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2 SALES PERFORMANCE MANAGEMENT MARKET GLOBAL FORECAST TO 2020 By Solution (Incentive Compensation Management, Territory Management, Sales Planning and Monitoring, Sales Analytics), By Services (Consulting, Implementation, Training and Support, Managed) Report Code: TC 3435

3 MarketsandMarkets is a global market research and consulting company based in the U.S. It is World s No. in terms of premium market research studies published annually We publish strategically analyzed market research reports and serve as a business intelligence partner to Fortune companies across the world. MarketsandMarkets also provides multi-client reports, company profiles, databases, and custom research services. MarketsandMarkets covers fourteen industry verticals, including advanced materials, automotive and transportation, biotechnology, chemicals, consumer goods, energy and power, food and beverages, aerospace and defense, medical devices, pharmaceuticals, semiconductor and electronics, and telecommunications and IT,and PCM. Copyright 2015 MarketsandMarkets All Rights Reserved. This document contains highly confidential information and is the sole property of MarketsandMarkets. No part of it may be circulated, copied, quoted, or otherwise reproduced without the approval of MarketsandMarkets. 1

4 1 INTRODUCTION 1.1 OBJECTIVES OF THE STUDY To define, describe, and forecast the sales performance management market on the basis of solutions, deployments, services, user types, industry, and regions To provide a detailed information regarding the major factors influencing the growth of the sales performance management market (drivers, restraints, opportunities, and industry-specific challenges) To strategically analyze micromarkets 1 with respect to individual growth trends, future prospects, and contribution to the total sales performance management market To analyze the opportunities in the sales performance management market for stakeholders and details of a competitive landscape for market leaders To forecast the market size of sales performance management market segments with respect to five main regions, namely North America (NA), Europe, Asia-Pacific (APAC), Latin America (LA), and Middle East and Africa (MEA) To strategically profile key players and comprehensively analyze their market shares and core competencies 2 To track and analyze competitive developments, such as joint ventures, mergers and acquisitions, Venture Capital (VC) funding, and new product developments in the sales performance management market 1.2 MARKET DEFINITION Sales performance management can be understood as the comprehensive set of functionalities that help automate the sales operations and business processes among the organizations. This sales performance management comprises a broad set of software and services that helps the users, namely the Small and Medium Businesses (SMBs) and large enterprises to effectually manage overall business viability, salesbased outcomes, sales collaboration, and consolidated sales data. The sales performance management software solutions provide these users with detailed insights on managing commissions in incentive compensation, forecast sales through predictive analytics, in aligning quotas and territories, and enabling sales planning and monitoring within the organization. Sales performance management provides the organizations with efficient methodologies to enable training and coaching systems for its sales force supplemented by motivational techniques for its sales force provided through gamification. It also helps them maintain sales data accountability and semantic sales data consistency. The pervasive acceptance of these sales performance management solutions by the users provides the stakeholders with new business opportunities, and leverages them with enriched business prospects. The overall market size in this study has been defined as the revenues that are being generated by the sales performance management solution providers from software and services fees charged to the SMBs and large enterprises globally. The overall market size also includes the revenues generated by the sales performance management software vendors globally. The market size does not include the hardware revenue from the vendors. 1. Micromarkets are defined as the further segments and sub-segments of the global sales performance management market included in the report. 2. Core competencies of the companies are captured in terms of their key developments, SWOT analysis, and key strategies adopted by them to sustain their position in the market. 2

5 1.3 MARKET SCOPE Sales performance management can be understood as the provision of effective sales tools that provide the sales personnel with techniques to leverage efficient sales processes, and thereby, boost sales productivity among organizations. The scope for the global sales performance management market covers the summation of software and services which encompass sales performance management. The global sales performance management market size is provided for each region for 2015 and Various software are segmented on the basis of solution including incentive compensation management, territory management, sales planning and monitoring, sales analytics, and others. Others include gamification, and training and coaching system. The deployment type is categorized on the basis of cloud and on-premises. The service type is categorized into consulting services, implementation services, training and support services, and managed services. The user type is categorized into Small and Medium Businesses (SMBs) and large enterprises. The industry verticals are sub-segmented into Banking, Financial Services, and Insurance (BFSI), retail, healthcare, IT and telecom, manufacturing, energy and utilities, travel and hospitality, transportation and logistics, media and entertainment, and others. Others further include public sector, non-profit organizations, and hi-tech and software distribution MARKETS COVERED This research report categorizes the sales performance management market into the following segments: BY SOLUTION Incentive Compensation Management Territory Management Sales Planning and Monitoring Sales Analytics Others (gaming, and training and coaching systems) SALES PERFORMANCE MANAGEMENT MARKET BY REGION North America (NA) Europe Asia-Pacific (APAC) Middle East and Africa (MEA) Latin America (LA) BY SERVICE TYPE Consulting Implementation Training and Support Managed Services BY USER TYPE SMBs Large Enterprises BY DEPLOYMENT Cloud On-Premises BY INDUSTRY Banking, Financial Services, and Insurance (BFSI) Retail Healthcare IT and Telecom Manufacturing Energy and Utilities Travel and Hospitality Transportation and Logistics Media and Entertainment Others (public sector, non-profit organizations, and hi-tech and software distribution sector) 3

6 1.3.2 YEARS CONSIDERED FOR THE STUDY 2020-p 2015-e HISTORICAL YEAR BASE YEAR ESTIMATED YEAR PROJECTED YEAR 1.4 CURRENCY The currency used in the report is in U.S. dollars, with market size indicated only in $Million Revenues for the companies were picked from their annual report For companies that reported their revenues in other currencies, average annual currency conversion rate was used for the particular year to convert the value in U.S. dollars 1.5 LIMITATIONS The sales performance management study is focused towards the management of sales performance through significant solutions maintained in a hosted environment or either implemented within the organization supplemented with engagement of competent services. The sales performance management market comprising software solutions and related services are in scope of this study. The revenues generated by the vendors worldwide from software and services consolidate the market size in this report. However, the scope of this study does not include the market size of the hardware revenues generated by the vendors. 1.6 STAKEHOLDERS Sales Performance Management Solution Vendors Sales Performance Management Managed Service Providers Cloud-Based Sales Performance Management Service Providers Sales Performance Management Software Providers System Integrators SMBs and Large Enterprises 4

7 2 EXECUTIVE SUMMARY Today, organizations specifically attribute their success to the achievements made by their competent sales teams. The proliferation of businesses worldwide has, in turn, led to the demand for expansion in the sales force among the organizations. To efficiently analyze performance of sales representatives, manage distinct sales, diagnose trends in customer spending, and evaluate sales presumptions, the organizations demand for channelized management solutions. This requirement by the business organizations is catered to through the adoption of sales performance management solutions and services. Sales performance management can be understood as a set of comprehensive solutions which provides the end users comprising SMBs and large enterprises with a channelized framework to plan, execute, and manage their sales teams so as to augment their business productivity and drive sales force effectiveness. These solutions provide the users with enhanced features such as assigning quotas, predicting incentives, allocating territories, manage sales compensation, designing sales plans, monitor sales closures, convert pipeline leads to sales, analyze sales representative performance, forecast sales through analytical dashboards, and optimize sales distribution patterns. The sales performance management solutions mainly comprise the prominent software such as incentive compensation management, territory management, sales planning and monitoring, sales analytics and others, namely gamification and training and coaching systems. These solutions and services provide the users with in-depth insights on product-specific sales lifecycle, go-to-market strategy planning, accountability for sales cost data with finance, human resources, and administrative functions, and automation of sales incentives. Further, these sales performance management solutions provide the users with information that helps accelerate their analytical operations, make faster business decisions, and augment their customer experiences. The organizations use sales performance management solutions to enhance their agility between their sales business functions. Sales performance management solutions primarily help the sales teams analyze their performance on real-time basis, enable collaboration of their sales data, and channelize their sales operations. These sales performance management solutions facilitate the sales employees with a unified view of their consolidated data ubiquitously accessed over their mobile devices. The deployment of sales performance management solutions either on cloud or on-premises helps organizations to maintain consistency in business processes. Presently, organizations are opting for integrated sales performance management solutions to manage commissions, rewards, and compensation adjustments. Hence, the multitude of advantages in sales performance management solution and services provision has leveraged the users and had led to the widespread adoption. The emergence of sales performance management solutions has also opened new business potentials for the main stakeholders present in the ecosystem which include sales performance management solution vendors, sales performance management managed service providers, and cloud-based sales performance management venodors among others. These solutions have broadly expanded their offering portfolios and have also been influential in boosting their revenues to different markets. From the inception of sales performance management in 2005, these solutions and services have extensively evolved in their functionalities with ongoing technological enhancements and have proved to become the finer enhancement of Customer Relationship Management (CRM). By 2020, the sales performance management offerings are extensively going to redefine itself to become a trending market for sales analytics, and advance from Software-as-a-Service (SaaS) Sales Performance Management to Sales Performance Management-as-a-Service. Indispensable requirement to have competent incentive compensation system, increasing Bring Your Own Device (BYOD) trend among organizations, and mounting demands for maximizing value of organizational data are some of the factors driving the adoption of sales performance management. However, lack of 5

8 awareness about the positive impacts of sales performance management, and prevailing sales data security apprehensions are some of the factors hindering the growth of sales performance management market. Moreover, bridging of technologies for BI with cloud provides new opportunities to the sales data management solution providers; while the unwillingness towards investing in expensive sales tools by the organizations still stands as a challenge faced by these vendors. The threat from new entrants is high for the existing suppliers in the sales performance management market, mainly because of the increasing business aspects that the sales performance management solutions offer to the budding vendors venturing into this market. However, the prevailing sales performance management vendors face a low threat from the substitute products as sales performance solutions are fast gaining preference by the users when compared to the existing traditional CRM applications. The presence of limited differentiation in sales performance management solution offerings in the market gives the suppliers a low bargaining power, whereas the end-users such as SMBs and large enterprises have a higher bargaining power. The study is done to understand the structure of the sales performance management ecosystem and is intended to help the sales performance management solution vendors, managed service providers, and cloud-based sales performance management sellers to better serve their clients which include SMBs and large enterprises. The overall market size in this study has been defined as the spending of SMBs and large enterprises on sales performance management software and services, and the revenues generated by the vendors globally. The overall sales performance management market size has been further segmented into industry verticals which include BFSI, retail, healthcare, IT and telecom, manufacturing, energy and utilities, travel and hospitality, transportation and logistics, media and entertainment, and others which include public sector, non-profit organizations, and hi-tech and software distribution sector; across various regions, namely North America, Europe, Asia- Pacific, Middle East and Africa, and Latin America. The global sales performance management market which comprises of software and services is expected to grow from $ million in 2015 to $ million by 2020, at a Compound Annual Growth Rate (CAGR) of % during the forecast period from 2015 to TABLE 1 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE AND GROWTH, ($MILLION, Y-O-Y %) Particulars e 2020-p CAGR ( ) Market Size Y-o-Y (%) Note: *% is the Y-o-Y% for The table given above highlights the market size and Y-o-Y growth rate of the sales performance management market. The overall sales performance management market size is expected to grow from $ million in 2015 to $ million in 2020 at an estimated CAGR of % during the forecast period. Indispensable requirement to have competent incentive compensation management system, increasing BYOD trend among the organizations, mounting demands for maximizing value of organizational data, manifestation of process expertise and channel expertise, and rising consideration for metrics-driven sales tools are some of the factors that will drive the adoption trends of sales performance management in the years to come. Rise in consideration for sales social collaboration has further increased the adoption of sales performance management services. 6

9 TABLE 2 GLOBAL SALES PERFORMANCE MANAGEMENT SOFTWARE AND SERVICES MARKET SIZE AND GROWTH, ($MILLION, Y-O-Y %) Particulars e 2020-p CAGR ( ) Software Services Market Size Y-o-Y (%) Note: *% is the Y-o-Y% for The table given above highlights the market size and Y-o-Y growth rate of the sales performance management market which comprises software and services. The overall sales performance management software market size is expected to grow from $ million in 2015 to $ million in 2020 at an estimated CAGR of % during the forecast period. The overall sales performance management service market size is expected to grow from $ million in 2015 to $ million in 2020 at an estimated CAGR of % during the forecast period. The increase in adoption of sales performance management software solutions by the SMBs and large enterprises is mainly enriched by the need to have well-channelized sales processes that augment and optimize operations for their sales forces. With the increasing adoption of software solutions, the adoption of services predominately follows. This is because efficient services are incessantly required to maintain the deployed software. TABLE 3 GLOBAL SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE, BY USER TYPE, ($MILLION) User Type e 2020-p CAGR ( ) SMBs Large Enterprises Total The table given above highlights the global sales performance management software market size by user type. The overall sales performance management software market size is expected to grow from $ million in 2015 to $ million in 2020 at an estimated CAGR of % during the forecast period. The sales performance management software market size in SMBs is expected to grow from $ million in 2015 to $ million in 2020 at an estimated CAGR of % during the forecast period. The need to have sophisticated sales workflow patterns supplemented by the need for mentored sales performance practices so as to initiate better decision-making have led to the rise in adoption of this software among the SMBs and large enterprises. 7

10 TABLE 4 GLOBAL SALES PERFORMANCE MANAGEMENT SERVICE MARKET SIZE, BY USER TYPE, ($MILLION) User Type e 2020-p CAGR ( ) SMBs Large Enterprises Total The table given above highlights the global sales performance management service market size by user type. The overall sales performance management service market size is expected to grow from $ million in 2015 to $ million in 2020 at an estimated CAGR of % during the forecast period. The sales performance management service market size in SMBs is expected to grow from $ million in 2015 to $ million in 2020 at an estimated CAGR of % during the forecast period. The creation of channelized sales avenues through more performant sales forces yielded by the sales performance management software has led the SMBs and large enterprises to incorporate the usage of diverse services to maintain the efficient functioning of the deployed software solutions. This realization has been instrumental in leveraging growth in the sales performance management service market. FIGURE 1 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET, SOFTWARE SOLUTION SNAPSHOT (2015 VS 2020) CAGR Incentive Compensation Management - Territory Management - Sales Planning and Monitoring - Sales Analytics - Others* - Market Size ($Million) Note: Others* include gamification, and training and coaching system 8

11 FIGURE 2 CLOUD TO LEAD THE SALES PERFORMANCE MANAGEMENT MARKET IN THE DEPLOYMENT SEGMENT FOR THE FORECAST PERIOD ( ) On-Premises Cloud FIGURE 3 MANAGED SERVICES WILL COUNTINUE TO LEAD THE SALES PERFORMANCE MANAGEMENT MARKET IN THE SERVICE TYPE SEGMENT THROUGHOUT THE FORECAST PERIOD

12 Sales Performance Management Market Global Forecast To 2020 FIGURE 4 LARGE ENTERPRISE TO LEAD THE SALES PERFORMANCE MANAGEMENT MARKET IN THE USER TYPE SEGMENT THROUGHOUT THE FORECAST PERIOD ( ) Large Enterprises SMBs FIGURE 5 MEDIA AND ENTERTAINMENT SECTOR TO GAIN THE HIGHEST TRACTION DURING THE FORECAST PERIOD ( ) Best Market to Invest Media and Entertainment IT and Telecom Travel and Note: The bubbles represent the market Others* size of each region Manufacturing 2015 with the respective CAGR Energy % ( ) and Utilities Hospitality provided in it Note:*Others include public sector, non-profit Transportation organizations, Healthcare and hi-tech and software distribution and Logistics Retail BFSI 10

13 FIGURE 6 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY INDUSTRY (2015 VS 2020): BFSI TO LEAD THE MARKET BFSI Healthcare IT and Telecom Manufacturing Retail Travel and Hospitality Transportation and Logistics Energy and Utilities Media and Entertainment Others* Note: Others include public sector, non-profit organizations, and hi-tech and software distribution FIGURE 7 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SHARE: NORTH AMERICA TO HOLD THE MAXIMUM MARKET SHARE IN 2015 NORTH AMERICA % % EUROPE % % ASIA-PACIFIC % % LATIN AMERICA % % MIDDLE EAST & AFRICA % % % % Note: Market Share in 2015, CAGR ( ), and ranking in terms of market size North America accounted for the largest market share, i.e. % of the global sales performance management market in 2015, followed by Europe. A lot of companies such as IBM Corporation, Oracle Corporation, SAP AG, Callidus Software, Inc., and Xactly Corporation offer sales performance management software and services. The ongoing considerations for multi-channelled sales performance management software enhanced with integrated sales analytics and BI models by the users are one of the prominent factors driving the sales performance management market in North America. 11

14 APAC is expected to grow at the highest rate during the forecast period, at a CAGR of %. Emerging economies in this region such as China and India offer new growth opportunities for the sales performance management vendors. This is because several SMBs and large enterprises present in this region are adopting the sales performance management software to enable sales process expertise within the sales teams on their organization. The provision of customized cloud-based sales performance management solution by the vendors, and demand for outsourcing sales-centric processes maintained and managed through managed services are some of the factors that are driving the sales performance management market in APAC. The key companies involved in the sales performance management ecosystem include SAP AG, Salesforce.com, Inc., IBM Corporation, Oracle Corporation, Callidus Software, Inc., Microsoft Corporation, Synygy, Inc., Xactly Corporation, NICE Systems Ltd., and NetSuite, Inc. The key strategies used by these companies include partnerships and acquisitions to increase their market share and global presence in the sales performance management market. 12

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