With more than a dozen SPM/ICM software tools available in the market, it is tough to know which one to choose. Consultants at Spectrum Technologies, with decades of SPM experience, have put together these slides to share their perspectives. Top 5 vendors being - CallidusCloud (now SAP), IBM, Optymyze, Oracle and Xactly ( in alphabetical order)

1. © 2017 Spectrum Technologies. All Rights Reserved
TOP 5 SPM
VENDORS
A Spectrum Technologies Perspective

2. © 2017 Spectrum Technologies. All Rights Reserved
A Spectrum Technologies Perspective
Introduction
The market for Sales Performance Management (SPM) software is already crowded with more than dozen software
vendors competing fiercely. If you are considering a new SPM software, the process of evaluating every one of
these software vendors can quickly get chaotic. There is no single vendor who stands out as an obvious winner!
Spectrum Technologies, with more than 12 years of experience in implementing and supporting SPM software,
has put together this report for ‘Top 5 SPM Vendors’. This report is intended to provide you a jump start in your
search for the best fit software for your organisation.
This report presents the Top 5 vendors sorted alphabetically, not ranked in any particular order.

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Pioneer in the Field of SPM software for Enterprise Market
Large Public Company with Global Presence
Mature and Well Tested Product Over Two Decades
Offers Modules to Automate Various Aspects of Sales Ops
Proven Track record of Handling Complex Compensation
Rules
STRENGTHSQUICKFACTS
11,200
Financial Services, High Tech,
Insurance, Life Sciences, Telecom
SaaS
5500+ Customers
CPQ, CLM, Litmos, Leadformix
Commissions module not fully
integrated with other modules. Data
Integration and Reporting requires
separate resources
Customer Support is not rated highly
Avg. # of payees
Primary Markets
Delivery Model
Client Base
Additional Offerings
Miscellaneous
WWW.CALLIDUSCLCOUD.COM
CallidusCloud is a global enterprise software and SaaS
company best known for its cloud-based solutions for sales
effectiveness, sales performance management and Sales
Execution (CPQ, CLM) software and services.
Named the leader in Garter Magic Quadrant for Sales
Performance Management three times in a row, it has won 20+
awards in recent years including 8 Gold Stevies® in the 2017
International Business Awards.
Revenue Location Employees
1996 $206.7 M Dublin, CA 1,100+
Year Founded

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After acquiring Vericent Software in 2012, IBM has evolved the
tool into what is now IBM SPM, a scalable SPM solution that
enables companies to automate the process of calculating,
reporting & analyzing variable-based pay.
IBM offers incentive compensation, quota and territory
management, as well as SPM analytics. They offer multitenant
SaaS, single-tenant SaaS and on-premises Incentive
Compensation Management (ICM) solutions, making them one of
the few remaining SPM vendors with an on-premises solution.
Year Founded Revenue Location Employees
1911 $79.919 B Armonk, NY 380,000+
Large Public Company with Global Presence
Proven Ability to Handle Complex Compensation Plans
Single Platform with Built-in Data Integration and Reporting
Integration with Watson Analytics, an Advanced Analytics Tool
High Ratings from Customers for Post-Implementation Support
STRENGTHSQUICKFACTS
100 to 5K ; largest being 300K payees
Banking, Insurance, Hi-tech, Life
Sciences
SaaS or On-premise
IBM Quota Management, IBM Watson
Analytics, IBM Cognos
IBM acquired Varicent in 2012, but runs it
as an independent Unit. This allows them
to be flexible to meet the needs of small-
mid size customers, while having a
superior infrastructure important to large
customers
Avg. # of payees
Primary Markets
Delivery Model
Additional
Offerings
Miscellaneous
WWW.IBM.COM/SPM

5. 5
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Optymyze helps companies improve sales force and sales
operations performance with its award-winning enterprise cloud
applications and business process management services.
In addition to its core set of Sales Compensation related software
Optymyze provides a unique Platform as a Service (PaaS) which
includes:
• A data and analytics platform with data visualization
capabilities;
• A process automation platform for defining and running end-to-
end computational, operational, and analytical processes and;
• An application development platform to deploy additional sales
applications.
Year Founded Revenue Location Employees
2013 $ 52.7 M Chester, PA 660+
Core Team has More Than 2 Decades of SPM Experience
(under brand name of Synygy)
Leader in Pharma Industry
Works Best when Customer also Buys Managed Services
Open Platform for Customers to Build Add-on Applications
STRENGTHSQUICKFACTS
300 to 100,000+
Life sciences, Insurance, Banking
SaaS
Integrated applications including data &
analytics and Managed Services.
Software has been in the market for less
than 5 years. No established SI partners.
Implementation & post implementation
support must be provided by software
vendor itself.
Avg. # of payees
Primary Markets
Delivery Model
Additional
Offerings
Miscellaneous
WWW.OPTYMYZE.COM

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Customers can purchase Oracle Sales Cloud Enterprise and
Premium Editions, which include Oracle SPM. Oracle SPM is also
sold separate from Oracle Sales Cloud, and Oracle Incentive
Compensation can be purchased separately from SPM.
OIC is a global variable compensation application that automates
the design, administration, and analysis of transactional pay-for-
performance incentive programs to align sales behavior to
corporate goals. Out of the box OIC seamlessly integrates to E-
Business Suite ERP, CRM and HCM including Quoting for
estimated commissions, the Total Compensation Statement.
Year Founded Revenue Location Employees
1977 $ 37 B
Redwood
Shores, CA
135,000+
Large public company with global presence
Pre-built data integration with Oracle ERP modules
Attractive pricing for companies already using Oracle as
ERP
STRENGTHSQUICKFACTS
1,000 to 100,000+
Banking, Education, Government,
Healthcare, Retail, Telecom etc.
SaaS
Applications, ranging from its well known
database, to its ETL suite, CRM solution,
Business Intelligence suite and
middleware
Mostly used only where Oracle is the
primary ERP tool. Oracle OIC (legacy
module) can’t be upgraded to Oracle
SPM. Feature set lags competition, but is
evolving rapidly
Avg. # of payees
Primary Markets
Delivery Model
Additional
Offerings
Miscellaneous
WWW.CLOUD.ORACLE.COM/SPM-CLOUD

7. 7
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Year Founded Revenue Location Employees
2005 $ 76 M San Joes, CA 350 – 500
Xactly Corp was created on March 1, 2005 by Founder and CEO
Christopher W. Cabrera. Xactly Incent is a pure-play SaaS SPM
solution for small and midsize companies. Advanced analytics is
also available with its Insights product. Xactly provides
benchmarking based on anonymized and aggregated SPM-
specific data. It offers both enterprise (Incent Enterprise) and
small business (Incent Express) products.
Xactly Corp acquired Centive, an automated incentive
compensation management technology solutions company, in
2009.
On July 31, 2017, the company was taken private by Vista Equity
Partners.
Dominant Vendor in Small-Mid Size Market
Software is Relatively Easy to Understand and Deploy
Additional Service for Industry Analytics – Xactly Insights
Mature and Disciplined Implementation Methodology
STRENGTHSQUICKFACTS
100-200
High-Tech
SaaS
Analytics, Objectives, Inspire,
Forecasting, SimplyComp, Express
Data integration can be a challenge.
Software is somewhat less flexible
compared to competition, but it ensures
rapid and disciplined implementation.
Went IPO in 2015, but became a private
firm again in 2017.
Avg. # of payees
Primary Markets
Delivery Model
Additional
Offerings
Miscellaneous
WWW.XACTLYCORP.COM

8. © 2017 Spectrum Technologies. All Rights Reserved
Key Customers
Financial
Services
High Tech
Communicatio
ns

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Key Customers
Retail &
Hospitality
Healthcare &
Life Sciences
Manufacturing

10. © 2017 Spectrum Technologies. All Rights Reserved
GARTNER MAGIC QUADRANT
FOR SALES PERFORMANCE MANAGEMENT
ABILITYTOEXECUTE
COMPLETENESS OF VISION
2018
2017
VISIONARIESNICHE PLAYERS
CHALLENGERS LEADERS
Source: Gartner Inc

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11
1. CallidusCloud, Oracle, IBM and Xactly enjoy a fair
share of the SPM market. There is however, no
clear market leader amongst the four.
2. The rest of the market is equally distributed
between other small to mid-sized vendors.
3. A significant chunk of the market share belongs to
the ‘Others’ categories composed of small niche
players.
SPM MARKET SHARE INSIGHTS
Source: https://www.appsruntheworld.com/top-10-sales-performance-management-software-vendors-and-market-forecast-2016-2021/

12. © 2017 Spectrum Technologies. All Rights Reserved
RECENT DEVELOPMENTS
In 2016 IBM released ICM 10.0 on
a new SaaS infrastructure and
released a new reporting product
named Pulse.
Acquired by SAP in Jan’18;
Launched Thunderbride AI, a
machine learning platform for sales;
Launched Lightning Commissions
for commission estimation ;
Acquired RevSym, a key tool to
address ASC606 needs;
Optymyze has strengthened its
predictive capabilities, and
customers can customize and
access these as well as other
features on mobile devices.
Oracle is migrating some planning capabilities —
notably Crystal Ball — to the Oracle Planning
and Budgeting Cloud Service (PBCS) system.
Companies that are looking for SPM advanced
planning functions in addition to ICM will also
have to consider purchasing Oracle PBCS as
well.
Launched 3 new products in 2017
– SimplyComp, a DIY software for
incentive compensation, AlignStar
for territory management and
Connect, an open, standards
based data integration platform.
They also won the ‘Great Place to
Work’ award for the 5th time in a
row.

13. ABOUT US
Spectrum is a technology and business consulting firm
offering specialized services in the area of Sales
Performance Management (SPM) and Incentive
Compensation Management (ICM). We help our
customers both in end-to-end holistic SPM solutions
and in specific tactical areas like Quota Management,
Territory Management, Reporting/Data/Business
analytics and Configuration/Price/Quote (CPQ).
1202 Kifer Road, Sunnyvale, CA 94086
Email: info@spectrumtek.com
Phone: +1.408.418.4996 Fax: +1.408.533.8919