While sales performance management (SPM) software has been around for two decades, many organizations still struggle because of a lack of comprehensive and well-integrated technology architecture. There are many reasons for this, but the primary reason is that most organizations start with just one component of SPM – Incentive Compensation Management (ICM) – and then let the “technology landscape” evolve organically. This results in an architecture that happens by default, not by design.
Before you select your SPM vendor, you should think about what type of SPM architecture best fits your needs. In order to do that, you must think about the technology and system capabilities needed for end-to-end SPM automation, not just one or two business functions within it.
Our new white paper, written by Anil Chouhan, a practice lead here at Spectrum, SPM Architecture Options: How to Pick What’s Best for Your Organization, delivers a guide on how to look at various components of SPM in your organization and how to pick a technology architecture that is capable of supporting comprehensive SPM automation.
The white paper elaborates on various business functions within SPM and guides you to a structured approach on how to map technology capability required for each function. Two distinct scales – Importance and Complexity, are used to score various technology capabilities for each function. Various types of technology solutions (not specific software) are then analyzed for the technology capabilities you may need.
Download SPM Architecture Options: How to Pick What’s Best for Your Organization to help you with your SPM planning process.