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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.

 

First Look: Pigment

/in /by BPM Partners

Craig Schiff , President and CEO, BPM Partners

Overview

Pigment is a relatively new budgeting and planning vendor that has been attracting a good deal of attention lately. The two main reasons for all the attention are the impressive amount of money they have raised, and the equally impressive number of customers they have acquired after only a short time actively marketing their solution.

Does that make them a vendor that you should be considering? We recently met with them to find out

Investment: US$165 million to date from investors such as Greenoaks, Meritech, FirstMark, IVP, and Blossom

Customers: 100+ after only a little over a year of actively marketing their product with Carta and Deliveroo as two examples

Country of Origin: France, with offices currently in Paris, London, NYC

Target Market: Midmarket and larger organizations, across all industries in Europe and North America

Details:  Pigment is a rapidly growing vendor with a global footprint. Although they are based in France, over half of their customers are from outside the country, with the U.S. being the single largest market segment. The Pigment integrated business planning platform is modeling-centric and can support most financial and operational planning requirements. To accelerate operational planning implementations templates are currently available for workforce planning and sales performance management. The product’s well laid-out interface, ease-of-use, training academy, and community forum should aid in adoption. Native integrations are available for many popular source systems. Completing the picture is live collaboration and a relatively quick implementation timeframe. Also of note, we found the company very responsive and easy to work with.

 Financial Dashboard  Scenario Planning Example

Key Strengths: An impressive team that includes experienced performance management industry veterans and a product vision to further enhance integration and collaboration to become a leading end-to-end EPM provider. Although we don’t yet have BPM Pulse ratings for Pigment, other data points would indicate a happy customer base. Their greatest strength is an inviting, easy to use budgeting and planning product designed for Finance self-sufficiency, that addresses the key areas companies are most focused on today, such as scenario planning.

Key Elements Missing Today: Consolidation and close, live integration with Excel and Power BI (all on the roadmap). They are also lacking access to native AI capabilities (although they do make this available through partners), but for most companies that is not yet a top priority.

Bottom Line: If you are a midmarket organization looking for an intuitive, easy to use, budgeting and planning solution with a focus on modeling and scenario planning specifically, and you are open to the risks (and rewards) of working with a newer vendor, then Pigment is worth including on your evaluation shortlist.

Learn More: Pigment PerformancePlace

The Road to FP&A Excellence

/in /by BPM Partners

Sponsored by Unit4

  • A guide to modernizing your financial planning and analysis: knowing when and where to begin, how to establish ROI, and what milestones to aim for.
  • Author: BPM Partners
  • Date: December 2022
  • Pages: 16
  • Instant Download
  • View related webcast here.

Executive Summary:

It may be time to launch your Finance department’s journey to efficient, high-performing financial planning and analysis (FP&A). Asking yourself a few pointed questions about how finance processes are working at your company can probably reveal the answer quickly. The actual modernization of FP&A can be handled as an incremental evolution, a phase-by-phase extension of existing capabilities, or a full-fledged transformation of these functions. This whitepaper looks at the overall journey to more effective, modern FP&A, and should help Finance groups prepare for a successful transition.