Design & Strategy
Shape the future-state SPM model before technology choices lock in.
ZS Partner Software
Turn SPM strategy into measurable execution.
ZS combines deep Sales Performance Management expertise with leading partner technologies to design, implement, operate and evolve sales planning and incentive compensation solutions.
The ZS SPM ModelStrategy + technology + operations
40+Years in SPM
280+Global deployments
1,000+SPM people
130+Companies supported
One lifecycle
From problem definition to sustained platform value.
Our capabilities span the decisions that shape SPM, the technology that enables it, and the operating model that keeps it effective.
Vendor Selection
Evaluate platforms against business fit, architecture and long-term ownership.
Implementation
Translate requirements into scalable configuration, integrations, controls and workflows.
Managed Services & Optimization
Operate the platform, protect quality and continuously improve the experience.
Delivery lifecycle
01
Assess
Goals, processes, data and technology.
02
Design
Future-state model and solution architecture.
03
Select
Platform fit, roadmap and commercial case.
04
Implement
Configure, integrate, test, deploy and enable.
05
Run & improve
Operate, optimize and scale over time.
Sales Planning
Make territory, quota and capacity decisions visible before they are committed.
ZS brings Sales Planning expertise and partner-platform implementation capability together to create planning processes that are analytically rigorous, operationally practical and built for ownership.
One planning model. Multiple decisions.
Connect organizational structure, territory design, quota setting, scenario planning, workflows and decision support in one governed process.
TerritoryQuotaCapacityScenariosWorkflowReporting
Sales Planning workspaceExample planning view
Draft scenarioPlanning views
Territory design
Quota planning
Scenario analysis
Approvals
RegionAccountsCapacityQuotaStatus
North1,24894%$42.4MReady
Central1,01688%$36.8MReview
South1,312101%$44.1MReady
West98279%$31.5MException
Coverage+6.4%
Quota alignment98.2%
Exceptions14
Territory & organization
Structures, hierarchies, alignment and ownership.
Quota & targets
Allocation, adjustments, approvals and finalization.
Capacity & resources
Coverage, workload and deployment decisions.
Workflow & governance
Roles, approvals, versions and exception handling.
What we build
Connected SPM experiences built around the business decision.
Our work can go beyond platform configuration. ZS can connect commercial strategy, planning, compensation and in-year change into governed experiences that help leaders understand the impact of a decision before it is implemented.
01
Commercial strategyGrowth priorities and market opportunity02
Customer portfolioSegmentation and coverage choices03
Capacity & territoryResources, workload and alignment04
Quota & incentivesTargets, measures and plan mechanics05
In-year changeEffective-dated business decisions06
Impact & controlsDownstream effect, approvals and governanceSolution pattern 01
Capacity & coverage planning
Translate growth goals, productivity and utilization assumptions into required selling capacity, then test the implications before committing resources.
Solution pattern 02
Segmentation & portfolio design
Combine quantitative signals and commercial judgment to recommend account segments, coverage models and portfolio changes with transparent rationale.
Solution pattern 03
Territory design & optimization
Balance potential, workload, utilization and relationship continuity while surfacing overloaded territories, coverage gaps and exceptions for review.
Solution pattern 04
Incentive & plan design
Connect plan measures, quota basis, accelerators, gates and crediting rules directly to the commercial strategy and planning model.
Solution pattern 05
In-year scenario management
Effective-date organizational or commercial changes and trace how they propagate through account assignments, territories, quotas, crediting and projected payout.
Solution pattern 06
Impact, controls & governance
Quantify affected populations and financial exposure, flag policy exceptions and keep publishing controlled until required reviews are complete.
Solutions in action
Show the business outcome, not just the software screen.
Bring business requirements to life through interactive planning views, scenario simulators, custom reporting, workflows, configuration patterns and embedded controls across partner platforms.
Manager planning cockpit
Bring proposed changes, exceptions, prior-period comparisons and approval status into one focused manager view.
Scenario comparison
Make trade-offs visible across coverage, workload, opportunity and quota outcomes before a scenario is committed.
+4%Coverage
+7%Opportunity
-2%Workload risk
Custom reporting & UX
Translate platform data into persona-specific views for reps, managers, operations and leadership.
Quality & control cockpit
Embed input checks, reconciliation, outlier detection and traceability so trust is built into the operating cycle.
Technology ecosystem
SPM capability that travels across leading partner platforms.
ZS starts with the business requirement, then brings the right technology into the solution. The underlying disciplines remain consistent across platform choices.
Xactly
Varicent
Salesforce Spiff
Anaplan
CaptivateIQ
Platform-agnostic by design.
Our role is not to force a product. It is to connect commercial needs, technology, data, adoption and operations into a solution the client can own.
Business designArchitectureConfigurationData + integrationTestingReportingManaged services
Credentials
SPM is embedded in ZS, not added on.
Four decades of SPM experience combine with dedicated technology talent, implementation scale and partner relationships.
40+Years of Sales Performance Management experience
280+SPM solution deployments undertaken globally
1,000+People dedicated to SPM systems
130+Companies supported across SPM programs
Industry lens
Technology delivery grounded in commercial context.
Apply SPM expertise where industry-specific roles, incentives, planning processes and operating models matter.
MedTech
Specialist roles, complex products, geographies and regulated commercial environments.
Hi-Tech
Fast-moving GTM models, segment complexity and partner-led sales motions.
Travel & Hospitality
Distributed selling organizations and incentive complexity at operational scale.
DWR
Commercial transformation and performance management across diversified businesses.
Insurance / HPP
Complex roles, variable compensation and planning across distributed teams.
MedTech focus
Modernize SPM without losing operational control.
MedTech organizations need solutions that respect complex commercial structures while keeping compensation and planning processes accurate, controlled and adaptable.
From strategy to steady state.
ZS can support the full journey across planning and incentive compensation, with the technology platform selected around the operating requirement.
ModernizeMove fragmented processes onto a governed platform.
ConnectLink territories, quotas, credits, payouts and reporting.
ControlEmbed governance, exceptions and quality checks.
ScaleExtend across plans, roles, markets and future changes.
What this can look like in practice
Our experience includes multi-market plan configuration, recurring compensation operations, payout validation, reporting, plan updates, exception handling and process enhancement.
ImplementationRequirements, design, configuration, testing and deployment.
OperationsRecurring processing, reconciliation, reporting and support.
EnhancementPlan changes, reporting redesign and workflow improvements.
EnablementDocumentation, training and self-sufficiency built into delivery.
Selected experience
Evidence across implementation and ongoing operations.
Examples below are intentionally anonymized. Additional client-specific references can be provided subject to approval.
Global MedTech Organization
Implementation + operationsXactly implementation across multiple markets, followed by recurring sales compensation administration and operational support.
US + CanadaAnnual plan configuration scope
QuarterlyOperations and payroll support
Global Diagnostics Organization
ImplementationEnd-to-end configuration lifecycle including requirements, system design, testing, deployment and recurring payroll support.
8 US + 1 CanadaPlans in yearly update scope
Full lifecycleRequirements through deployment
Global Transportation Organization
Managed servicesOngoing Xactly operations support including issue resolution, adjustment validation, analysis and process automation guidance.
Weekly / monthlyOperating cadence
12 monthsManaged-services model