SAP has been named a Leader in the IDC MarketScape: Worldwide Sales Performance Management 2025 Vendor Assessment. We believe this recognition reflects our continued focus on helping customers drive business outcomes with intelligent, integrated, and data-driven sales performance management (SPM) solutions.
Sales organizations today are under pressure to hit ambitious targets while navigating constant market change. As the IDC MarketScape report notes, “According to IDC’s October 2024 Worldwide C-Suite Tech Survey, 39% of C-suite sales leaders identified SPM as their top technology initiative for the coming year.”
A modern SPM solution is not just about compensation; it’s about real-time visibility, accurate forecasting, and strategic sales planning.
Sales performance management solutions from SAP help businesses automate and streamline everything from incentive compensation and quota planning to territory management and AI-powered forecasting. By integrating sales data across systems and surfacing it through real-time dashboards and predictive insights, SAP helps organizations optimize sales operations and boost performance — without spreadsheets or manual workarounds.
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Why SAP was named a Leader
The IDC MarketScape noted the following strengths for SAP:
- “Comprehensive. SAP’s sales performance management software offers a comprehensive suite of tools for optimizing sales processes and driving revenue growth. Key strengths include seamless integration with other SAP systems, providing a unified platform for sales data and operations. SAP’s broad product portfolio and robust integration capabilities also enhance its end-to-end performance management capabilities and its market reach.”
- “Industry expertise. SAP brings deep industry expertise to sales performance management, leveraging decades of experience across diverse sectors. Its solutions are tailored to meet the unique compensation challenges of highly regulated and complicated industries such as manufacturing, healthcare, and financial services.”
IDC MarketScape vendor analysis model is designed to provide an overview of the competitive fitness of ICT suppliers in a given market. The research methodology utilizes a rigorous scoring methodology based on both qualitative and quantitative criteria that results in a single graphical illustration of each vendor’s position within a given market. The Capabilities score measures vendor product, go-to-market and business execution in the short-term. The Strategy score measures alignment of vendor strategies with customer requirements in a 3-5-year timeframe. Vendor market share is represented by the size of the circles. Vendor year-over-year growth rate relative to the given market is indicated by a plus, neutral or minus next to the vendor name.
Supporting sellers and strategy, together
SPM solutions from SAP support both sales leaders, with the tools to drive strategy and planning, and sales reps, by increasing trust, transparency, and motivation. From automated payouts to real-time quota tracking and intuitive performance dashboards, the solutions enable sellers to focus more on what they do best: selling.
Seeing the impact of sales performance management
Customers globally and across industries are modernizing their sales operations and driving better outcomes with SPM solutions from SAP.
Kyndryl, one of the world’s largest IT infrastructure services providers, recently adopted SPM solutions to replace manual, spreadsheet-based processes. With the implementation, the company has accelerated compensation cycles, improved transparency for sales reps, and streamlined its global operations.
Heartland Dental, the largest dental support organization in the U.S., turned to SAP to consolidate its compensation systems as it rapidly scaled. With SPM solutions, Heartland has gained improved accuracy, faster payouts, and greater agility in managing complex sales incentives across a growing network.
Source: SAP
