Intangent: Elevating Sales Performance

“For a very long time, sales operations have survived without the technology needed to actively collect data required for meaningful analysis,” points out Chris Wales, President, Intangent. Underserved by technology, sales teams have traditionally used spreadsheets that meet just the bare minimum of analytics needs. Gradually, a few modern Sales Performance Management (SPM) applications surfaced and they supported a comprehensive scope of functionalities within the sales value chain. It was around this time that Intangent, a company that offers organizations the much-needed guidance surrounding the clamor for sales performance solutions, was created. Today, the company provides support for a broad spectrum of solutions, namely Incentive Compensation Management (ICM), Territory and Quota Planning, Sales Forecasting, and Sales Analytics, and works in a close partnership with IBM. “Our Sales Performance Management solution offerings are helping customers to meet the gold standard in SPM,” states Wales.

For regulated businesses, like financial services or insurance, the challenge in SPM lies in balancing the deep value of sales programs against the various risks they present. “For these customers, satisfying regulatory and compliance needs is where ICM and Product Life Cycle Management (PLCM) solutions help immensely,” affirms Wales. “At Intangent, we take risk containment further by providing companies the means to make use of their own data to better understand the real link between customer behavior and incentives.”

To that end, Intangent utilizes the latest trends in technology, such as cloud and big data for analytics, to give control and flexibility to its customers over their SPM lifecycle. Intangent’s best-of-breed strategy in selecting enterprise application partnerships gives the most value to its customers by enabling them to grow and scale without artificial software platform restrictions. Within this same vein, the Intangent team always carefully aligns its sales performance solutions with their customers’ unique business models in order to maximize the return on investment. “Our proven and repeatable Launch Methodology is a project discipline that we use for all of our SPM projects to strike the right balance between controlled outcomes and dynamic solutions,” explains Wales.