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Webinar Recording

Making a Compelling Business Case for Incentive Compensation Management
(Featuring Forrester Consulting)
Original Air Date:
Wednesday, October 16, 2013
Organizations are looking to streamline their incentive compensation processes however; securing a budget for the project is often difficult with other priorities taking the lead. High performing organizations have reaped tangible and significant benefits by implementing a Sales Performance Management (SPM) solution, but many still struggle with getting buy-in for the project.

Join this webinar to learn how you can overcome these barriers and dramatically reduce the manual labor for your compensation team while better serving your sales reps. Kevin Gray, Product Marketing Manager from IBM will discuss some of today's challenges organizations face in managing their incentive compensation programs. Our guest speaker, Michelle Bishop, Principal Consultant from Forrester Consulting, will discuss how to make a compelling business case for SPM with tools developed using the Forrester Total Economic Impact methodology.

In this Webinar, we will discuss:
  • Today's Challenges with Incentive Compensation Management
  • How to make a compelling business case for Sales Performance Management
  • Forrester's Total Economic Impact methodology
  • Tools that can help justify Sales Performance Management
  • Case Study: IBM SPM Value Calculator

Don't miss this opportunity to hear how the IBM SPM Value Calculator can help you determine ROI for Sales Performance Management.


Speaker: Michelle Bishop, Principal Consultant, Forrester Consulting
Kevin Gray, Product Marketing Manager, IBM






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