Market Perspectives

We are happy to share some insights about Varicent drawn from our latest market research, Ventana Research Buyers Guide: Revenue Performance Management, which assesses how well vendors’ offerings meet buyers’ requirements.  

In all of our Buyers Guides we utilize a structured research methodology called the Value Index that includes evaluation categories designed to reflect real-world criteria incorporated in a request for proposal (RFP) and vendor selection process for revenue performance management. We evaluated Varicent and six other vendors in seven categories, five relevant to the product (adaptability, capability, manageability, reliability and usability) and two related to the vendor (TCO/ROI 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. 

Our analysis classified Varicent as an Innovative vendor, placing second overall with an 85.4%. Varicent’s best performance came in Product Experience at 86.8%, ranking second, due in part to its second-place ranking in Capability. In Customer Experience, Varicent placed fifth at 80.1% due to its 80.7% performance in Validation. Varicent was designated a Leader in Capability, Reliability and Usability.  

Varicent’s Product Experience was impacted by its performance in Manageability, where it should continue to ensure unified administration of the various functional modules. Customer Experience was impacted by its performance in TCO/ROI, where it should improve upon its creation of self-service tools to identify quantified customer benefits.  

Varicent performed best in Product Experience, notably in Usability, due to its innovative use of data and data-driven suggestive actions. In addition, Varicent’s rich, persona-linked functionality led to its strong performance in Capability. Varicent also excelled at using AI and ML to provide guidance in many sales use cases such as new sales, customer churn and expansion opportunities.  

This assessment was based on Varicent Incentives, Sales Planning, AI, Revenue Intelligence, Seller Insights, v. 10.1.1.156, 59, 3.21.0 and was available in May of 2023. 

Varicent, like all revenue performance management vendors, should continue to move away from the traditional focus on new sales in a way that ensures the product fully supports the ability to plan and optimize across all potential sales and revenue channels. By making this central to their application, it provides not just a set of "what to do" tools, but also guidance on "how to" as buyers look to plan for all channels and types of revenue.  

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 Buyers Guide by clicking here and included vendors that wish to learn more can click here. Read the report here.