Sales Performance Management Companies

Competitive Landscape of Sales Performance Management Market (SPM)

The Sales Performance Management (SPM) market is experiencing substantial growth, driven by the increasing need for businesses to optimize their sales efforts and maximize revenue. This dynamic landscape features a blend of established players and emerging competitors, each vying for market share with distinct strategies and value propositions.

Key Players:

• Microsoft Corporation (US)


• Salesforce (US)


• Nice Systems (US)


• Axtria Inc (US)


• Anaplan Inc. (India)


• SAP AG (Germany)


• Xactly Corporation (US)


• Callidus Software Inc. (US)


• Synygy Inc. (US)


• Performio Solutions Inc. (US)


• Opytmyze (US)


• SAP AG (Germany)


• IBM Corporation (US)


• Oracle Corporation (US)

Strategies Adopted:

• Established players: Leverage existing customer base, integrate SPM solutions with broader CRM platforms, emphasize scalability and security.


• Specialized vendors: Focus on specific SPM functionalities (e.g., incentive compensation management, territory management), offer customizable solutions, target mid-sized businesses.


• Niche players: Provide innovative features (e.g., gamification, microlearning), cater to specific industry needs, prioritize agility and user experience.

Factors for Market Share Analysis:

• Product breadth and depth: Range of functionalities offered, ability to cater to diverse customer requirements.


• Technology and innovation: Level of investment in AI, machine learning, and analytics capabilities.


• Deployment options: Cloud-based, on-premise, hybrid models, catering to different IT infrastructures.


• Customer support and service: Quality of training, implementation assistance, and ongoing support.


• Market reach and brand recognition: Global presence, industry partnerships, and reputation.

New and Emerging Companies:

The SPM landscape constantly sees new entrants with disruptive technologies and niche offerings. Key areas of innovation include:

• AI-powered sales coaching and feedback: Platforms like Gong.io and MindTickle utilize AI to analyze sales calls and provide real-time coaching suggestions.


• Performance gamification: Implementations like Ambitious leverage game mechanics to motivate and engage sales teams.


• Microlearning and continuous enablement: Platforms like PeopleGoal offer bite-sized training modules for ongoing sales skill development.


• Predictive analytics and forecasting: Solutions like QuotaPath utilize data-driven insights to predict sales performance and adjust targets dynamically.

Current Company Investment Trends:

• Cloud-based solutions: Continued migration towards cloud-based SPM platforms for scalability, accessibility, and cost-effectiveness.


• Mobile enablement: Development of mobile apps for on-the-go coaching, performance tracking, and data access.


• AI and machine learning: Integration of AI into various aspects of SPM, including forecasting, incentive compensation management, and talent development.


• Data security and privacy: Enhanced security measures to comply with data privacy regulations and protect sensitive sales information.

Latest Company Updates:

January 16, 2024: Salesforce announced the integration of Einstein Analytics with its B2B Commerce platform, providing businesses with AI-powered insights into sales performance, customer behavior, and product trends. This move strengthens Salesforce's position in the SPM market by offering a comprehensive solution for managing both B2B and B2C sales.

January 12, 2024: Anaplan announced a strategic partnership with Microsoft to integrate its cloud-based planning and performance management platform with Microsoft Dynamics 365. This collaboration aims to provide businesses with a seamless experience for managing sales performance across different applications.

January 10, 2024: MindTickle, a provider of AI-powered sales coaching and enablement solutions, in Series D funding. This funding will be used to accelerate product development, expand globally, and further establish itself as a leader in the SPM space.

October 26, 2023 : Varicent launched a new incentive compensation management platform designed to simplify and automate incentive program administration. This release reinforces the focus of specialized vendors on specific SPM functionalities.