Sales Performance Management Vendor Selection Case Study

This case study details the vendor selection process undertaken by Jabil Inc. to replace an ineffective MS Excel-based system for managing employee compensation. Jabil sought a scalable and efficient Sales Performance Management (SPM) software solution to enhance visibility and reduce the need for annual overhauls. SpectrumTek was engaged to guide Jabil through the complex vendor selection process. The study outlines the steps taken, including planning meetings, RFI preparation, analysis, and the development of a Proof of Concept (POC) to evaluate potential vendors. SpectrumTek created a comprehensive criteria framework based on input from Jabil’s stakeholders, which facilitated the ranking and evaluation of vendors. The process culminated in the selection of Xactly Corporation as the chosen vendor, meeting Jabil's specific requirements and objectives. The successful implementation of the SPM software was completed on time and within budget, demonstrating the effectiveness of SpectrumTek's consulting approach.