Market Perspectives

We are happy to share insights about beqom, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements. In all our Value Indexes, we utilize a structured research methodology that includes evaluation categories designed to reflect real-world criteria incorporated in a request for proposal and vendor selection process for analytics and business intelligence. We evaluated beqom and 11 other vendors in seven categories, five relevant to the product (Adaptability, Capability, Manageability, Reliability and Usability) and two related to the vendor (Total Cost of Ownership/Return on Investment and Vendor Validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and on data derived from our Benchmark Research on Revenue Performance Management. Categorized as a Vendor of Merit, beqom ranked 12th overall in this Value Index evaluation. It ranked 12th in Product Experience, where it performed best in Manageability at ninth. It ranked 12th in Customer Experience, ranking 12th in the TCO/ROI and Validation categories. Its overall performance was impacted by lower rankings in Capability and Usability, which represent 40% of the weighting in the overall Value Index. Our assessment finds that beqom could perform better in many of the evaluation categories by offering greater breadth in its capabilities supporting RPM, appealing to a wider range of potential customers. In Adaptability, beqom could examine its efforts supporting customization and process integration that better matches customer-specific needs. Organizations evaluating beqom should examine the vendor’s approach to providing incentive compensation, territory management and quota management for sales performance management. The vendor did not actively participate in the evaluation process and request for information for this Value Index. This assessment was based on beqom’s products that support RPM and were available in 2021 and from publicly available information. Prospective customers should look at their organization’s evolution in moving from a sales focus to a revenue focus and better understand whether existing processes and technology are a strong enough foundation for where the organization is today as well as where it is going. The added complexity of adopting multiple selling channels and a broader number of roles directly linked to revenue prompts a reassessment of whether existing processes and technology support the necessary balance of resources, incentives, and performance tracking to align all the teams involved. This research-based index is the most comprehensive assessment of the value of Revenue Performance Management software in the industry. Technology buyers can learn more about how to use our Value Index by clicking here, and included vendors that wish to learn more can click here. Read the report here.

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