Buying an SPM platform is one of the most expensive decisions a sales ops team will make. License fees, implementation costs, and the organizational disruption of migrating your comp process add up to a six or seven-figure investment. And yet most evaluation processes are driven by vendor demos, not by rigorous requirements testing.
This checklist covers 40 questions across five categories. They are designed to surface the gaps, limitations, and hidden costs that vendor sales teams are trained to gloss over. Use it during your evaluation. Bring it to vendor demos. Share it with your buying committee.
Check off items as you get satisfactory answers, flag items that need follow-up, and mark items not applicable to your situation. Your progress is tracked automatically and you can export the completed checklist as a PDF.
Falcon Incentives does not sell an SPM platform. We have implemented and configured Optymyze directly, and we have worked alongside deployments of other platforms. This checklist is vendor-neutral. If the right answer for your company is to buy a platform, this list helps you buy the right one.
Need help evaluating?
We have been through SPM evaluations from the buyer side. We can help you define requirements, run a structured evaluation, and negotiate the right deal.
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