SPM Platform Drive-Off Costs: How the Decision to Buy or Lease Impacts Total Cost of Ownership

Posted by Steven Bebout on Fri, Jul 01, 2016


This past fall, I decided that it was time to get a new car. It sounds like an easy decision to make, but it wasn’t. The decision involved my budget, what type of vehicle I wanted, features desired, gas mileage and maintenance plans; all of these would factor into my total cost of ownership (TCO). After finding a vehicle and evaluating the trade-offs of buying versus leasing, I decided to lease my car. In my experience, this process is analogous to determining which sales performance management (SPM) platform fits your organization’s needs: Do you go in-house with an on-premises platform (buy), or do you select a software-as-a-service subscription option (lease)?


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A Winning Hand: How to Stack the Deck to Ensure a Successful SPM Implementation

Posted by Steven Bebout on Mon, May 09, 2016

A high level of excitement tends to surface when the request for funding to automate your organization’s sales compensation process is approved. The journey that culminates in approval of a sales performance management system can take months or years to complete. Many hours are spent researching technologies, reviewing Gartner’s Magic Quadrant for Sales Performance Management, attending vendors’ user conferences, and discussing functionality with vendors’ sales reps. Although it’s fun to focus on the set of differentiating bells and whistles delivered by the solution that you selected, once the funding is secured, it’s imperative to focus on preparing for the implementation: identifying your implementation partner, completing mission-critical due diligence, constructing your internal team, and preparing for your implementation kickoff.


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