Navigating the ICM/SPM Vendor Landscape

This guide provides an objective overview of the current incentive compensation management and sales performance management technology market. You'll find detailed profiles of major vendors including Xactly, Varicent, CaptivateIQ, Spiff, and others—with candid assessments of their strengths, ideal use cases, and implementation considerations.

The Five Stages of SPM Maturity

Understand where your organization sits on the SPM maturity curve, from manual and fragmented processes through transformative intelligence. The guide maps out realistic evolution paths—most companies don't go from spreadsheets to AI overnight.

Assessment Before Selection

Before committing to a platform, you need to evaluate your business processes, data quality, plan complexity, and team readiness. The guide provides structured frameworks for assessing:

• Current plan complexity and crediting rules

• Technical requirements and integration needs

• Data quality and governance capabilities

• Organizational readiness for change

Implementation Methodology

A tested approach covering planning, design, build, validation, deployment, and optimization phases. This includes practical guidance on:

• Accounting for real-world complexity and edge cases

• Fixing data issues before they undermine your system

• Structuring phased rollouts

• Planning for ongoing adaptation

The Broader SPM Ecosystem

While ICM is often where companies start, the guide contextualizes how incentive compensation management fits within the full SPM picture—including territory management, quota planning, crediting logic, and analytics.