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(Toronto, ON) – Varicent Software, the only provider of complete solutions for sales performance management (SPM) was noted in a recent Gartner report, "Sales Performance Management: How It Relates to and Differs From CPM." The report by Gartner analysts Michael Dunne and Nigel Rayner was issued on June 15, 2007¹.

According to the Gartner report, "SPM represent a combination of operational and analytic software capabilities that automate and integrate functions for planning, designing, allocating and management sales territories, quotas and compensation plans. These applications help enterprises improve the organization, direction and motivation of sales teams to achieve sustained improvements in revenue and margin production."

Moreover, "Current solutions strive to combine territory and quota management functions with sales incentive compensation management applications, accompanied by analytics to explore, detect and understand trends in sales results in relation to original planning assumptions. Ideally, such solutions will enable sales organizations to plan, execute and supervise key tasks for preparing and guiding salespeople in a set of seamless, cohesive and transparent processes that lead to continuous improvements in sales execution."

In addition to defining SPM and differentiating it from CPM, the Gartner report covers sales incentive compensation planning, territory management, analytics and how linking SPM and CPM can impact revenue targets, cost assumptions and results.

Among its recommendations, Gartner suggests, "When investigating SPM, initially focus on the compensation management domain with independent, best-of-breed vendors that are pioneering this market."

To read the report in full, go to: www.varicent.com/SPMreport/

"This Gartner report validates what we hear from our customers - that SPM has a significant impact on the bottom line," said Dan Shimmerman, CEO, Varicent Software. "Additionally, SPM should be considered an integrated, corporate initiative, not a process divorced from other enterprise applications and activities."

¹Sales Performance Management: How it Relates to and Differs From CPM, by Michael Dunne and Nigel Rayner, June 15, 2007, ID Number: G00148568