Varicent Delivers Sales Performance Management

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Claudia Imhoff recently spoke with Varicent’s Marc Altshuller in an exclusive interview.

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The vast majority of global sales forces use incentive compensation plans to motivate and encourage salespeople to maximize profits

In an exclusive interview with Claudia Imhoff and the Business Intelligence Network (, Marc Altshuller, Executive VP of Worldwide Field Operations for Varicent Software, discussed how his company bridges the gap between performance management and variable-based pay programs, thus enabling large organizations to effectively align sales operations with strategic objectives.

“The vast majority of global sales forces use incentive compensation plans to motivate and encourage salespeople to maximize profits,” said Altshuller. “Varicent’s Sales Performance Management (SPM) application helps global organizations properly align sales and operational objectives by automating the incentive compensation management process and empowering management with sales modeling, analysis and reporting capabilities. By using Varicent, our clients significantly reduce administrative costs and achieve better results.”

“Varicent’s Sales Performance Management delivers a flexible solution capable of handling the unique needs of each organization,” says Claudia Imhoff, President for Intelligent Solutions. “Their product automates the administration and calculation of incentive plans, examines sales performance, evaluates the effectiveness of the incentive plans – and also provides OLAP-based reporting"

To listen to the interview, please click here.

“The Business Intelligence Network Solution Spotlights are intuitive dialogues with innovative solution providers, and these spotlights provide a cutting-edge introduction to the new products and services we know are of interest to the business intelligence community,” says Powell, Publisher and Editorial Director of the Business Intelligence Network. “The network publishes five newsletters serving more than 115,000 readers across a wide variety of industries, making us the largest newsletter-based information source for business intelligence, performance management, data warehousing and data quality.”

About Varicent Software

Varicent Software is a leading provider of Sales Performance Management (SPM) solutions. Varicent’s flagship product, Varicent SPM, enables organizations across multiple industries to effectively design and mange incentive pay calculations across the company. Varicent SPM is a Web-based solution built on Microsoft’s .NET framework, and its patented rules-based calculation engine can manage the most complex compensation plans.

About Business Intelligence Network

The network’s flagship site leads the industry with up-to-the-minute news, newsletters, articles, executive spotlights, podcasts, expert-hosted channels and blogs. Experts include Claudia Imhoff, Bill Inmon, Craig Schiff, Colin White, David Loshin, and others. is a business intelligence-specific community blogging site which provides an open forum about industry issues and challenges. offers the first and only editor-driven directory and search engine specially built to serve this industry. provides research and case studies from leading authors and experts in business intelligence.

This press release is based upon information provided by the Company. The Business Intelligence Network does not independently verify statements made and has no obligation to update these statements after the date of release.


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Katie Rostermundt



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