At its earnings call, Salesforce revealed it bought Spiff for $419M.
I wrote last year about the blossoming of Incentive Compensation Management (ICM), defying predictions of market consolidation. With nearly 40 players, ICM has emerged as a distinct space instead of being subsumed into the broader Sales Performance Management (SPM) realm.
The complexity of existing solutions drove a disruption from the bottom. However, enterprise-grade sales compensation requires quite sophisticated software. As upstarts climb upmarket, their ability to evolve their originally simplistic offerings will be the litmus test for the category.
Salesforce's substantial $419M investment also indicates that sales incentives and compensation remain critical issues for many organizations.
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