Deciding whether to build or buy Sales Performance Management (SPM) technology isn’t a new question for corporate sales organizations. In fact, our recent research suggests about 10% of firms with more than 100 incentive compensation payees use a custom, in-house developed SPM, not a commercial solution.
With AI’s emergence, many firms are revisiting these decisions. AI’s coding capabilities offer impressive output at a disruptive cost basis, tempting many firms to ask, ‘Why not roll our own SPM?’ This webcast examines the strategic, operational, and financial considerations that help answer that question. In doing so, it considers a third option — augmenting commercial SPM’s core capabilities with custom AI-generated tools.
Participants gain:
- an understanding of AI’s current and likely future impact on sales performance management;
- decision guidance on building, buying, or augmenting an SPM platform;
- an understanding of build decisions’ full costs, including controls, audit trails, integrations, dispute handling, and ongoing upkeep;
- insight into viable paths of AI-enabled augmentation, using agents; and
- suggestions on what to ask SPM vendors about their AI roadmaps.
This webcast is intended for sales operations, sales effectiveness, revenue operations, compensation, IT, finance, and commercial leaders responsible for improving the technology foundation that supports sales performance and incentive compensation administration.
This session is free to join and open to the public. Become a basic member ($0), login, and return to this page to register.
