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        Mark Smith's Analyst Perspectives

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        Oracle Leads Sales Performance Management Value Index

        Here are some insights on Oracle drawn from our latest Value Index research, which provides an analytic assessment of how well vendor offerings address buyers’ requirements. The Ventana Research Value Index on Sales Performance Management 2019 is the VentanaResearch_SalesPerformanceManagement_ValueIndex-Overall-1distillation of a year of market and product research efforts by Ventana Research. We evaluated Oracle and eight other vendors in seven categories, five product-related adaptability, capability, manageability, reliability and usability) and two concerning the vendor (TCO/ROI and vendor validation). To arrive at the Value Index rating for a given vendor, we weighted each of the seven categories to reflect its relative importance in an RFP process, with the weightings based on data derived from our benchmark research on sales performance management.

        Oracles SPM offering dominated this Value Index evaluation; the vendor achieved the status of Value Index Leader in each of the seven categories we consider, never scoring beVentana_Research_Value_Index_Sales_Performance_Management_2019_Oracle_190912low 92 percent and leading the field in all categories except TCO-ROI. This enabled it to also be a Value Index Leader in both Product and Customer Assurance.

        Its products, Engagement Cloud Sales and Service, Sales Performance Management and Sales and Service Premium Cloud, bring a portfolio of support for the applications and needs of a sales organization. Its strongest performance is in Capability, providing best-in-class depth for a broad set of roles, from sales operations to managers and sellers and top-notch support for mobile technology. The platform’s performance in Manageability and Adaptability was excellent due to easy configuration and strong support for analytics and planning, quotas and territories.

        Our assessment finds room for improvement in TCO-ROI; though it was ranked second overall it could improve its tools and services for its customers. Oracle is a clear leader in sales performance management, bringing breadth and depth to connect sales applications to performance. Oracle’s challenges are less overall in the product and technology than in its effectiveness in marketing and sales.

        This research-based index is the most comprehensive assessment of the value of sales performance management software in the industry. You can learn more about our Value Index as an effective vendor selection and RFI/RFP tool here. Participating vendors can learn more about how to use the Value Index here.

        Regards
        Mark Smith

        Authors:

        Mark Smith
        Partner, Head of Software Research

        Mark Smith is the Partner, Head of Software Research at ISG and Ventana Research leading the global market agenda as a subject matter expert in digital business and enterprise software. Mark is a digital technology enthusiast using market research and insights to educate and inspire enterprises, software and service providers.

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