In 2021, the top 10 SPM software vendors accounted for nearly 63.5% of the global SPM applications market which grew 9.6% to approach nearly $1.7 billion in license, maintenance and subscription revenues.
Last year SAP led the pack with a 14.5% market share in license, maintenance and subscription revenues. Salesforce was #2 followed by Xactly, PROS Holdings, and Cincom Systems.
We ask the simple question: Who’s buying SPM applications from whom and why? And we provide the answers – supported by decades of research – to our clients around the world. (Sample from our Apps Database)
Through our forecast period, the Sales Performance Management applications market size is expected to reach $1.9 billion by 2026, compared with $1.7 billion in 2021 at a compound annual growth rate of 2.4%.
| Exhibit 2: Worldwide SPM Software Market 2021-2026 Forecast, $M | |||
|---|---|---|---|
| Year | 2021 | 2026 | 2021-2026 CAGR, % |
| Total | 1726 | 1945 | 2.4% |
Source: Apps Run The World, September 2022
Top 10 SPM Software Vendors
Sales Performance Management tracks and automates different incentive compensation programs for salespeople as well as other functions specific to inside, outbound and channel sales activities including territory and quota management, account segmentation and scoring, and deal and quote management. SPM applications revenues represent a major contributor to the Human Capital Management market as part of our market sizing exercise.
Incentive compensation gains traction across services sectors with Cloud startups exploiting flexible pricing to gain an upper hand.
Here are the rankings of the top 10 Sales Performance Management software vendors in 2021 and their market shares.
| Rank | Vendor | 2020 Sales Performance Management Apps Revenues, $M | 2021 Sales Performance Management Apps Revenues, $M | YoY Growth | 2021 Sales Performance Management Market Share, % | Recent Developments |
|---|---|---|---|---|---|---|
| 1 | SAP | Subscribe | Subscribe | -3.5% | Subscribe | SAP’s acquisition of CallidusCloud has vaulted SAP to become the No. 1 SPM vendor with more incremental gains after it’s purchase of Hybris as the CX anchor for SAP Sales Cloud. |
| 2 | Salesforce | Subscribe | Subscribe | 5.8% | Subscribe | Salesforce has added new CRM features to Sales Cloud planned for release throughout 2022, including new details on Slack integrations, revenue intelligence subscription tools that add Einstein Deal Insights to measure the health of a deal with AI and sales enablement. More than 100,000 customers, and 2 million users around the world rely on the Sales Cloud to help them close deals and improve collaboration. |
| 3 | Xactly | Subscribe | Subscribe | 22.2% | Subscribe | Xactly closed the best year in company history, experiencing 86% year-over-year growth for FY22. In March 2021, Xactly acquired TopOPPS, a company focused on artificial intelligence (AI), sales pipeline management and forecasting. |
| 4 | PROS Holdings | Subscribe | Subscribe | 6.9% | Subscribe | In December 2021, PROS acquired EveryMundo, a provider in fare marketing technology for airlines. Together with the Travelaer acquisition, PROS further extends its comprehensive portfolio to enable airlines to transform the traveler’s digital experience across all retail channels. |
| 5 | Cincom Systems Inc. | Subscribe | Subscribe | 4.3% | Subscribe | CPQSync is a cloud-based, SaaS solution that’s native to Microsoft Azure and embedded in the Dynamics 365 CRM for a truly seamless user experience. |
| 6 | Anaplan | Subscribe | Subscribe | 18.0% | Subscribe | As of March 2022, Anaplan has over 175 partners and more than 1,900 customers worldwide. In June 2022, Anaplan has ceased trading after its acquisition by Thoma Bravo, in an all-cash transaction valued at approximately $10.4 billion. |
| 7 | Conga | Subscribe | Subscribe | 4.9% | Subscribe | Apttus acquired Conga and takes its name in $715m deal. The combined business becomes one of the biggest players in the Salesforce ecosystem, claiming more than 10,000 enterprise and mid-market customers who bring in annual revenues of $400 million — and adds a new twist to an already tortuous history. |
| 8 | Oracle | Subscribe | Subscribe | 7.1% | Subscribe | Oracle Sales Permance Management is deployed as a SaaS solution, besides full features for sales it has the ability to connect to Oracle Fusion modules such as ERP, CX Sales, and HCM. |
| 9 | Varicent | Subscribe | Subscribe | 7.3% | Subscribe | In August 2021, Varicent acquired Concert Finance, a provider of commissions software designed by compensation experts. The acquisition of Concert Finance fits into Varicent’s strategy to create comprehensive, innovative, and scalable Sales Performance Management portfolio. |
| 10 | Vendavo | Subscribe | Subscribe | 12.9% | Subscribe | In 2022, Vendavo acquired Market Medium. The acquisition significantly accelerates Vendavo’s roadmap to enable manufacturing and distribution organizations as they optimize revenue growth and profitability. One year prior, Vendavo has secured a major round of strategic investment from Accel-KKR, along with a re-investment by current owner Francisco Partners. |
| Subtotal | Subscribe | Subscribe | 6.5% | Subscribe | ||
| Other | Subscribe | Subscribe | 15.3% | Subscribe | ||
| Total | 1575 | 1726 | 9.6% | 100% |
Source: Apps Run The World, September 2022
Other SPM software providers included in the report are: CDK Global, Cox Automotive, CloudSense, Gong, Microsoft, Iconixx, Incentives Solutions, InsightSquared, Nice Systems, Optymyze, Performio, Price f(x) AG, SAS Institute, Spiff Inc, QuickBase, Verint Systems Inc., Veeva Systems Inc, Workday, Xoxoday, Zuora, and others.
Custom data cuts related to the SPM Applications market are available:
- Top 60+ SPM Applications Vendors and Market Forecast 2021-2026
- 2021 SPM Applications Market By Industry (21 Verticals)
- 2021 SPM Applications Market By SPM Segments and Categories
- 2021 SPM Applications Market By Country (USA + 45 countries)
- 2021 SPM Applications Market By Region (Americas, EMEA, APAC)
- 2021 SPM Applications Market By Revenue Type (License, Services, Hardware, Support and Maintenance, Cloud)
- 2021 SPM Applications Market By Customer Size (revenue, employee count, asset)
- 2021 SPM Applications Market By Channel (Direct vs Direct)
- 2021 SPM Applications Market By Product
Exhibit 4 shows the enterprise applications market by functional area. The highest growth functional markets revolve around smaller segments like eCommerce, Enterprise Performance Management, Sales Performance Management and Treasury and Risk, where first movers remain less established than those that for decades have been entrenched in functional areas like ERP, CRM and PLM.
Sales Performance Management (SPM) Win/Loss Analysis As Part Of Enterprise Applications Buyer Insight Customer Database
On the buyer side, customers are investing in Sales Performance Management systems based on new features and capabilities that are expected to replace their existing legacy systems. In many cases, competitive upgrades and replacements that could have a profound impact on future market-share changes will become more widespread.
Since 2010, our global team of researchers have been studying the patterns of the latest SPM software purchases by customers around the world, aggregating massive amounts of data points that form the basis of our forecast assumptions and perhaps the rise and fall of certain vendors and their products on a quarterly basis.
Updated continuously, our database features extensive win/loss analysis. Each year our research team identifies tens of thousands of these customer wins and losses from public and proprietary sources.
The research results are being incorporated into regular updates in our Enterprise Applications Buyer Insight Customer Database. You can access the Quarterly Win/Loss Analysis Scoreboard and our Enterprise Applications Buyer Insight Customer Database by becoming a subscriber.
Source: Apps Run The World, December 2021
Further Readings
An expanded version of this report covers additional Sales Performance Management Software Vendors, offering in-depth analysis of the market dynamics, vendors’ Strengths, Customers, Opportunities, Risks and Ecosystems as well as their ability to gain Shares (SCORES) within their respective space.
We also offer win-loss analysis of the quarterly wins of these top vendors and whether incumbents and upstarts pose any real threat to their standing amid shifting market requirements and user preferences.
More Enterprise Applications Research Findings
Based on the latest annual survey of 3,000+ enterprise software vendors, Apps Run The World is releasing a number of dedicated reports, which profile the world’s 500 largest Enterprise Applications Vendors (Apps Top 500) and the world’s 500 largest Cloud Applications Vendors (Cloud Top 500) ranked by their 2015-2021 product revenues.
Their 2021 results are being broken down, sorted and ranked across 16 functional areas(from Analytics to Treasury and Risk Management) and by 21 vertical industries(from Aerospace to Utility), as shown in our Taxonomy. Further breakdowns by subvertical, country, company size, etc. are available as custom data cuts per special request.
Research Methodology
Each year our global team of researchers conduct an annual survey of thousands of enterprise software vendors by contacting them directly on their latest quarterly and annual revenues by country, functional area, and vertical market.
We supplement their written responses with our own primary research to determine quarterly and yearly growth rates, In addition to customer wins to ascertain whether these are net new purchases or expansions of existing implementations.
Another dimension of our proactive research process is through continuous improvement of our customer database, which stores more than one million records on the enterprise software landscape of over 100,000 organizations around the world.
The database provides customer insight and contextual information on what types of enterprise software systems and other relevant technologies are they running and their propensity to invest further with their current or new suppliers as part of their overall IT transformation projects to stay competitive, fend off threats from disruptive forces, or comply with internal mandates to improve overall enterprise efficiency.
The result is a combination of supply-side data and demand-generation customer insight that allows our clients to better position themselves in anticipation of the next wave that will reshape the enterprise software marketplace for years to come.
