“The increasing business progressions across organizations are significantly transforming the operational patterns for organizations worldwide. This has invariably led to the obligatory need to drive sales so as to derive more revenues for the company through enhanced customer engagement. With the definite realization that boosted sales force form the core valuable asset for organizations that define its success functionality, the need to have the sales teams equipped with efficient sales tools and processes has led to the advancement of sales performance management solutions.
Sales performance management solutions facilitate organizations with a consolidated view of their sales data, manage sales teams from anywhere in the organization, and ensure collaboration of their sales workforce. This sales performance management solution helps organizations achieve sales targets, align sales goals based on customer-centricity, outperform their competitors by covering higher sales quotas, aligning their sales strategies to ensure accurate sales revenue generation and commission allocation. The sales performance management software and services help organizations to forecast payouts, standardize sales, share sales data for attending queries, synchronize sales documents, analyze sales channel performance on real-time basis, and credit sales through fair application of compensation. This in turn has helped organizations prioritize their business, improve process efficiency, increase performance through proper sales hierarchies. Further, with the increasing realization of converting sales potentials through client interactions, organizations are improving sales productivity by building client-sales models aligned with categorical sales representatives. Considering these optimizations, the users namely the Small and Medium Businesses (SMBs) and large enterprises, have been instrumental in widely adopting sales performance management solutions.
With client data holding the highest creditability, proficient sales conversions is becoming the substantial factor driving revenues for organizations. The incorporation of sales performance management solutions assists organizations in ensuring timely execution of all their sales initiatives, increase sales turnover, widen visibility of sales coverage, and ensure higher sales satisfaction through execution of intricate sales plans. Further, the SMBs and large enterprises are precisely incorporating these solutions to ensure the precedence of highly motivated salesforce engaging to maximize business value for the organization. In the recent years, the realization of the potential clients that can be identified from the accumulation of sales data present in the organization have led to the expansive considerations of multi-functional sales performance management solutions. The incorporation of the sales performance management software deployed over the cloud and on-premises provides organizations with multiple approaches to accurately manage, maintain, update, and regularize the sales content. This content facilities sales collaboration, and permits visibility for the sales representatives over their mobile devices. Thus, sales performance management has been instrumental in revolutionizing the sales performance within the organizations.
With the rising acknowledgements to sales performance management, these software solutions and services is fast gaining momentum in the market. This has in turn benefited the sales performance management software providers, sales performance management managed service sellers, and cloud-based sales performance management service vendors to leverage and expand their provisions in this market. Considering this, the sales performance management offerings have also been essentially accountable for increasing the average revenues for these stakeholders in the sales performance management ecosystem. Further, the bridging of technologies for Business Intelligence (BI), within the sales performance management offerings has also led to the advancement and broad considerations by various industrial verticals to embrace the usage of sales performance management. Thus, these augmentations have also fostered the rise in sales performance management software and services market.
Over the years, the indispensable requirement to have competent incentive compensation management system, increasing BYOD trend among organizations, and mounting demands for maximizing value of organizational data are some of the prominent factors driving the adoption sales performance management software and services. On the other hand, lack of awareness about the positive impacts of sales performance management, and prevailing sales data security apprehensions are the restraining factors hindering the growth of the sales performance management market. Considering this, the report further helps to identify the latest patterns and trends intensifying the progression in the sales performance management market across all regions.
North America, Europe, and Asia-Pacific have the highest adoption and usage market of sales performance management. The regions of Latin America, and Middle East and Africa are gradually considering these sales performance management software and services, and in turn offer a lot of opportunities for the vendors in the sales performance management market.
There are various assumptions that have been taken into consideration for the market sizing and forecasting exercise. A few of the global assumptions include political, economic, social, technological, and economic factors. The dollar fluctuations are expected to not seriously affect the forecasts in the emerging regions.
The report will help the market leaders/new entrants in the sales performance management market in the following ways:
1. This report segments the market of sales performance management into software solutions and types of services covering this market comprehensively. The report provides the closest approximations of the revenue numbers for the overall market and the sub-segments. The market numbers are further split across deployment types, user types, and industry verticals in all the major regions.
2. This report will help sales performance management software and service providers better understand the competitors and gain more insights to better position one’s business. There is a separate section on competitive landscape, including mergers and acquisitions, and venture capital funding. Besides this, there are company profiles of the ten major players in this market. In this section, market internals are provided that can help place one’s company ahead of the competitors.
3. The report helps the suppliers understand the pulse of the market. It provides information on key market drivers, restraints, and opportunities.
”
“TABLE OF CONTENTS
1 INTRODUCTION 14
1.1 OBJECTIVES OF THE STUDY 14
1.2 MARKET DEFINITION 14
1.3 MARKET SCOPE 15
1.3.1 MARKETS COVERED 15
1.3.2 YEARS CONSIDERED FOR THE STUDY 16
1.4 CURRENCY 16
1.5 LIMITATIONS 16
1.6 STAKEHOLDERS 16
2 RESEARCH METHODOLOGY 17
2.1 MARKET SIZE ESTIMATION 19
2.2 MARKET BREAKDOWN AND DATA TRIANGULATION 21
2.3 MARKET SHARE ESTIMATION 22
2.3.1 KEY DATA FROM SECONDARY SOURCES 22
2.3.2 KEY DATA FROM PRIMARY SOURCES 23
2.3.2.1 Breakdown Of primaries 24
2.3.2.2 Key industry insights 25
2.4 ASSUMPTIONS 26
3 EXECUTIVE SUMMARY 27
4 PREMIUM INSIGHTS 35
4.1 ATTRACTIVE MARKET OPPORTUNITIES IN THE SALES PERFORMANCE MANAGEMENT MARKET 35
4.2 SALES PERFORMANCE MANAGEMENT MARKET – TOP THREE INDUSTRIES 35
4.3 SALES PERFORMANCE MANAGEMENT MARKET – TOP THREE VERTICALS AND REGIONS (2015) 36
4.4 SALES PERFORMANCE MANAGEMENT MARKET (2020) 36
4.5 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY SOLUTION 37
4.6 SALES PERFORMANCE MANAGEMENT REGIONAL MARKET 37
4.7 PRODUCT GROWTH MATRIX 38
4.8 LIFE CYCLE ANALYSIS BY REGION, 2015 39
5 MARKET OVERVIEW 40
5.1 INTRODUCTION 41
5.2 EVOLUTION 41
5.3 MARKET SEGMENTATION 42
5.3.1 BY SOLUTION 42
5.3.2 BY DEPLOYMENT 43
5.3.3 BY SERVICE TYPE 43
5.3.4 BY USER TYPE 43
5.3.5 BY INDUSTRY 44
5.3.6 BY REGION 44
5.4 MARKET DYNAMICS 44
5.4.1 DRIVERS 45
5.4.1.1 Indispensable requirement to have competent incentive compensation management system 45
5.4.1.2 Increasing BYOD trend among the organizations 46
5.4.1.3 Mounting demands for maximizing value of organizational data 46
5.4.1.4 Manifestation of process expertise and channel effectiveness 46
5.4.1.5 Rising consideration for metrics driven sales tools 47
5.4.2 RESTRAINTS 48
5.4.2.1 Lack of awareness about the positive impacts of sales performance management 48
5.4.2.2 Prevailing sales data security apprehensions 48
5.4.2.3 Ongoing structural changes among organizations 48
5.4.3 OPPORTUNITIES 49
5.4.3.1 Bridging of technologies for BI with the cloud 49
5.4.3.2 Incorporation of integrated vendor offerings 49
5.4.4 CHALLENGES 50
5.4.4.1 Unwillingness towards investing in expensive sales tools 50
5.4.4.2 Diversified sales data maintenance regulation present across organizations 50
6 INDUSTRY TRENDS 52
6.1 INTRODUCTION 52
6.2 VALUE CHAIN ANALYSIS 52
6.3 PORTER’S FIVE FORCES ANALYSIS 54
6.3.1 THREAT OF NEW ENTRANTS 54
6.3.2 THREAT OF SUBSTITUTES 55
6.3.3 BARGAINING POWER OF SUPPLIERS 55
6.3.4 BARGAINING POWER OF BUYERS 55
6.3.5 INTENSITY OF COMPETITIVE RIVARLY 56
7 SALES PERFORMANCE MANAGEMENT MARKET ANALYSIS, BY SOLUTION 57
7.1 INTRODUCTION 58
7.2 INCENTIVE COMPENSATION MANAGEMENT 59
7.3 TERRITORY MANAGEMENT 60
7.4 SALES PLANNING AND MONITORING 62
7.5 SALES ANALYTICS 62
7.6 OTHERS 64
8 SALES PERFORMANCE MANAGEMENT MARKET ANALYSIS, BY DEPLOYMENT 65
8.1 INTRODUCTION 66
8.2 CLOUD 67
8.3 ON-PREMISES 68
9 SALES PERFORMANCE MANAGEMENT MARKET ANALYSIS, BY SERVICE TYPE 70
9.1 INTRODUCTION 71
9.2 CONSULTING 72
9.3 IMPLEMENTATION 72
9.4 TRAINING AND SUPPORT 73
9.5 MANAGED SERVICES 74
10 SALES PERFORMANCE MANAGEMENT MARKET ANALYSIS, BY USER TYPE 76
10.1 INTRODUCTION 77
10.2 SMBS 78
10.3 LARGE ENTERPRISES 79
11 SALES PERFORMANCE MANAGEMENT MARKET ANALYSIS, BY INDUSTRY 81
11.1 INTRODUCTION 82
11.2 BFSI 85
11.3 RETAIL 86
11.4 HEALTHCARE 87
11.5 IT AND TELECOM 88
11.6 MANUFACTURING 89
11.7 ENERGY AND UTILITIES 90
11.8 TRAVEL AND HOSPITALITY 91
11.9 TRANSPORTATION AND LOGISTICS 92
11.10 MEDIA AND ENTERTAINMENT 93
11.11 OTHERS 94
12 GEOGRAPHIC ANALYSIS 95
12.1 INTRODUCTION 96
12.2 NORTH AMERICA 99
12.3 EUROPE 103
12.4 ASIA-PACIFIC 105
12.5 MIDDLE EAST AND AFRICA 109
12.6 LATIN AMERICA 112
13 COMPETITIVE LANDSCAPE 115
13.1 OVERVIEW 115
13.2 COMPETITIVE SITUATIONS AND TRENDS 117
13.2.1 VENTURE CAPITAL (VC) FUNDING 118
13.2.2 AGREEMENTS, PARTNERSHIPS, COLLABORATIONS, AND JOINT VENTURES, 2012–2014 121
13.2.3 MERGERS AND ACQUISITIONS 124
13.2.4 NEW PRODUCT LAUNCHES 127
14 COMPANY PROFILES 129
14.1 INTRODUCTION 129
14.2 SAP AG 130
14.3 SALESFORCE.COM, INC. 134
14.4 IBM CORPORATION 138
14.5 ORACLE CORPORATION 142
14.6 CALLIDUS SOFTWARE, INC. 145
14.7 MICROSOFT CORPORATION 149
14.8 SYNYGY, INC. 152
14.9 XACTLY CORPORATION 155
14.10 NETSUITE, INC. 158
14.11 NICE SYSTEMS LTD. 161
15 APPENDIX 164
15.1 INSIGHTS FROM INDUSTRY EXPERTS 164
15.2 DISCUSSION GUIDE 165
15.3 INTRODUCING RT: REAL TIME MARKET INTELLIGENCE 170
15.4 AVAILABLE CUSTOMIZATIONS 171
15.5 RELATED REPORTS 172
“
“LIST OF TABLES
TABLE 1 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE AND GROWTH,
2013-2020 ($MILLION, Y-O-Y %) 28
TABLE 2 GLOBAL SALES PERFORMANCE MANAGEMENT SOFTWARE AND SERVICES MARKET SIZE AND GROWTH, 2013-2020 ($MILLION, Y-O-Y %) 29
TABLE 3 GLOBAL SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE, BY USER TYPE, 2013-2020 ($MILLION) 29
TABLE 4 GLOBAL SALES PERFORMANCE MANAGEMENT SERVICE MARKET SIZE, BY USER TYPE, 2013-2020 ($MILLION) 30
TABLE 5 SALES PERFORMANCE MANAGEMENT MARKET: ANALYSIS OF DRIVERS 47
TABLE 6 SALES PERFORMANCE MANAGEMENT MARKET: ANALYSIS OF RESTRAINTS 49
TABLE 7 SALES PERFORMANCE MANAGEMENT MARKET: ANALYSIS OF OPPORTUNITIES 50
TABLE 8 SALES PERFORMANCE MANAGEMENT MARKET: ANALYSIS OF CHALLENGES 51
TABLE 9 GLOBAL SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE ,
BY SOLUTION, 2013–2020 ($MILLION) 58
TABLE 10 INCENTIVE COMPENSATION MANAGEMENT SOLUTION: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 60
TABLE 11 TERRITORY MANAGEMENT SOLUTION: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 61
TABLE 12 SALES PLANNING AND MONITORING SOLUTION: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 62
TABLE 13 SALES ANALYTICS SOLUTION: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 63
TABLE 14 OTHERS: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION,
2013–2020 ($MILLION) 64
TABLE 15 GLOBAL SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE,
BY DEPLOYMENT, 2013–2020 ($MILLION) 66
TABLE 16 CLOUD-BASED DEPLOYMENT: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 68
TABLE 17 ON-PREMISES DEPLOYMENT: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 69
TABLE 18 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY SERVICE TYPE, 2013–2020 ($MILLION) 71
TABLE 19 CONSULTING SERVICE TYPE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 72
TABLE 20 IMPLEMENTATION SERVICE TYPE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 73
TABLE 21 TRAINING AND SUPPORT SERVICE TYPE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 73
TABLE 22 MANAGED SERVICES TYPE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 74
TABLE 23 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY USER TYPE, 2013–2020 ($MILLION) 77
TABLE 24 SMBS: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY COMPONENT, 2013–2020 ($MILLION) 79
TABLE 25 SMBS: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION,
2013–2020 ($MILLION) 79
TABLE 26 LARGE ENTERPRISES: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY COMPONENT, 2013–2020 ($MILLION) 80
TABLE 27 LARGE ENTERPRISES: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY REGION, 2013–2020 ($MILLION) 80
TABLE 28 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY INDUSTRY, 2013–2020 ($MILLION) 84
TABLE 29 BFSI: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION,
2013–2020 ($MILLION) 85
TABLE 30 RETAIL: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION,
2013–2020 ($MILLION) 86
TABLE 31 HEALTHCARE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 87
TABLE 32 IT AND TELECOM: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY REGION, 2013–2020 ($MILLION) 88
TABLE 33 MANUFACTURING: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY REGION, 2013–2020 ($MILLION) 89
TABLE 34 ENERGY AND UTILITIES: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY REGION, 2013–2020 ($MILLION) 90
TABLE 35 TRAVEL AND HOSPITALITY: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 91
TABLE 36 TRANSPORTATION AND LOGISTICS: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 92
TABLE 37 MEDIA AND ENTERTAINMENT: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 93
TABLE 38 OTHERS: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION,
2013–2020 ($MILLION) 94
TABLE 39 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION,
2013–2020 ($MILLION) 98
TABLE 40 SOFTWARE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION, 2013–2020 ($MILLION) 98
TABLE 41 SERVICE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY REGION,
2013–2020 ($MILLION) 99
TABLE 42 NORTH AMERICA: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY COMPONENT, 2013–2020 ($MILLION) 101
TABLE 43 NORTH AMERICA: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY SOLUTION, 2013–2020 ($MILLION) 101
TABLE 44 NORTH AMERICA: SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE, BY DEPLOYMENT, 2013–2020 ($MILLION) 101
TABLE 45 NORTH AMERICA: SALES PERFORMANCE MANAGEMENT SERVICE MARKET SIZE, BY SERVICE TYPE, 2013–2020 ($MILLION) 102
TABLE 46 NORTH AMERICA: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY INDUSTRY, 2013–2020 ($MILLION) 102
TABLE 47 EUROPE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY COMPONENT, 2013–2020 ($MILLION) 103
TABLE 48 EUROPE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY SOLUTION, 2013–2020 ($MILLION) 104
TABLE 49 EUROPE: SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE,
BY DEPLOYMENT, 2013–2020 ($MILLION) 104
TABLE 50 EUROPE: SALES PERFORMANCE MANAGEMENT SERVICE MARKET SIZE,
BY SERVICE TYPE, 2013–2020 ($MILLION) 104
TABLE 51 EUROPE: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY INDUSTRY, 2013–2020 ($MILLION) 105
TABLE 52 APAC: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY COMPONENT, 2013–2020 ($MILLION) 107
TABLE 53 APAC: SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE,
BY SOLUTION, 2013–2020 ($MILLION) 108
TABLE 54 APAC: SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE,
BY DEPLOYMENT, 2013–2020 ($MILLION) 108
TABLE 55 APAC: SALES PERFORMANCE MANAGEMENT SERVICE MARKET SIZE, BY SERVICE TYPE, 2013–2020 ($MILLION) 108
TABLE 56 APAC: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY INDUSTRY,
2013–2020 ($MILLION) 109
TABLE 57 MEA: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY COMPONENT, 2013–2020 ($MILLION) 110
TABLE 58 MEA: SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE,
BY SOLUTION, 2013–2020 ($MILLION) 110
TABLE 59 MEA: SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE,
BY DEPLOYMENT, 2013–2020 ($MILLION) 110
TABLE 60 MEA: SALES PERFORMANCE MANAGEMENT SERVICE MARKET SIZE, BY SERVICE TYPE, 2013–2020 ($MILLION) 111
TABLE 61 MEA: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY INDUSTRY,
2013–2020 ($MILLION) 111
TABLE 62 LATIN AMERICA: SALES PERFORMANCE MANAGEMENT MARKET SIZE,
BY COMPONENT, 2013–2020 ($MILLION) 112
TABLE 63 LATIN AMERICA: SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE, BY SOLUTION, 2013–2020 ($MILLION) 112
TABLE 64 LATIN AMERICA: SALES PERFORMANCE MANAGEMENT SOFTWARE MARKET SIZE, BY DEPLOYMENT, 2013–2020 ($MILLION) 113
TABLE 65 LATIN AMERICA: SALES PERFORMANCE MANAGEMENT SERVICE MARKET SIZE,
BY SERVICE TYPE, 2013–2020 ($MILLION) 113
TABLE 66 LATIN AMERICA: SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY INDUSTRY, 2013–2020 ($MILLION) 114
TABLE 67 VC FUNDING, 2012–2014 118
TABLE 68 AGREEMENTS, PARTNERSHIPS, COLLABORATIONS, AND JOINT VENTURES,
2012-2014 121
TABLE 69 MERGERS AND ACQUISITIONS, 2012–2014 124
TABLE 70 NEW PRODUCT LAUNCHES, 2012–2014 127
“
“LIST OF FIGURES
FIGURE 1 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET: RESEARCH METHODOLOGY 17
FIGURE 2 MARKET SIZE ESTIMATION METHODOLOGY: BOTTOM-UP APPROACH 19
FIGURE 3 MARKET SIZE ESTIMATION METHODOLOGY: TOP-DOWN APPROACH 20
FIGURE 4 DATA TRIANGULATION 21
FIGURE 5 BREAKDOWN OF PRIMARY INTERVIEWS: BY COMPANY TYPE, DESIGNATION, AND REGION 24
FIGURE 6 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET, SOFTWARE SOLUTION SNAPSHOT (2015 VS 2020) 30
FIGURE 7 CLOUD TO LEAD THE SALES PERFORMANCE MANAGEMENT MARKET IN THE DEPLOYMENT SEGMENT FOR THE FORECAST PERIOD (2015-2020) 31
FIGURE 8 MANAGED SERVICES WILL COUNTINUE TO LEAD THE SALES PERFORMANCE MANAGEMENT MARKET IN THE SERVICE TYPE SEGMENT THROUGHOUT THE FORECAST PERIOD 31
FIGURE 9 LARGE ENTERPRISE TO LEAD THE SALES PERFORMANCE MANAGEMENT MARKET IN THE USER TYPE SEGMENT THROUGHOUT THE FORECAST PERIOD (2015-2020) 32
FIGURE 10 MEDIA AND ENTERTAINMENT SECTOR TO GAIN THE HIGHEST TRACTION DURING THE FORECAST PERIOD (2015-2020) 32
FIGURE 11 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SIZE, BY INDUSTRY
(2015 VS 2020): BFSI TO LEAD THE MARKET 33
FIGURE 12 GLOBAL SALES PERFORMANCE MANAGEMENT MARKET SHARE: NORTH AMERICA TO HOLD THE MAXIMUM MARKET SHARE IN 2015 33
FIGURE 13 EMERGING ECONOMIES OFFER ATTRACTIVE MARKET OPPORTUNITIES IN THE SALES PERFORMANCE MANAGEMENT MARKET 35
FIGURE 14 MEDIA AND ENTERTAINMENT TO GROW AT THE FASTEST RATE AMONG THE TOP THREE VERTICALS IN THE SALES PERFORMANCE MANAGEMENT MARKET 35
FIGURE 15 NORTH AMERICA HELD THE MAXIMUM MARKET SHARE AMONG ALL THE REGIONS IN THE SALES PERFORMANCE MANAGEMENT MARKET (2015) 36
FIGURE 16 TERRITORY MANAGEMENT SOLUTION WILL DOMINATE THE SALES PERFORMANCE MANAGEMENT MARKET DURING THE FORECAST PERIOD (2015-2020) 36
FIGURE 17 MORE THAN 1/4TH OF THE MARKET WILL COME FROM THE TOP TWO SOLUTION TYPES IN 2015-2020 37
FIGURE 18 ASIA-PACIFIC MARKET TO GROW FASTER THAN NORTH AMERICA AND EUROPE DURING THE FORECAST PERIOD (2015-2020) 37
FIGURE 19 SALES PERFORMANCE MANAGEMENT MARKET GROWTH MATRIX BY SOLUTION 38
FIGURE 20 APAC MARKET TO GROW EXPONENTIALLY DURING THE FORECAST PERIOD 39
FIGURE 21 MARKET EVOLUTION OF SALES PERFORMANCE MANAGEMENT MARKET 42
FIGURE 22 SALES PERFORMANCE MANAGEMENT MARKET SEGMENTATION: BY SOLUTION 42
FIGURE 23 SALES PERFORMANCE MANAGEMENT MARKET SEGMENTATION: BY DEPLOYMENT 43
FIGURE 24 SALES PERFORMANCE MANAGEMENT MARKET SEGMENTATION: BY SERVICE 43
FIGURE 25 SALES PERFORMANCE MANAGEMENT MARKET SEGMENTATION: BY USER TYPE 43
FIGURE 26 SALES PERFORMANCE MANAGEMENT MARKET SEGMENTATION: BY INDUSTRY 44
FIGURE 27 SALES PERFORMANCE MANAGEMENT MARKET SEGMENTATION: BY REGION 44
FIGURE 28 SALES PERFORMANCE MANAGEMENT MARKET: ANALYSIS OF DRIVERS, RESTRAINTS, OPPORTUNITIES AND CHALLENGES 45
FIGURE 29 SALES PERFORMANCE MANAGEMENT, VALUE CHAIN ANALYSIS: MAJOR ROLE PLAYED BY SALES PERFORMANCE MANAGEMENT SOLUTION PROVIDERS 53
FIGURE 30 PORTER’S FIVE FORCES ANALYSIS 54
FIGURE 31 SALES ANALYTICS IS EXPECTED TO HAVE THE HIGHEST CAGR DURING THE FORECAST PERIOD (2015-2020) 58
FIGURE 32 APAC IS EXPECTED TO BE THE FASTEST GROWING REGION FOR INCENTIVE COMPENSATION MANAGEMENT SOLUTION IN SALES PERFORMANCE MANAGEMENT DURING THE FORECAST PERIOD (2015-2020) 59
FIGURE 33 TERRITORY MANAGEMENT SOLUTION IS A WIDELY USED SOLUTION IN THE SALES PERFORMANCE MANAGEMENT MARKET IN 2015 61
FIGURE 34 SALES ANALYTICS IS EXPECTED TO HAVE A HIGH GROWTH RATE IN ALL REGIONS DURING THE FORECAST PERIOD (2015-2020) 63
FIGURE 35 CLOUD DEPLOYMENT WILL HAVE THE HIGHEST CAGR DURING THE FORECAST PERIOD 66
FIGURE 36 APAC IS EXPECTED TO BE THE FASTEST-GROWING REGION FOR CLOUD DEPLOYMENTS IN THE SALES PERFORMANCE MANAGEMENT MARKET DURING THE FORECAST PERIOD (2015-2020) 67
FIGURE 37 MANAGED SERVICES IS EXPECTED TO HAVE THE HIGHEST CAGR DURING THE FORECAST PERIOD (2015-2020) 71
FIGURE 38 APAC IS EXPECTED TO BE THE FASTEST-GROWING REGION FOR MANAGED SERVICE IN THE SALES PERFORMANCE MANAGEMENT MARKET DURING THE FORECAST PERIOD (2015-2020) 74
FIGURE 39 SMBS SEGMENT IS EXPECTED TO BE THE FASTEST GROWING USER TYPE SEGMENT IN THE SALES PERFORMANCE MANAGEMENT MARKET DURING THE FORECAST PERIOD (2015-2020) 77
FIGURE 40 LARGE ENTERPRISES SEGMENT IS EXPECTED TO DOMINATE THE SALES PERFORMANCE MANAGEMENT MARKET DURING THE FORECAST PERIOD
(2015-2020) 78
FIGURE 41 BFSI, MANUFACTURING, AND RETAIL WILL CONTINUE TO DOMINATE THE SALES PERFORMANCE MANAGEMENT MARKET DURING THE FORECAST PERIOD
(2015-2020) 82
FIGURE 42 GEOGRAPHIC ANALYSIS OF SALES PERFORMANCE MANAGEMENT MARKET, BY INDUSTRY (2015) 83
FIGURE 43 MORE THAN 40% OF SALES PERFORMANCE MANAGEMENT MARKET SHARE WILL BE FROM THE BFSI, HEALTHCARE, AND IT AND TELECOM VERTICALSDURING THE FORECAST PERIOD 83
FIGURE 44 NORTH AMERICA WILL CONTINUE TO LEAD THE SALES PERFORMANCE MANAGEMENT MARKET DURING THE FORECAST PERIOD (2015-2020) 96
FIGURE 45 GEOGRAPHIC SNAPSHOT – APAC IS EMERGING AS A NEW HOTSPOT FOR THE SALES PERFORMANCE MANAGEMENT MARKET 97
FIGURE 46 APAC: AN ATTRACTIVE DESTINATION FOR SALES PERFORMANCE MANAGEMENT MARKET 97
FIGURE 47 NORTH AMERICA MARKET SNAPSHOT: INVESTMENT IN CLOUD-BASED SALES PERFORMANCE MANAGEMENT WILL DRIVE THE MARKET 100
FIGURE 48 APAC MARKET SNAPSHOT: RISE IN DEMAND FOR SALES PERFORMANCE MANAGEMENT BY THE USERS FROM THE DEVELOPING ECONOMIES WILL DRIVE THE MARKET 106
FIGURE 49 APAC IS EXPECTED TO BE THE FASTEST-GROWING REGION IN THE SALES PERFORMANCE MANAGEMENT MARKET IN THE FORECAST PERIOD (2015-2020) 107
FIGURE 50 COMPANIES ADOPTED MERGERS AND ACQUISITIONS AS THE KEY GROWTH STRATEGY DURING 2012-2014 115
FIGURE 51 NICE SYSTEMS LTD. GREW AT THE HIGHEST RATE BETWEEN 2010 AND 2014 116
FIGURE 52 MARKET EVALUATION FRAMEWORK: SIGNIFICANT NUMBER OF PARTNERSHIPS HAVE FUELED GROWTH IN 2013 AND 2014 117
FIGURE 53 BATTLE FOR MARKET SHARE: PARTNERSHIPS, AGREEMENTS, COLLABORATIONS, JOINT VENTURES, AND VENTURE FUNDING WERE THE KEY STRATEGIES 118
FIGURE 54 GEOGRAPHIC REVENUE MIX OF TOP 5 MARKET PLAYERS 129
FIGURE 55 SAP AG: COMPANY SNAPSHOT 130
FIGURE 56 SAP AG: SWOT ANALYSIS 132
FIGURE 57 SALESFORCE.COM INC.: COMPANY SNAPSHOT 134
FIGURE 58 SALESFORCE.COM, INC.: SWOT ANALYSIS 136
FIGURE 59 IBM CORPORATION: COMPANY SNAPSHOT 138
FIGURE 60 IBM CORPORATION: SWOT ANALYSIS 140
FIGURE 61 ORACLE CORPORATION: COMPANY SNAPSHOT 142
FIGURE 62 ORACLE CORPORATION: SWOT ANALYSIS 144
FIGURE 63 CALLIDUS SOFTWARE, INC.: COMPANY SNAPSHOT 145
FIGURE 64 CALLIDUS SOFTWARE, INC.: SWOT ANALYSIS 148
FIGURE 65 MICROSOFT CORPORATION: COMPANY SNAPSHOT 149
FIGURE 66 NETSUITE, INC.: COMPANY SNAPSHOT 158
FIGURE 67 NICE SYSTEMS LTD.: COMPANY SNAPSHOT 161
“
