CRM Review – Sales Performance Management (SPM)


This CRM Review examines Sales Performance Management (SPM).

In-Depth CRM Review

Sales Performance Management (SPM)

IBM Varicent
P.O. Box 330
36 York Mills Road
Suite 200
Toronto Ontario M2P 2E9


Telephone:  (416) 480-9825
Toll Free:    (800) 646-2601
Fax:            (416) 480-2840


CRM Category: Sales Management Support – Cloud
Sub-Category: Sales Compensation Management
Seats: Small Enterprise


About the Company:

IBM is a globally integrated technology and consulting company headquartered in Armonk, New York. With operations in more than 170 countries, IBM attracts and retains some of the world’s most talented people to help solve problems and provide an edge for businesses, governments and non-profits. Innovation is at the core of IBM’s strategy. The company develops and sells software and systems hardware and a broad range of infrastructure, cloud and consulting services. Today, IBM is focused on four growth initiatives – business analytics, cloud computing, growth markets and Smarter Planet. IBMers are working with customers around the world to apply the company’s business consulting, technology and R&D expertise to build systems that enable dynamic and efficient organizations, better transportation, safer food, cleaner water and healthier populations.

IBM trades  on the New York Stock Exchange.


IBM acquired Varicent in May 2012.

Varicent’s software automates and analyzes data across sales, finance, human resources and IT departments to uncover trends and improve sales performance and operations. The acquisition enhances IBM’s Smarter Analytics capabilities across line of business operations in all industries.

Varicent software allows companies across a variety of industries including banking, telecommunications, insurance and retail to facilitate and streamline quota planning, compensation, sales assignments and managing quotas and insights into sales activities.  The software is unique, taking what is traditionally a very labor intensive process, and automates and integrates all aspects of sales, client and financial performance management across the enterprise.

Varicent software, combined with IBM’s prior acquisitions in business analytics including Algorithmics, Clarity Systems, OpenPages and Cognos, and recent investments in predictive analytics such as SPSS, will provide clients with a broad range of business analytics solutions. These acquisitions are part of IBM’s larger focus on analytics, which spans hardware, software, services and research.

About the Product:

Sales Performance Management (SPM) is a comprehensive solution that helps streamline administrative processes, drive desired behavior, and better manage sales resources.

Sales Performance Management improves the performance of your sales organization by offering a complete solution to manage compensation, territories and quotas.

Varicent SPM encompasses Incentive Compensation Management, Territory Management, Quota Planning and Channel Management, which effectively resolve the sales challenges facing your organization.


For complete pricing details, please contact the company directly.


For a proper demo of this CRM solution:

For a proper demo of this CRM solution, please contact the company directly.


Rich’s View of Sales Performance Management (SPM):

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This review is undergoing a major update and should be available real soon now!


Go ahead, Get a second opinion!

I have never claimed to be the only source of CRM software reviews. If you would like an alternative view of this CRM solution, here are some links that you can visit. However, if you are looking for totally independent, no BS! CRM reviews, I will look forward to working with you when you get back to my site!

Sorry, I have yet to find an independent review of this solution.


Short List:

If you are considering this program, you should also look at these other CRM solutions:

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Rich’s Recommended Web Sites








Rich’s Recommended Reads

O.K., full disclosure, Andy Zoltners was a professor of mine at Northwestern. Sure, I still like the guy. But these are great books. I wish that I had them when I was a sales manager!



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