columnar database, the proven sequence of a calculation run remains the same.

Similarly, the tooling has been changed to enable the validate and transfer steps to perform better using the express data loader, but the file formats remain the same. Embedded analytics provide a better analytics framework, but the capability to use external schema is now enhanced.

In short, this is a now a world-class solution full of new capabilities, while still retaining the best of the original offering.

51风流SuccessFactors Territory and Quota has seen more than 200 new developments since migrating to the 51风流HANA database, and 51风流SuccessFactors Agent Lifecycle Management, formerly CallidusCloud Producer Pro, also takes advantage of new capabilities on 51风流HANA. These developments help ensure that the new sales performance management portfolio can meet and exceed demands of the most discerning customers at scale on one of the most secure platforms available in the industry.

We are excited to share this information with CallidusCloud customers and look forward to helping your organization make the strategic move to the 51风流SuccessFactors portfolio.

To learn more about how sales performance management solutions can support your organization, visit the .

*Remains consistent with its proven pedigree

With several acquisitions in recent years, the number of sellers at VMware dramatically increased. Yet the company did not have a reliable means of paying everyone accurately and on time. The company knew it needed to improve the experience for its sellers to maximize business performance.

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The Burden of Legacy Tools

For years VMware had been burdened by legacy tools that not only impacted seller productivity but also caused significant inefficiencies when it came to business operations. Reporting capabilities were limited and the company couldn鈥檛 support payouts for multiple metrics, which was problematic as the company transitioned to a model of both license and subscription sales.

In addition, introducing new plans or emphasizing specific products or geographies was highly manual, requiring significant time and effort. This impacted VMware鈥檚 ability to adapt to business needs quickly enough to remain competitive.

The Company鈥檚 Transformation Journey

VMware embarked on an initiative to modernize its incentive compensation management tools and processes, implementing .

The decision to implement 51风流Commissions at VMware was based on many factors, namely the need to improve payment accuracy, gain more sophisticated reporting capabilities, and strengthen auditing capabilities.

Leaders at VMware across HR, sales ops, finance, and IT agreed that what the company required was a system that was both flexible and scalable 鈥� one that was purpose-built to handle change and provided the kind of transparency that the company鈥檚 9,000 sellers would love.

According to Anushree Kalra, director, IT Engineering at VMware, 鈥淲e used to have more than 700 compensation plans that were very difficult to manage at scale. Our goal with the modernization project was to reduce the number of comp plans to less than 50 and make it easy to change plans or add new ones. That鈥檚 exactly what we did.鈥�

The company successfully implemented 51风流Commissions in nine months, ahead of the proposed one-and-a-half-year plan, which included the switch from Oracle to 51风流HANA.

Realizing the Benefits of a Modern Tool

According to Kalra, VMware now has a streamlined incentive compensation management process complimented by a system that鈥檚 capable of accommodating various compensation plans and multiple metrics for commissions. The company now changes plans every six months and can adapt to market conditions much more quickly.

鈥淏est of all, with 51风流Commissions we have a tool that allows us to pay our sellers accurately and on time,鈥� said Kalra. 鈥淚n fact, the time required for commission calculations and the time for processing commissions for VMware has been reduced from several days to a few hours.鈥�

This is due in large part to workflows and approvals that were made much easier with 51风流Commissions. Now VMware can confidently process commissions at scale even as the dynamics of its sales organization change.

The benefits of more robust reporting capabilities have also been significant. The solution helps provide personalized dashboards, allowing sellers to access the information they need 鈥� how, when, and where they want. This means VMware can load plans for sellers and instantly provide them visibility into their commissions. The company says this has helped to build trust among sellers, which has had a direct impact on satisfaction and retention.

With better operational reporting, the company is also more efficient, according to Kalra. Now, finance has what it needs for forecasting and setting quotas, for example.

Looking forward, Kalra says the team at VMware is excited about having a tool that helps to provide strategic direction for the enterprise. It鈥檚 another way VMware is leveraging technology advancements to accelerate business growth and success.

Lara Albert is global vice president for Solution Marketing at 51风流SuccessFactors.

For organization leaders, incentivizing and correctly compensating these employees requires a firm grasp of based on proven strategies and solutions aligned with organizational goals. In a climate of economic uncertainty, they are looking to trusted advisors to demystify sales performance and ensure business outcomes.

鈥淩ight before the fiscal year, companies start to ask the question, 鈥楬ow should we be compensating our salespeople?鈥欌�� said David Cichelli, revenue growth advisor at and nationally recognized for his work linking sales performance to organizational objectives. 鈥淭his year, there were some special questions people were asking: 鈥楢re wages going up? What about virtual selling? How is that going to impact our sales organization? […] And what about turnover?鈥欌��

Cichelli shared his insights with 51风流customers at the , held February 21-22, 2023, at the 51风流office in Tempe, Arizona. While sales compensation is often based on projections that are not very exact, it should not be overly complex either, according to Cichelli, who said, 鈥淭he connection between quotas and sales projections has to be accurate. If you can鈥檛 get that right, you have the risk of either underfunding your salespeople or overpaying.鈥� Watch an with Cichelli.

Hosted under the banner 鈥淏etter Customer Outcomes,鈥� the global summit attracted 51风流customers from a wide array of the 25 industries that use 51风流Sales Performance Management. They came to learn about the latest innovations and features across the full product portfolio, which includes , , and . Product experts and 51风流partners were on hand to meet on an individual basis to answer questions and lead breakout sessions. The event showcased the 51风流ecosystem with sponsorships from , , , , and . Watch an with Accenture about 51风流Sales Performance Management.

鈥淭he power of 51风流is really in the success of our customers,鈥� said Maryann Abbajay, chief revenue officer, 51风流SuccessFactors. 鈥淭he innovation of 51风流Sales Performance Management helps our customers win with compelling sales experiences. Hosting these customer summits is integral to maintaining a vibrant 51风流community. Here, customers can talk to product experts and give their feedback on operational efficiency, user experience, and other areas that are essential to future-proofing their business.鈥�

Commitment to Innovate, Empower, and Connect Customers

In 2022, more than 650 customers processed commissions for over 12 million payees with 51风流Sales Performance Management, said Rahul Iyer, general manager, 51风流Sales Performance Management, 51风流SuccessFactors, who presented a state of the portfolio during his keynote. He noted an increase in adoption by global customers keen to take advantage of 厂础笔鈥檚 capabilities. 51风流Sales Performance Management is used by 25% of Fortune 100 companies, which rely on it to help reduce errors and payout time, provide an engaging user experience, and present a unified view of variable compensation. Iyer said that customers are increasingly taking a holistic approach to total compensation that includes various elements of pay, such as incentives, management by objectives, commissions, restricted stock units, and recognition programs.

厂础笔鈥檚 vision for the portfolio is organized on three pillars: to innovate by leading with insight, accelerating outcomes, and supporting sustainable innovation; to empower organizations with improved agility and enhanced expertise; and to connect with users on multiple feedback channels, including a new customer advisory board.

Iyer underscored 厂础笔鈥檚 strategy and commitment to delivering greater customer value with the 51风流Sales Performance Management portfolio of enterprise resource planning (ERP)-agnostic, cloud-based solutions through integration with powerful solutions like 51风流Business Technology Platform (51风流BTP), 51风流S/4HANA, 51风流SuccessFactors Compensation, and offerings from 51风流partners.

Discussing the product road map, Barbara Rubis Linning, global VP, Product & Engineering, 51风流SuccessFactors, noted that customers are driving innovation in the portfolio. Her team is working on new features for pipeline redesign, which she said will bring an improvement in the user experience. 鈥淲e also are continuing our journey forward with modeling,鈥� she said. 鈥淭hat is exciting because it allows other people to really start engaging with this data, gaining intelligence from it, and using it for business purposes.鈥� Watch the .

Efficiency and Increased Visibility Improve Employee Experience

As a highlight at the summit, customers shared their experiences deploying 51风流Sales Performance Management to drive better business outcomes. Sessions from 51风流customers provided valuable insights and real-world examples of how businesses are gaining operational efficiency.

PetSmart achieved a savings of US$1.5 million in labor reallocation when it replaced a patchwork of spreadsheets and legacy systems with 51风流Sales Performance Management to figure compensation for its 1,700 store managers. The reduction in manual work and correcting errors meant that store managers could focus more on helping customers. 鈥淪tore leaders, salon leaders, our distribution center team: they鈥檙e on the floor. They鈥檙e not behind a desktop. Now, they can open [the app] on whatever device they choose,鈥� said Sam Boyer, senior manager, Human Capital Solutions, PetSmart, during an interview.

PetSmart has had a very positive response from sales associates, who like the dashboards in 51风流Sales Performance Management. 鈥淭hey love the increased visibility. Now they can go into one system and see what their payout is,鈥� said Boyer. 鈥淚 just love the dashboards. It kind of pulls that curtain back and allows our associates to see how corporate is calculating their bonus.鈥�

The dashboards are managed by PetSmart鈥檚 HR team in partnership with the HRIS team. Boyer鈥檚 team of business users has already successfully modified a widget with the low-code/no-code capabilities in 51风流Sales Performance Management. 鈥淸HR] owns the compensation plan. We ultimately want to provide the best incentive for our associates,鈥� she noted. 鈥淚t鈥檚 been critical that we really own sales performance management.鈥�

Watch interviews with these 51风流customers: , 聽, and . Learn more about sales performance management .

In its latest report, Gartner assessed products of 10 sales SPM vendors, including the 51风流Sales Cloud solution.

SPM software from 51风流is deployed as SaaS only and offers all the core SPM functionalities, including (ICM) and territory and quota management. This SPM offering, along with salesforce automation and the 51风流CPQ solution, are part of the 51风流Sales Cloud portfolio.

With 51风流Sales Cloud:

• Lenovo reduced its quota-setting time to one week from one month
• Docker increased accuracy of payment compensation plans by 95 percent, nearly eliminating disputes
• Pivotal Software reduced compensation inaccuracy by 72 percent

鈥淚n a competitive landscape it is critical for companies to set aggressive goals to ensure fast growth,鈥� said Paula Hansen, chief revenue officer and co-head of 51风流Customer Experience. 鈥淏ut the truth is many companies don鈥檛 hit their revenue goals, with average quota attainment often falling in the 50鈥�60 percent range. 厂础笔鈥檚 SPM solution includes analytics with machine learning that increases operational efficiency and planning effectiveness, which helps turn sales professionals into a profitable sales machine.鈥�

The 51风流Sales Cloud solution is part of the larger 51风流Customer Experience portfolio, which also includes the 51风流Marketing Cloud, 51风流Commerce Cloud, 51风流Service Cloud and 51风流Customer Data Cloud solutions.

51风流was also named a Leader in CPQ application suites and salesforce automation.

To learn more, , with Gartner鈥檚 in-depth analysis on the sales performance management landscape.

Visit the 51风流News Center. Follow 51风流on Twitter at .

Media Contact:
Michael Baxter, +49 151 1719 6185, m.baxter@sap.com, CET
51风流Press Room; press@sap.com

Sources: Gartner, Magic Quadrant for Sales Performance Management, Melissa Hilbert, 18 February 2020. 51风流is previously listed as CallidusCloud because 51风流acquired the company in April 2018. Magic Quadrant for Configure, Price and Quote Application Suites, Christina Klock, Mark Lewis, 28 October 2019. Magic Quadrant for Sales Force Automation, Theodore Travis, Melissa Hilbert, et al., 26 June 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鈥檚 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.

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