Podcast: Navigating Business Performance Metrics

/in /by BPM Partners

Sponsored by Vena

  • Learn how to develop meaningful and actionable key performance indicators.
  • Understand the differences between a KPI, metric, and OKR, a dashboard, scorecard, and performance dashboard.
  • Speakers: Melissa Howatson, CFO, Vena; Craig Schiff, CEO and Lead Analyst, BPM Partners
  • Released: March 19, 2024
  • Listen (or watch) The CFO Show podcast on:
  • See a Preview: #1, #2
  • Go beyond the podcast and get your detailed questions answered here.

Executive Summary:

When it comes to metrics, less is more, and unpacking the crucial components is key to drive business performance management and strategic business success. Listen for a deep dive into navigating the complexities of business performance metrics and creating synergy between strategy and execution. During this podcast we unpack the crucial components — dashboards, scorecards, KPIs, and metrics — that drive business performance management and strategic business success. We discuss the mismatch between technological progress and the slow evolution of organizational processes and culture in performance management. This conversation is filled with practical advice.

Discussed in the podcast:

  • The challenges of today’s performance management and business metrics.
  • How the Office of Finance can take the lead when it comes to performance culture within the business.
  • Differences between dashboards, scorecards, KPIs, and metrics.
  • Common pitfalls companies face, from static approaches to KPI development to internal political resistance that hinders strategic execution.
  • How to align business strategies with performance measures and foster a productive and enjoyable work culture.

 

Pigment Expands into Sales Performance Management

/in /by BPM Partners

Craig Schiff , President and CEO, BPM Partners

Overview

Pigment continues to grow in terms of geographies, customers, and users within a customer organization. Some of this growth is driven by the fact that they are always challenging themselves with the question: ‘how can we enable more users to easily adopt Pigment’?  This thinking has resulted in integrations such as the Pigment Connector for Excel (Pigment’s initial spreadsheet integration focus was with Google Sheets), and native integrations with data warehouses such as Snowflake to enable deeper data analysis. It has also spawned a focus on addressing the needs of teams beyond Finance with specific functionality. This led to the addition of Pigment Org Chart to flesh out their Workforce Planning capabilities, and better meet the needs of HR when it comes to headcount planning. Now they have turned their attention to meeting the needs of the sales team.

Pigment SPM

Pigment’s Sales Performance Management focus is on GTM planning (capacity planning, territory and quota management). Pigment’s solution for this use case resides within the existing Pigment platform and leverages existing functionality and CRM integrations, with some enhancements made for this purpose (such as additional detail being added to Org Chart). Clients also have access to a template library to get them started. You might be thinking: is this really a solution at all? A key question therefore is will anybody purchase Pigment expressly for this purpose? The answer is yes. Several net new customers have already purchased the product specifically for Sales Performance Management. In addition, these new customers have also started using some of the financial planning capabilities as well. One of the customers is a large multi-national consumer packaged goods company that needed an SPM solution for hundreds of sales executives. This purchase was a replacement of an existing solution they were using from a competing CPM vendor. That’s certainly an early validation of Pigment’s SPM capabilities. To utilize Pigment for SPM there is a platform fee related to this use case, and of course user licenses are required for any new users.

   

Pigment’s Progress

By our count Pigment has added nearly 150 customers in the past year or so, putting them at 250+. They have also in that same timeframe established a sizeable footprint in North America in terms of both employees and customers (ARR in N.A. grew by 4X in the past year). Backed by significant funding (now including a $145 million series D) Pigment continues to execute on its vision to address all key areas of planning and analysis. We have been surprised by how quickly they have been able to move into the larger company market and effectively compete with some of the well-established vendors targeting that market sector. With Pigment AI currently in beta, Workforce Planning, Sales Performance Management, and scenario planning currently in place, consolidation and close addressed by a partnership with Fluence Technologies, it will be interesting to see which areas of performance management Pigment tackles next.

Learn More

Pigment PerformancePlace

The performance management market is rapidly evolving. If you plan to purchase a new solution make sure you don’t base your decision on outdated (or biased) information. Talk to us first, or better yet: add us to your team.