In 2019, the top 10 SPM software vendors accounted for nearly 70.2% of the global SPM applications market which grew 8.2% to approach nearly $1405 million in license, maintenance and subscription revenues.
Last year SAP led the pack with an 18.1% market share riding on a 4.8% jump in license, maintenance and subscription revenues. Oracle was #2 followed by Xactly, PROS Holdings and Vendavo.
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 $1650 million by 2024, compared with $1405 millions in 2019 at a compound annual growth rate of 3.3%.
| Exhibit 2: Worldwide SPM Software Market 2019-2024 Forecast, $M | |||
|---|---|---|---|
| Year | 2019 | 2024 | 2019-2024 CAGR, % |
| Total | 1405 | 1650 | 3.3% |
Source: Apps Run The World, November 2020
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 2019 and their market shares.
| Rank | Vendor | 2018 Sales Performance Management Apps Revenues, $M | 2019 Sales Performance Management Apps Revenues, $M | YoY Growth | 2019 Sales Performance Management Market Share, % | Recent Developments |
|---|---|---|---|---|---|---|
| 1 | SAP | Subscribe | Subscribe | 4.8% | Subscribe | SAP’s Acquisition of CallidusCloud has vaulted SAP to become the No. 1 SPM vendor with more incremental gains after its purchase of Qualtrics for Experience Management along with Hybris as the CX anchor for SAP Sales Cloud. |
| 2 | Oracle | Subscribe | Subscribe | 5.9% | Subscribe | Oracle Digital Sales is the first CX application featuring Oracle’s new Redwood user experience, which they introduced recently at Oracle OpenWorld. It’s a company-wide effort that touches its products and corporate brand. Drawing on core tenets of Redwood, Oracle Digital Sales brings together an intuitive, guided selling experience, powerful AI, contextual data, automation, and integrated voice and sales communication tools in a beautiful, modern user experience that’s easy to use and intentionally designed to support how digital sellers work. |
| 3 | Xactly | Subscribe | Subscribe | 36.4% | Subscribe | In September 2020, Xactly selects Oracle Cloud Infrastructure (OCI) to run its flagship Incent SaaS application. Earlier, Xactly acquired Obero, a growing sales performance management (SPM) company. |
| 4 | PROS Holdings | Subscribe | Subscribe | 35.1% | Subscribe | Built on an AI-platform, PROS solutions effectively leverage AI to drive business value through outcomes like more personalized and profitable pricing and product offers, leading to more sales and customer satisfaction. The comprehensive suite of PROS selling solutions provide tools that automate sales tasks such as lead generation, quoting and pricing. |
| 5 | Vendavo | Subscribe | Subscribe | 20.7% | Subscribe | In July 2020, Vendavo launched Vendavo Deal Price Guidance for Salesforce Sales Cloud on Salesforce AppExchange, empowering customers to optimize deal win rates, improve enterprise profitability and enhance the overall customer experience. |
| 6 | Anaplan, Inc. | Subscribe | Subscribe | 11.8% | Subscribe | In 2019, Anaplan acquired Mintigo, Israeli-based predictive analytics, and AI solutions provider. Anaplan’s primary objective with Mintigo is to accelerate its platform by adding Mintigo’s team of engineers to Anaplan’s existing talent and harnessing their AI technology to advance Anaplan’s predictive AI capabilities on their own platform for customers. Anaplan Raises $263M in Latest Tech IPO |
| 7 | Apttus | Subscribe | Subscribe | 26.6% | Subscribe | In May 2020, 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. Earlier, Thoma Bravo, acquired a majority interest in Apttus. |
| 8 | Salesforce.com | Subscribe | Subscribe | 22.2% | Subscribe | Along with its rapid-fire acquisitions of Tableau, Mulesoft and ClickSoftware over the past year, Salesforce has strengthened its core CRM offerings. |
| 9 | Varicent | Subscribe | Subscribe | 16.7% | Subscribe | At the beginning of 2020, Varicent acquired IBM’s Sales Performance Management Offering and Augmented Intelligence company Symon.AI. In October 2020 Vericent has acquired the FunnelCake solution for the strategic expansion of Varicent’s sales performance management product line. |
| 10 | Veeva | Subscribe | Subscribe | 12.5% | Subscribe | In May 2019, Veeva Systems launched Veeva Andi, a new artificial intelligence (AI) application that embeds tailored insights and suggestions right in Veeva CRM for intelligent customer engagement. In Sptember 2020 Idorsia Pharmaceuticals selected Veeva Commercial Cloud to accelerate digital engagement globally. |
| Other | Subscribe | Subscribe | -7.2% | Subscribe | ||
| Subtotal | Subscribe | Subscribe | 16.3% | Subscribe | ||
| Total | Subscribe | Subscribe | 8.2% | Subscribe |
Source: Apps Run The World, November 2020
Other SPM software providers included in the report are: beqom, CDK Global, Iconixx, Incentives Solutions, InsightSquared, Nice Systems, QuickBase, Performio, Verint Systems Inc., Zuora, and others.
Custom data cuts related to the SPM Applications market are available:
- Top 20+ SPM Applications Vendors and Market Forecast 2019-2024
- 2019 SPM Applications Market By Industry (21 Verticals)
- 2019 SPM Applications Market By Functional Market (16 Markets)
- 2019 SPM Applications Market By Country (USA + 45 countries)
- 2019 SPM Applications Market By Region (Americas, EMEA, APAC)
- 2019 SPM Applications Market By Revenue Type (License, Services, Hardware, Support and Maintenance, Cloud)
- 2019 SPM Applications Market By Customer Size (revenue, employee count, asset)
- 2019 SPM Applications Market By Channel (Direct vs Direct)
- 2019 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.
| Customer | Industry | Empl. | Revenue | Country | Vendor | New Product |
| First Citizens Bank | Banking and Financial Services | 4912 | $1.38B | United States | Optymyze | Optymyze SPM Cloud |
| Splunk | Retail | 3200 | $1.27B | United States | SAP | SAP Sales Cloud (ex CallidusCloud) |
| Two Degrees Mobile | Consumer Packaged Goods | 1200 | $100.0M | New Zealand | SAP | SAP Sales Cloud (ex CallidusCloud) |
| Wipro | Professional Services | 172912 | $7.74B | India | SAP | SAP Financial Closing cockpit |
| Addison Group’ | Automotive | 870 | $310.0M | United States | Xactly | Xactly Incent Enterprise |
| Cox Automotive | Government | 19500 | $7.00B | United States | Xactly | Xactly Connect |
| ICAEW | Professional Services | 737 | $390.0M | United Kingdom | Xactly | Xactly Incent Enterprise |
| ITRS Group | Professional Services | 180 | $20.0M | United Kingdom | Xactly | Xactly Incent Enterprise |
| Proofpoint, Inc | Professional Services | 2047 | $612.0M | United States | Xactly | Xactly Incent Enterprise |
| Taulia Inc | Professional Services | 250 | $20.0M | United States | Xactly | Xactly Incent Enterprise |
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 2015-2019 product revenues.
Their 2019 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.
