Pigment Expands into Sales Performance Management

Craig Schiff , President and CEO, BPM Partners


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.

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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.