Incentive Compensation Management helps IBM customers raise top line
#IBMVision #theCUBE #IBM #SiliconANGLE
by Heather Johnson | May 26, 2015
IBM’s Incentive Compensation Management (ICM) software helps businesses drive sales performance, while Watson Analytics brings a predictive nature to the business.
“When you put the capabilities of a solution such as ICM alongside the analytics platforms that we’ve invested in, you can really unlock the capabilities of the data,” Alan Chapman, IBM’s director of Sales Performance Management told theCUBE during IBM Vision. “We’ve seen great results from customers who can dive into their sales compensation and understand what their compensation plans are really doing.”
Spotting the patterns
Watson Analytics allows businesses to spot patterns that they wouldn’t have considered otherwise. For example, if a sales manager has data to analyze, with ICM, he can engage Watson, which will present options on how to look at the data.
“From there, it will present patterns so he can spot what’s actually happening and make insights into the data,” said Chapman. “He can then feed that back into his compensation plan where he can adjust rates or change territories, depending on the insights. That’s part of the beauty of analytics. You’re going to discover things that you didn’t know were there.”
The software especially benefits the heavily regulated insurance industry, which faces complex onboarding and certification issues. Large enterprises likewise have a stable sales performance solution that they can build on to ultimately maximize their top line.
Helping clients become more agile
“The world of sales performance management is becoming more complex,” said Chapman. “Our primary job is to help clients become more agile. We’ve got an incredibly powerful, flexible solution. As we move forward, the sales performance management space is about helping them grow their top line.”
@theCUBE
#IBMVision
Forgot Password
Almost there!
We just sent you a verification email. Please verify your account to gain access to
IBM Vision 2015 | Orlando. If you don’t think you received an email check your
spam folder.
In order to sign in, enter the email address you used to registered for the event. Once completed, you will receive an email with a verification link. Open this link to automatically sign into the site.
Register For IBM Vision 2015 | Orlando
Please fill out the information below. You will recieve an email with a verification link confirming your registration. Click the link to automatically sign into the site.
You’re almost there!
We just sent you a verification email. Please click the verification button in the email. Once your email address is verified, you will have full access to all event content for IBM Vision 2015 | Orlando.
I want my badge and interests to be visible to all attendees.
Checking this box will display your presense on the attendees list, view your profile and allow other attendees to contact you via 1-1 chat. Read the Privacy Policy. At any time, you can choose to disable this preference.
Select your Interests!
add
Upload your photo
Uploading..
OR
Connect via Twitter
Connect via Linkedin
EDIT PASSWORD
Share
Forgot Password
Almost there!
We just sent you a verification email. Please verify your account to gain access to
IBM Vision 2015 | Orlando. If you don’t think you received an email check your
spam folder.
In order to sign in, enter the email address you used to registered for the event. Once completed, you will receive an email with a verification link. Open this link to automatically sign into the site.
Sign in to gain access to IBM Vision 2015 | Orlando
Please sign in with LinkedIn to continue to IBM Vision 2015 | Orlando. Signing in with LinkedIn ensures a professional environment.
Are you sure you want to remove access rights for this user?
Details
Manage Access
email address
Community Invitation
Alan Chapman, IBM | IBM Vision 2015
Incentive Compensation Management helps IBM customers raise top line
#IBMVision #theCUBE #IBM #SiliconANGLE
by Heather Johnson | May 26, 2015
IBM’s Incentive Compensation Management (ICM) software helps businesses drive sales performance, while Watson Analytics brings a predictive nature to the business.
“When you put the capabilities of a solution such as ICM alongside the analytics platforms that we’ve invested in, you can really unlock the capabilities of the data,” Alan Chapman, IBM’s director of Sales Performance Management told theCUBE during IBM Vision. “We’ve seen great results from customers who can dive into their sales compensation and understand what their compensation plans are really doing.”
Spotting the patterns
Watson Analytics allows businesses to spot patterns that they wouldn’t have considered otherwise. For example, if a sales manager has data to analyze, with ICM, he can engage Watson, which will present options on how to look at the data.
“From there, it will present patterns so he can spot what’s actually happening and make insights into the data,” said Chapman. “He can then feed that back into his compensation plan where he can adjust rates or change territories, depending on the insights. That’s part of the beauty of analytics. You’re going to discover things that you didn’t know were there.”
The software especially benefits the heavily regulated insurance industry, which faces complex onboarding and certification issues. Large enterprises likewise have a stable sales performance solution that they can build on to ultimately maximize their top line.
Helping clients become more agile
“The world of sales performance management is becoming more complex,” said Chapman. “Our primary job is to help clients become more agile. We’ve got an incredibly powerful, flexible solution. As we move forward, the sales performance management space is about helping them grow their top line.”
@theCUBE
#IBMVision
