Practique - Knowledge Centre - Analyst's Update

Traditionally North American organisations have been quick to capitalise on the benefits of ICM, however this strategic software is gaining momentum across Europe as forward thinking companies realise the benefits it can generate. These range from an increased competitive advantage and financial profits to boosting staff motivation and retention.

European analysts have also started to turn their attention to ICM and have recently highlighted it in trend reports; some such examples include Forrester, The Butler Group, Hewitt Associates and Mercer.

Butler Group

In the Butler Group’s regular OpinionWire industry report, ICM was highlighted as a strategic tool which would help businesses focus staff and partners to actually deliver what the organisation expects. It examines the area that bonus schemes are not always profitable for the company and that incentives actually need to examine whether or not they incentivise the right people in the right way to make them effective.

Forrester Research, Inc.

Renowned global analysts Forrester will shortly complete a report on RFP in the ICM software market. Practique, alongside a number of American ICM vendors has contributed to an examination of the reasoning why companies have opted for ICM. The report will also focus on customer interviews outlining why they have invested in ICM as a business solution in addition to lessons learnt and recommendations for what information to request in an ICM RFP.

Hewitt Associates

Hewitt offers a Reward Risk Analyser service to clients. In essence this service analyses a company’s risk in relation to its incentives, rewards and commissions and offers a set of recommendations. Practique is working closely with Hewitt to produce a software package focused on the Reward Risk Analyser. Based on answering a number of set questions the Analyser will identify any key risks to the successful operation of a sales incentive plan and will focus any design changes accordingly.

Complimentary Breakfast Briefing:
Diagnosing Sales Force Effectiveness and Trends in Sales Incentive Plan Design
[4/11/2008, 8:30am - 10:30am]

Full details >

Mercer

Mercer is currently conducting a Sales Force Effectiveness Survey for a report it is compiling. The results of this report will be presented at Practique’s Intelligence Briefing in February 2008. For more details on this report please click here.