Boards are asking revenue leaders to connect strategy to frontline execution faster than annual plan cycles allow. Markets are moving faster than static quota models can track. And the cost of getting performance decisions wrong, whether that is over-paying on a bad territory model or under-incentivizing the right behaviors at the wrong moment, has become quantifiable in ways it never was before.
The question facing every revenue organization is no longer whether its SPM software works. It is about whether the software was ever designed for the job it now needs to do.
This session is designed for CROs, CFOs, RevOps and Sales Operations leaders, and compensation practitioners responsible for connecting revenue strategy to field execution. In this session, ISG Research and Xactly examine where the enterprise sales performance technology market is heading:
- ISG Research reveals where enterprise teams are pushing the limits of their current SPM investments, where those platforms are hitting structural ceilings, and what they are doing about it.
- A clear understanding of what separates generic AI bolt-ons from purpose-built agents that actually execute decisions, grounded in domain-specific data.
- A view of the measurable outcomes gap between organizations already operating in this new model and those still running manual cycles.
