Vue Software

Monthly Archive for January, 2010

Pricing Expectations for SPM Solutions; When ‘Expensive Solutions’ End Up Being ‘Cheap’

1 Star2 Stars3 Stars4 Stars5 Stars (6 votes, average: 4.17 out of 5)
Loading ... Loading ...

As my position offers a unique opportunity to work with companies at the early stages of an SPM selection process, I always amazed at the perceptions companies have as it relates to what the various systems will cost them from a ‘licensing’ standpoint all the way through and including implementation. Although vendors vary in the way they approach how they want to charge for their solutions (perpetual vs. Lease vs. on-demand…), it is always intriguing to our team when people include or exclude vendors based on what they feel the costs they might expect from a specific solution provider.

As an example, one of our clients had initially dropped 2 of the larger SPM solution providers from their selection effort (prior to our engaging) solely based on what their competition had said about them. Following a more formal evaluation where these two providers were brought back in against their (lower costing) peers, these two late entries happened to come in as the 2nd and 3rd cheapest solutions in the evaluation.

In the last year we have seen the SPM space recalibrate on a number of different levels from functional offerings all the way through how the providers sell and price their software. We have seen some providers flip back and forth on their pricing model a number of times in a 12 month period to the point a customer simply has to wait a few months and the deal they are looking for may come their way.

To keep anyone from making a mistake that could cost them the solution that would actually be the right fit at the right price… I would urge anyone looking at systems to have a direct discussion with the SPM provider about their pricing before you chose to drop them or keep them as part of your selection process (based on that set of criteria).

Rob Blohm is a partner at OpenSymmetry, a consulting firm specializing in sales performance management, and can be reached at rob.blohm@opensymmetry.com.

Tags: , , , , , , , ,

Related Posts:
When do you need Compensation Management Software?
Napoleon Bonaparte on Motivation and Recognition

Callidus Software Acquires ActekSoft

1 Star2 Stars3 Stars4 Stars5 Stars (6 votes, average: 3.5 out of 5)
Loading ... Loading ...

I talked about Actek (recently rebranded as ActekSoft) before, and I was actually just getting ready to post a review I did of their software before the holidays. If you are not familiar with ActekSoft, it is another company with an incentive compensation software called ACom3, focusing on the insurance industry and gaining quite a bit of momentum and popularity in that vertical. Insurance is often a different beast in the incentive world because of many industry-specific requirements such as agent capacity planning, selection and on-boarding, licensing and appointment management.

Getting to the point, today Callidus announced they were acquiring ActekSoft. Through this acquisition, Callidus is getting a sizable customer base, a solid intellectual property, and significantly more insurance industry expertise. With Callidus’ push to be a leader in the hosted/on demand world, and with a large portion of ActekSoft’s clients using the hosted solutions, it looks like this is a good match.

The rumor is that – at least for the moment – the acquisition means business as usual for ActekSoft and its customers. The acquisition is also good news for me since it also means that my review is still relevant – and maybe even more ‘on-the-radar’ now than it would have been a few weeks ago. I’ll try to post it shortly.

Tags: , , , , ,

Related Posts:
Insurance ICM Industry Market Overview
ActekSoft

Temporary Emergency Measures Include NO Carry-on Bags to U.S.A.

1 Star2 Stars3 Stars4 Stars5 Stars (No Ratings Yet)
Loading ... Loading ...

This is my first post of the year, and it’s not even about incentive compensation… But I thought that a quick talk about a first hand account of my experience with the new airport security measures for Canadians planning a trip to the US could benefit fellow flyers.

We remember that in 2001, the failed shoe bombing attempt, resulted in having to remove our shoes for screening. After the liquid terror plot two years ago, we were no longer allowed to carry liquids in containers over 100 ml through the security checkpoint. Now, in response to a failed terrorist attack on board an aircraft from Amsterdam to Detroit on December 25, 2009, United States bound passengers are no longer allowed any carry-on bags.
I’ve taken two flights to the United States so far in January and this is what I have noticed:
New Security Measures:

• Every passenger going through security now gets a pat-down.
• No more carry on items are allowed (except for a few exceptions).
• Everything carried on the plane (as per the exceptions) is manually searched.
• Laptops are all screened for explosives.
• Going through security takes about twice as long as it did before.

If you are reading this post after searching about what is allowed on the plane, the official answer from CATSA is the following:

“Carry-on bag means items to which a passenger has access to during a flight, but does NOT include personal items such as medication or medical devices, small purses, cameras, coats, items for care of infants, laptop computers, crutches, canes, walkers, containers carrying life sustaining items, a special needs item, musical instruments, or diplomatic or consular bags.”

In other words, you NOT allowed to bring anything on the plane, unless they are considered a ‘personal item’. The problem is that depending on who you talk with, some items may or may not be considered ‘personal’.

When I was going through screening this morning, there were quite a few problems. A lady in front of me checked her luggage but kept her jacket, a purse, and a laptop which was protected by a small laptop pouch. She was asked to check in her purse because apparently the number of personal ‘bags’ is also limited to 1. She finally managed to fit the laptop inside of her purse and was finally let through.

Quite a few women had similar purse problems: according to CATSA, small purses are allowed (10in x 12 in x 5.5 in). Anything larger than that is considered not acceptable. More than one passenger were not asked to check in their purse by the airline, only to be turned around after having waited in line at the security check point for 30 minutes.

But women were not the only ones having problems. The definition of a ‘laptop carrying case’ is even more confusing. Only ‘regular’ carrying cases are considered personal items. Another guy in front of me had a small computer carrying case, but instead of having the regular single shoulder strap, it had a double strap to carry the bag as a backpack. He was required to check in the bag and ended up carrying only the laptop on the plane.

The laptop bag policy is also pretty subjective because it doesn’t specify sizes of the allowed ‘regular carrying case’, versus the non acceptable suitcase. I’ve seen many passengers getting through the security check point with pretty large laptop cases filled with much more than just a laptop… and I’ve also seen many people with smaller carrying cases who were asked to check it in.

So… to avoid having to check in your purse or your laptop bag, make sure that the purse is under the required dimensions and that the laptop bag is small and looks as ‘regular’ as possible.

Tags: , , ,

Related Posts:
Quality versus Quantity: Aligning Sales Incentives with Profitability (Part 5 of 5)
Measuring Sales Force Performance (KPI)