Addressing Critical Gaps in SPM Operations
Design incentives that drive the right outcomes
If your Sales Performance Management (SPM) environment feels more difficult to manage than it did just a few years ago, you’re not imagining it.
Revenue organizations are operating in a world defined by constant change. Go-to-market strategies evolve faster, planning cycles are compressed, and business leaders are expected to make decisions in real time. At the same time, advances in analytics and AI are accelerating the pace at which organizations can identify opportunities, risks, and performance trends.
Yet many SPM environments were built for a very different era.
The result is a growing gap between how modern revenue organizations operate and how their planning, incentive compensation, and performance management processes are designed to function. Teams often find themselves revisiting the same operational challenges year after year—relying heavily on institutional knowledge rather than scalable processes that can adapt to changing business needs.
As organizations strive to align strategy, execution, and performance, traditional operating models are increasingly being put to the test.
In this discussion, industry leaders explore how revenue organizations can modernize their approach to Sales Performance Management and build operating models that are agile, scalable, and better aligned to business outcomes.
Key Discussion Topics
- Why traditional SPM operating models are struggling to keep pace with today’s business environment
- How leading organizations are adapting their technology investments and operating frameworks
- Common barriers that prevent organizations from operationalizing lessons learned
- The growing intersection of Revenue Operations (RevOps), GTM Operations, and Sales Performance Management
- How technology platforms, AI, and service delivery models are evolving to meet new demands
- Practical examples of what high-performing organizations are doing differently
Whether you’re a revenue leader, RevOps professional, sales operations leader, compensation manager, or GTM strategist, this session offers valuable insights into building a more connected, responsive, and future-ready revenue organization.
Learn how leading companies are transforming SPM from a back-office function into a strategic driver of growth, agility, and performance.
Tools & Resources
Our partners at Varicent have put together exceptional research on these SPM Gaps. Authored by Curtis Schroeder, Ph.D. the research paper contains stunning revelations on what is dragging so many SPM strategies down.
Did you know that 75% of business leaders say their incentive plans break down within 90 days of launch? Or that 48% of leaders expect to spend more time deciding what their SPM systems should do rather than focusing on that work themselves?
Add these highly informative data points to your own repertoire and learn how to convert them into immediately actionable updates to your business model! See a sneak preview below and visit Varicent if you’d like to read on.
MEET OUR SPEAKERS
Louis Fernandes – Founder, Magnitude 10 Associates; Fractional CRO and GTM Advisor
Louis Fernandes is a senior software executive, revenue leader, and Founder of Magnitude 10 Associates. With more than 20 years of experience across enterprise technology, SaaS, and data-driven businesses, he has held leadership roles at organizations including SAP, HPE, SAS, Basware, and Uberall, leading commercial teams through growth, transformation, and market expansion.
Omid Mehrzad – Co-Founder & Manaaging Partner, InnoVyne
Omid Mehrzad brings 20+ years of experience helping organizations design, implement, and evolve Sales Performance Management environments. He has dedicated his career to the intersection of incentive compensation strategy, technology, and operations, building solutions designed for scale and adaptability.
Curtis Schroeder, Ph.D. – Head of Research & Insight, Varicent
Curtis Schroeder brings nearly 15 years of experience helping organizations optimize sales and marketing strategy, spanning Fortune 100 enterprises and high-growth mid-market teams. He has held leadership roles at Oracle and Gartner and now leads Research & Insight at Varicent, equipping revenue leaders with data-backed insights to design smarter go-to-market strategies.
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