New Research Cites Increasing Interest in On-Demand Sales Compensation Management Applications


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Four-Part Series from TEC Marks the Latest in a Surge of Analyst Reports on Incentive Compensation Management

BURLINGTON, MA, May 29, 2007 – Centive, the leader in on-demand sales compensation management, today announced that a recently released report from Technology Evaluation Centers (TEC), a leading analyst firm specializing in impartial enterprise software evaluations, cites increasing interest in on-demand sales compensation management applications. Authored by principal analyst P.J. Jakovljevic and issued as a four-part series beginning on May 7th, the report marks the latest in a surge of industry analyst research on sales incentive compensation management (ICM) and sales performance management (SPM).

Last month, Gartner published a report entitled “Sales Incentive Compensation Management Achieves Operational Benefits, but Must Focus on Strategic Value.” SiriusDecisions also issued an April brief entitled “Incentive Compensation, the Systematic Way.” A partial list of analyst firms who have recently issued, or are in the process of issuing, reports related to sales compensation management include Forrester Research, Beagle Research, IDC, and Aberdeen Group.

“The market for sales performance management solutions has increased dramatically, and it’s due in large part to the introduction of affordable, on-demand solutions like Centive Compel,” said Bob Conlin, Chief Marketing Officer, Centive. “Small and mid-sized companies can apply performance optimization technologies, now available on-demand, that were previously affordable for only larger companies. The research and reporting coming out from the analyst community reflects the interest their customers have in learning how they can leverage on-demand sales compensation management to drive sales performance.”

The TEC report, entitled “On Demand Delivery Compels a Compensation Management Vendor,” claims that newer SaaS-model applications “feature the on-demand functionality that, at the very least, matches the capabilities of on-premise counterparts.” P.J. Jakovljevic goes on to cite Centive as an example of an on-demand solution provider who has faired particularly well with companies of all sizes. “Centive has proven its ability to win deals well over 1,000 seats against the traditional enterprise incentive management (EIM) providers,” states Jakovljevic. A full copy of the TEC report can be viewed at

Validating the views expressed in the TEC report, other analyst firms have acknowledged an increasing number of companies taking a more strategic approach to sales compensation management. In March of this year, Aberdeen Group released a report entitled “Incentive Compensation Management: Aligning Compensation with Business Goals.” As it relates to the use of automated incentive compensation management solutions, Aberdeen found that “best performing companies are almost three times more likely to have implemented these solutions.” The full Aberdeen report can be viewed at

Centive Compel is the award-winning on-demand sales compensation management solution that automates the entire sales compensation process – “From Prospect to Paycheck.” More than just a commission calculation tool, Compel provides a single, integrated platform for modeling, managing and optimizing sales compensation strategies to increase plan effectiveness, sales performance and revenue growth. Compel, a AppExchange certified solution, is a winner of the 2006 CODiE award for “Best Financial Software,” the 2006 & 2007 CRM Excellence award from Customer Interaction Solutions, and the 2007 CRM WizKids Award from Beagle Research.

About Centive
Centive, headquartered in Burlington, MA, is the recognized leader in on-demand strategic sales compensation management. Companies use Centive Compel, hailed by CIO Magazine as the “most widely used choice for sales compensation management,” to accurately model and forecast commission costs, calculate commission and bonus earnings and gain real-time visibility into sales performance metrics. Compel, a AppExchange certified solution, is a winner of the 2006 CODiE award for “Best Financial Software,” the 2006 CRM Excellence award from Customer Inter@ction Solutions, and the 2007 CRM WizKids Award from Beagle Research. To learn more about Centive, please visit or call 1-877-CENTIVE.

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Compel and From Prospect to Paycheck are registered trademarks or trademarks of Centive, Inc. All other company or product names are or may be trademarks of their respective owners.

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