The Current State For years, the number of people who sit on the buying committee for large software investments has grown. These committees now average 11 people, and 77% of buyers report “high purchase difficulty” because the process is “overwhelming”. The reasons for this are: 

Have you always wanted to get more out of your IBM ICM/ Varicent system? Now you can! We are happy to present the Intangent Insider Video Series – a series of four videos that will help you optimize your use of the Version 10 IBM ICM/ Varicent.

Preparation is key to successfully rolling out new sales incentive plans. At launch, it’s essential that your sales force understands the plan, and that they spend their time selling the products and services you want them to be selling, not calculating their compensation.

Every Incentive Compensation Management project kick-off typically includes a version of this guidance from the project sponsor: