Sales Compensation Software
Cloud Ratings Category Report 2023
Sales Compensation Software APRIL 2023 REPORT BY
DefiningSalesCompensationSoftware: Sales compensationsoftwareoffersacomprehensivesolutiontohelpbusinessesmanage their sales compensationprograms.Itenablessalesmanagerstodesign,create,and modifysalescompensationplanseasilyandquickly.Thesoftwarecanbeusedtosetupa widerangeofsalescompensationstructures,includingcommission-basedplans, quota-basedplans,tieredplans,andmore. Oneofthekeybenefitsofsalescompensationsoftwareisthatitautomatestheentire processofcalculatingandtrackingsalescompensationpayouts.Thiseliminatestheneed for manualcalculationsandreducestheriskoferrors.Thesoftwarealsoprovides real-time visibility into sales performance, enabling sales managers to identify top performersandadjustcompensationplansaccordingly. Sales compensationsoftwareisparticularlyusefulforcompanieswithlargesalesteams andcomplexcompensationstructures.Itallowsthemtomanagesalescompensation moreefficientlyandaccurately,whichcanleadtoincreasedsalesproductivityand revenuegrowth.Thesoftwareisalsoscalable,meaningitcanbeeasilyadaptedtomeet theneedsofgrowingbusinesses. Overall, sales compensation software is an essential tool for any organization that wants to incentivize its sales teams and drive revenue growth. With its ability to streamline the entire sales compensationprocess,itcanhelpcompaniesmanagetheirsalesteamsmore effectively and achieve their sales goals. 1
CloudRatingsChartforSalesCompensationSoftware: Over9,500customerratings(inclusiveofvendor-suppliedNPSdata)factoredintoour categoryassessment: 2
ChartQuadrantSummary: (PresentedAlphabeticallybyQuadrant) Leaders-HighMarketAdoption+ HighCustomerRatings: CaptivateIQ Everstage Spiff XoxodayCompass MarketExcellence-HighMarket Adoption: Performio Varicent Xactly Incent ProductExcellence-HighCustomer Ratings: Qobra QuotaPath Challenger-Market+CustomerValidation: Forma.ai QCommission 3
Sales CompensationSoftware Vendors: (PresentedAlphabetically) CaptivateIQ -Leader ● Reviews: ○ CapterraCaptivateIQ Reviews ○ G2CaptivateIQReviews ○ GartnerCaptivateIQ Reviews ○ TrustRadiusCaptivateIQ Reviews ● Vendor-ProvidedInformation: ○ CaptivateIQPricing ○ CaptivateIQIntegrations Everstage-Leader ● Reviews: ○ CapterraEverstageReviews ○ G2EverstageReviews ○ GartnerEverstageReviews ○ TrustRadiusEverstageReviews ● Vendor-ProvidedInformation: ○ EverstagePricing-ContactVendor ○ EverstageIntegrations 4
Forma.ai-Challenger ● Reviews: ○ CapterraForma.aiReviews ○ G2Forma.aiReviews ○ GartnerForma.aiReviews ○ TrustRadiusForma.aiReviews ● Vendor-ProvidedInformation: ○ Forma.aiPricing ○ Forma.aiIntegrations Performio-MarketExcellence ● Reviews: ○ CapterraPerformioReviews ○ G2PerformioReviews ○ GartnerPerformioReviews ○ TrustRadiusPerformioReviews ● Vendor-ProvidedInformation: ○ PerformioPricing-ContactVendor ○ PerformioIntegrations 5
QCommission-Challenger ● Reviews: ○ CapterraQCommission Reviews ○ G2QCommissionReviews ○ GartnerQCommissionReviews ○ TrustRadiusQCommission Reviews ● Vendor-ProvidedInformation: ○ QCommissionPricing ○ QCommissionIntegrations Qobra-ProductExcellence ● Reviews: ○ CapterraQobraReviews ○ G2QobraReviews ● Vendor-ProvidedInformation: ○ QobraPricing-ContactVendor ○ QobraIntegrations 6
QuotaPath-ProductExcellence ● Reviews: ○ CapterraQuotaPathReviews ○ G2QuotaPathReviews ○ TrustRadiusQuotaPathReviews ● Vendor-ProvidedInformation: ○ OmedymPricing ○ OmedymIntegrations Spiff - Leader ● Reviews: ○ CapterraSpiffReviews ○ G2SpiffReviews ○ GartnerSpiffReviews ○ TrustRadiusSpiffReviews ● Vendor-ProvidedInformation: ○ SpiffPricing ○ SpiffIntegrations Varicent - MarketExcellence ● Reviews: ○ CapterraVaricentReviews ○ G2VaricentReviews ○ GartnerVaricentReviews ○ TrustRadiusVaricentReviews ● Vendor-ProvidedInformation: ○ VaricentPricing-ContactVendor ○ VaricentIntegrations 7
Xactly Incent - Market Excellence ● Reviews: ○ CapterraXactlyIncentReviews ○ G2XactlyIncentReviews ○ GartnerXactlyIncentReviews ○ TrustRadiusXactlyIncentReviews ● Vendor-ProvidedInformation: ○ XactlyIncentPricing-ContactVendor ○ XactlyIncentIntegrations XoxodayCompass-Leader ● Reviews: ○ CapterraXoxodayCompassReviews ○ G2XoxodayCompassReviews ○ TrustRadiusXoxodayCompassReviews ● Vendor-ProvidedInformation: ○ XoxodayCompassPricing ○ XoxodayCompassIntegrations 8
Methodology: CloudRatingsCategoryReportprocesscombinesprivatevendorresponsestoour RequestForInformation(RFI)withpubliclyvisiblemeasuresofmarketadoptionand customersatisfaction. All vendors are presented with the opportunity to complete the RFI. TheCloudRatingsRFIfocusesonmeasuresof: ● CustomerSatisfaction:GreatestweightisgiventointernalNetPromoterScore (NPS)data.Why?Certainsoftwarevendorsareskilledatdriving(andoften incentivizing) happy customers to submit reviews to popular software directories. This can lead to situations where publicly observable vendor reviews are more favorable than the “silent majority” of customers that do not submit to software reviewplatforms.Assuch,CloudRatings’useofprivateNPSdataprovidesamore holistic view of customer experiences. To measure adoption and implementation risk, significant consideration is also given to vendor responses regarding severely negativecustomeroutcomesandretentionrates. ● MarketAdoption:TheRFIcoversarangeoftractionmetrics,includingbutnot limited to revenue, revenue growth, and the current number of customers. Why? Vendorscanappeartohaveanartificiallyhighmarketsharethroughaggressive marketingspend,publicrelations,andskillfulsolicitationofreviewstosoftware directories. Accordingly, Cloud Ratings’ use of RFI-derived information helps provide softwarebuyerswithamorerealisticviewofmarketadoption. 9
Definitions: ShadedAreasofCategoryChart:Eachcategoryofsoftwarehasauniquelikelihoodof generatingbusinessvalueandpositiveexperiencesforcustomers.Accordingly,Cloud Ratingscustomizestheshadedsurfaceareaforeachcategoryasavisualrepresentation of the zones of positive customer outcomes. A category with higher risk or lower satisfaction ratings (like ERP or HR software) will have smaller Zones of Excellence and ZonesofSolutionsthanasafer,highersatisfactioncategory. ForSalesCompensation Software, a normalized customerratingscoreof4.61(ona5.00scale)wasusedinsetting theZones’surfacearea. ZoneofExcellence(LightGreen):Thisrepresentsacategory’sstrongestvendorsas reflectedbytheircombinationofmarketshareandhighcustomersatisfactionscores. ZoneofSolutions(LightYellow):Encompassesvendorswithbothmeaningful marketplaceadoptionandsufficientlyhighabsolutecustomersatisfactionratings. 10
NotableVendor:Thisdistinctionhighlightsothervendorsidentifiedintheresearch processasworthyofbuyerconsideration.CommonreasonsforNotableVendorstonotbe featuredintheCategoryChartincludedifferinglevelsofproductfocus(asecondary feature within a broader suite) or comparatively lower market adoption metrics, especially for earlier-stage companies. Momentum:DerivedfromsourceslikeRFI-sourcedvendorgrowthmetricsandbuyer searchinterest, the Momentumindicatorcomparesacategory’sgrowthratewithoverall informationtechnology(IT)spendinggrowth. Risk: InfluencedbyRFI-sourcedvendorNPSandadverseoutcomesdata,theRisk indicator comparestheriskprofileofasoftwarecategorytosoftwareapplications generally. The distribution of strongly negative public user reviews also factors into the Risk indicator level. 11
CloudRatingsDisclaimer: CloudRatingsresearchanalysisandpublicationsrepresentopinions-expressedata specificmomentintime-andshouldnotbeviewedasstatementsoffact. CloudRatingsisnotresponsibleforanyincorrectinformationsuppliedbyvendors, customersofvendors,orderivedfrompubliclyaccessibleinformation. CloudRatingsassumesnoliabilityfordamagesresultingfromtheapplicationorusageof information, content, or research. CloudRatingsdisclaimsallwarrantiesastothecommercialsuccessoroutcomeofany resulting business activities, vendor selections, or investment decisions from the informationprovided. CloudRatingsdoesnotendorseanysolutionorservicenamedinitsresearch. All product names, logos, and brands are the property of their respective owners. All company,product,andservicenamesusedinthisreportandwebsitearefor identification purposesonly. AboutUs: CloudRatingsisacustomeroutcomes-focused,data-drivensoftwareresearchanalyst firm.Weexisttoalloworganizationstomakemoreconfident,lower-risksoftware purchasingdecisions. Built uponinvestigative customerinterviews, our True ROI Reports quantify and provide 3rdpartyvalidationofasoftwareproduct’sbusinessvalue. OurCloudRatingsCategoryReportscombineuserreviewswithverifiedvendordatato impartially identify leading software products. cloudratings.com 12
