Management and Ongoing Operation are Crucial Factors of Upgrading Your SPM Platform

When it comes to migrating to a next-generation sales performance management (SPM) platform, all too often the emphasis is placed on the actual migration and configuration of the platform. In the meantime, not enough attention is placed on how the platform will operate or be maintained during regular operation.

A recent article from Ray Mills, a senior director for managed services who focuses on SPM, says that this lack of emphasis could be problematic, with companies ultimately not realizing a full return on investment from their new platforms. Mills claims that all too often companies are worried about configuring new SPM platforms to meet their specific business requirements and don’t pay enough attention to normal maintenance and operations.

According to Mills, more focus needs to be placed on changing internal processes required to use and operate the platform, since these optimized processes will ultimately determine the system’s success. Companies should be prepared to manage these processes after deployment, either in-house or through a service provider, to avoid future problems.

There are a number of factors companies can examine when determining whether to manage their new SPM platform in house or through a service provider. Of course, in-house expertise is a must and staff members need to be able to adequately support and manage the new platform, or else be trained to do so. Companies should also ask if the platform can be scaled quickly to adapt to fluctuating business requirements.

Companies should also determine which teams and departments will be involved with supporting the platform and whether sufficient service level agreements are in place to ensure deliverables are met. If incidents do arise, companies need to determine how they will be supported, and also examine the platform vendor’s post-production support to decide if it’s adequate.

Finally, customers need to be mindful of the full cost of operating the new platform and if it will be predictable or variable. If there are any doubts or concerns about the ability to adequately manage and operate the new platform, contracting an experienced service provider is probably the right decision for your company.