SAP | 2025 Sales Performance Management Summit

SAP

Agenda

Optional Sessions – Monday, April 7, 2025

Time and Location	Session Title	Session Description	Speaker
1:00 p.m.–2:30 p.m. Demo Room B	Ask the Experts with Alexander Group Sales Compensation Practitioners	Bring your most challenging sales compensation questions to the table for discussion with Alexander Group’s sales compensation experts.	Matt Bartels, Partner and Global Sales Compensation Practice Lead, Alexander Group Mitchell Edwards, Principal, Alexander Group
1:30 p.m.–2:30 p.m. Demo Room E	Get the Most from Your Data with Embedded Analytics	In this hands-on session, you'll learn to easily create interactive stories within the SAP SuccessFactors Incentive Management solution to discover insights and visualize information based on sales performance and compensation data.	Lara Golden, Product Learning Expert, SAP SuccessFactors
2:30 p.m.–3:30 p.m. Demo Room E	Compensation Plans from Transaction to Payment	In this hands-on session, you'll learn to create a basic compensation plan in SAP SuccessFactors Incentive Management. You'll learn the optional and required inputs for a plan, the purpose of each type of rule in the plan, and how data flows from one rule to the next.	Lara Golden, Product Learning Expert, SAP SuccessFactors
2:30 p.m.–3:30 p.m. Demo Room A	Customer Transformation Stories – SAP SuccessFactors Incentive Management on SAP HANA	Join this session to hear first-hand from fellow customers who have completed the migration to SAP SuccessFactors Incentive Management on SAP HANA. A panel of customers who have completed the migration, along with implementation partners and SAP experts, will discuss best practices and lessons learned, and ask questions about their experience. This session is intended for commissions on Oracle customers who are on their journey to SAP SuccessFactors Incentive Management solution on SAP HANA.	Rahul Iyer, Global VP, Sales Performance Management, SAP Matt Olewine, Operations Analyst, Sonic Automotive Jason Kearns, Senior Vice President of Technical Services, Canidium
2:30 p.m.–4:00 p.m. Solutions Room	Spotlight on Success with APM and ALM: Highlights of 2024 and Q1 2025, Dashboards, Metrics, and a Glimpse into What’s Coming Next	This intensive 90-minute session is designed to provide a comprehensive understanding of agent performance management (APM) tools and techniques, dive into the advanced features of APM dashboards, and highlight delivered innovations for 2024 and Q1 2025. Attendees will gain valuable insights into managing license metrics, using advanced dashboard functionalities, and getting a sneak peek into future developments.	Phillip Butts, Director of Product for Training and Enablement, SAP Dean Patterson, Director of Product Management, SAP Sales Performance Management, SAP Craig Nelson, Director of Product Management, Agent Connection and Agent Compliance, SAP
4:00 p.m.–5:00 p.m. Solutions Room	Maximizing Healthcare Payer Operations: A Roundtable Dialogue on Innovations and Effectiveness	Join us for an insightful roundtable discussion exploring the latest innovations and strategies to enhance the effectiveness of healthcare payer operations. During this session, industry leaders and experts will convene to share their perspectives on technologies, best practices, and emerging trends that are transforming operational efficiency. Attendees will gain valuable insights into streamlining processes, improving experiences, and optimizing to drive better outcomes.	Dean Patterson, Director of Product Management, SAP Sales Performance Management, SAP Panelists: Jim Coyne, Sales Performance Practice Lead, SAP Gims Paul, Senior Customer Engagement Executive, SAP Cary Elam, Senior Customer Engagement Executive, SAP
5:00 p.m.–6:00 p.m. Second Floor Cafe	Customer Reception

Day One – Tuesday, April 8, 2025

Time and Location	Session Title	Session Description	Speaker
8:00 a.m.–8:30 a.m. Auditorium Lobby	Breakfast
8:30 a.m.–10:00 a.m. Auditorium	General Sessions
	Forward Together	Sales performance management is more than just technology, a team, or a singular outcome – it's a vibrant community. it's a vibrant community. Forward-thinking sales leaders recognize that an engaged team and streamlined operations are pivotal for driving revenue and sustaining a competitive edge. This year’s summit focuses on nurturing our sales performance management community and innovating to meet the needs of the future, as we move forward together.	Robert Hartsough, SVP and General Manager SPM, SAP
	Future Proofing Sales with Sales Performance Management Innovations	Discover SAP's AI-powered sales performance management product strategy. We'll showcase our AI vision, recent UX improvements, and fair territory/quota management. Plus, learn about how SPM plans to modernize the end to end data management landscape.	Barbara Rubis Linning, Global Vice President, Product and Engineering, SAP
	AI Innovations for Sales Performance Management Opportunities and ROI	Emerging AI use cases for go-to-market teams, from marketing and sales to service and rev ops, represent an opportunity to accelerate activities and achieve growth goals. Sales organizations that leverage AI and automation to enhance decision making and sales performance can boost sales and provide a competitive edge. While AI empowers teams with valuable insights and autonomous actions, its success depends on thoughtful adoption, effective data integration, and practical use cases. In this session, Alexander Group will moderate a discussion with SAP’s AI product experts and industry peers who are leading the way in leveraging AI in their sales performance management practices.	Mitchell Edwards, Principal, Alexander Group Andrija Bugarski, Senior Product Specialist, SAP Jesper Christiansen, Strategic Customers, Enterprise Intelligence, SAP and BTP, Google Gabe Middleton, Assistant Director of Medicare Sales, Cambia Health Solutions
10:00 a.m.–10:25 a.m. Auditorium Lobby	Morning Break
10:25 a.m.–12:25 p.m. Auditorium	General Sessions
	2024 Feature Releases You Want to Adopt Today	Learn about the latest feature releases, including AI-powered features, enhanced analytics and reporting, streamlined UX improvements, robust system integrations, and why a modernized architecture ensures stability and scalability for your sales operations.	Kavita Mittal, Global Vice President, SPM Product Management, UX and UA, SAP
	Elevate Your Operations with SAP Services and Optimization	SAP Services offers a comprehensive approach to optimizing application operation, providing best practices, operational support, and knowledge transfer to enhance team capabilities. In this session, you’ll hear about how SAP’s testing services reduce risks, while system improvements and regular assessments ensure optimal functionality. You’ll learn about the Operate–Run–Improve methodology, as well as the latest CAS offerings. Don’t miss this opportunity to learn about SAP services global resources to maximize ROI and solution value post-go-live through improved employee experiences and solution adoption.	Stephen Goodchild, Director, EMEA, MEE, and LAC Optimization Services, SAP Jason Shartle, Global Head of Services, SPM, SAP
	Maximizing the Value of SAP: Building a Center of Excellence and the Power of Managed Services Sponsor Session: Canidium	Canidium will showcase customer success stories demonstrating how managed services drive lasting success and unlock the full potential of SAP platforms. Key clients will share their experiences and the value gained with a focus on continuous improvement and centers of excellence. We'll present use cases featuring ICM and APM optimization, innovative solutions, and actionable strategies to enhance the customer journey and drive business value.	Thea Kirchmeyer, Producer Operations Manager, Blue Cross and Blue Shield of Kansas City Jessica Montoya, Sales Director, Presbyterian Healthcare Services Jason Kearns, Senior Vice President of Technical Services, Canidium Lindsey Marquard, Technical Practice Lead (Insurance and FinServ), Canidium Bertha Arthur, Senior Finance Manager, White Cap
12:30 p.m.–1:30 p.m. Second and Third Floor Café	Lunch and Networking
1:30 p.m.–3:00 p.m.	Roadmap Sessions
Auditorium	A Glimpse into Our 2025 Incentive Management Road Map	Get a sneak peek into our 2025 road map for incentive management. This session will cover our AI-driven initiatives, designed to optimize your compensation processes. We'll discuss advancements in pipeline management, user experience enhancements, and powerful modeling tools. Explore how our data management and reporting innovations will streamline your operations. Prepare for a future where compensation management is smarter and more efficient.	Ruchi Kapoor, Head of Product, SAP Incentive Management, SAP
Demo Room A	SAP SuccessFactors Territory and Quota 2025 Innovations Journey	SAP SuccessFactors Territory and Quota has embarked on an aggressive innovation journey for the last three years with over 300 innovations introduced to date. In 2025, we are taking this solution to new heights to empower your business with the best outcomes. Learn how effective, data-driven planning, integrated with incentive management can transform and move your business forward.	Wojtek Kalata, Senior Director of Product Management, SAP
Solutions Room	Unlock the Future of SAP SuccessFactors Agent Performance Management and SAP SuccessFactors Agent Connection: Exclusive Insights and Enhancements Ahead	Join us for an insightful session on SAP SuccessFactors Agent Performance Management and SAP SuccessFactors Agent Connection, where we will delve into the future developments and enhancements planned for both. This session will offer a comprehensive overview of new features, updates, and improvements designed to streamline agent management, performance management, and retention. Participants will gain a sneak peek into our road map, understand the strategic direction, and learn how these upcoming changes will empower agents and drive operational excellence. Don't miss this opportunity to stay informed and prepared for the exciting advancements headed your way!	Dean Patterson, Director of Product Management, SAP Sales Performance Management, SAP Craig Nelson, Director of Product Management, Agent Connection and Agent Compliance, SAP
3:00 p.m.–3:30 p.m. Auditorium Lobby	Afternoon Break
3:30 p.m.–5:00 p.m. Auditorium	General Sessions
	Transforming Sales Performance Management Landscape Using SAP’s Sales Performance Management Suite Sponsor Session: SpectrumTek		Mitul P., IT Director, Commercial, Honeywell Abhijit Sant, Senior Vice President, SpectrumTek
	Sales Comp Game Changers You Cannot Ignore for 2025	The future of sales compensation is being shaped now. Stay ahead of the game by tapping into Alexander Group's proven expertise, recent research, and actionable insights. Join us as Alexander Group presents the five forces impacting the sales compensation landscape for 2025.	Matt Bartels, Partner and Global Sales Compensation Practice Lead, Alexander Group
	Closing		Robert Hartsough, SVP and General Manager SPM, SAP
5:00 p.m.–6:30 p.m.	Evening Reception	Stick around after hours for a casino night at the SAP Newtown Square office. Try your luck at classic games, enjoy delicious food, and mingle with your fellow attendees.

Day Two – Wednesday, April 9, 2025

Time and Location	Session Title	Session Description	Speaker
8:00 a.m.–8:30 a.m. Auditorium Lobby	Breakfast
8:30 a.m.–9:30 a.m. Auditorium	General Sessions
	Forward Together	Sales performance management is more than just technology, a team, or a singular outcome – it's a vibrant community. Forward-thinking sales leaders recognize that an engaged team and streamlined operations are pivotal for driving revenue and sustaining a competitive edge. This year’s summit focuses on nurturing our sales performance management community and innovating to meet the needs of the future, as we move forward together.	Robert Hartsough, SVP and General Manager SPM, SAP
	Accelerating Time to Value through Partnership with SAP Services and Support	When Kyndryl spun off from IBM, a two-year deadline was set to transition its complex legacy incentives management system, which operated with more than 45 custom modules, 18 tools, and multiple databases. Kyndryl collaborated closely with SAP Services and Support to address training and qualification gaps, enabling the creation of temporary solutions while refining the final product. This session will discuss the partnership between SAP and Kyndryl, highlighting their successful implementation in just 13 months.	David Schrott, Solution Customer Success Manager Advisor for SAP SuccessFactors Sales Performance Management, SAP Tomas Marek, Director, CIO Sales and Marketing Systems, Kyndryl
	Sponsor Session: Cahaba
9:30 a.m.–9:50 a.m. Auditorium Lobby	Morning Break
9:50 a.m.–10:40 a.m. Auditorium	General Sessions
	Our Vision to Maximize Value Out of Your Data	In this session, we will introduce you to generative AI-enabled extract, transform, load (ETL) pipelines running on a scalable, spark-based cluster, which is at the foundation of our data strategy to accelerate the conversion of your legacy ETL code to spark-based, low-code ETL pipelines. It also offers an interface for ad-hoc analysis needs. We will introduce the value delivery for sales performance management through SAP Business Technology Platform (SAP BTP) in the form of data foundation, simplified data APIs, out-of-the-box data models by industry, and use cases. Simplified bi-directional data replication and archiving to complement export and erase. We will also introduce sales performance management data products that are planned with AP's business data and AI strategy.	Ravi Kodi, Director of Product Management, SAP
	Driving Telecom Growth with SAP SuccessFactors Incentive Management Suite Sponsor Session: Aspire Digital	Discover how a novice telecom operator achieved a world-class incentive management transformation utilizing the full suite of SAP SuccessFactors Incentive Management Suite. Check out how this organization implemented SAP SuccessFactors Incentive Management suite, SAP SuccessFactors Territory and Quota, Advanced Workflow, and Embedded Analytics to enhance compensation strategies, automate workflows, and drive sales performance. Explore real-world insights, best practices, and key takeaways to optimize your own incentive management journey.	Jamal Mohamed, Senior Manager, SAP Commissions, Aspire Digital
9:50 a.m.–11:40 a.m. Solutions Room	Accelerate APM Excellence: Workflow Road Map, Tune-Ups, and JasperReports	Join us for an insightful session where we explore the workflow road map, focusing on how to optimize and perform a thorough tune-up of your APM system. Additionally, we will walk you through the new standard APM JasperReports, ensuring you are up to date with the latest insights.	Craig Nelson, Director of Product Management, Agent Connection and Agent Compliance, SAP Lana Nikolic-Cvijic, Product Manager of SAP Advanced Workflow, SAP Sales Performance Management, SAP Phillip Butts, Director of Product for Training and Enablement, SAP Dean Patterson, Director of Product Management, SAP Sales Performance Management, SAP
11:00 a.m.–11:40 a.m. Auditorium	Take Action on Your Commissions and SAP Investment with Enterprise Workflow Sponsor Session: OpenSymmetry	SAP commission systems are a gold mine of information for your organization and can be unlocked by leveraging workflows. Come to this session to hear how clients have been leveraging workflow to achieve: Operational scale via reductions in manual processes Speed to market for data updates Elevated field experience via self-service	Michael Noto, Director of Strategy Services, OpenSymmetry Scott Werstlein, Senior Vice President, North American Sales, OpenSymmetry
11:00 a.m.–11:40 a.m. Demo Room A	Evolving Sales Performance Management Architecture: Building for the Future	In this session, we will explore the evolution of the sales performance management target architecture, highlighting how it aligns with the strategic goals of scalability, flexibility, and innovation. We’ll dive into the key milestones of the architectural journey, from foundational decisions to current advancements, and discuss how these changes are shaping the future of sales performance management. Join us to gain insights into the vision driving the transformation and how it impacts both our technology and business outcomes.	Zlatko Granik, Global Vice President of Software Engineering, SAP
11:50 a.m.–12:30 p.m. Auditorium	Maximizing Revenue Growth and Long-Term Value from Your Sales Performance Management Investment Sponsor Session: Argano	Understanding how to measure and drive value from your investment in SAP is critical to ensure that your leaders recognize the strategic importance of sales performance management. Sales performance management solutions are transforming how organizations optimize operations, align teams, and drive measurable results. Companies like Hugo Boss are already leveraging sales performance management to streamline data integration, reduce manual effort, and enhance commission accuracy—uncovering missing transactions and improving transparency. Join Argano to learn actionable methods to connect operational execution with business goals, improving efficiency and performance. Gain valuable insights into the power of sales performance management solutions and redefine success for your organization. Don’t miss this opportunity to stay ahead in an ever-evolving market!	David Kohari, VP of Customer Success, Argano
11:50 a.m.–12:30 p.m. Solutions Room	Unveiling the Path Ahead: The Agent Lifecycle Road Map	Join us for an insightful session on ALM, where we will explore the future developments and enhancements planned. This session will provide a comprehensive overview of new features, updates, and improvements to streamline agent onboarding, performance management, and retention. Participants will gain a sneak peek into our roadmap, understand the strategic direction of our platform, and learn how these upcoming changes will empower agents and drive operational excellence. Don't miss this opportunity to stay informed and prepared for the exciting advancements ahead!	Dean Patterson, Director of Product Management, SAP Sales Performance Management, SAP Craig Nelson, Director of Product Management, Agent Connection and Agent Compliance, SAP
11:50 a.m.–12:30 p.m. Demo Room A	Powering Seamless Sales Performance Management Migrations with MuniConS and Kyndryl: Speed, Efficiency, Success Sponsor Session: MuniConS	To achieve a successful transformation to SAP Sales Performance Management, it's essential to focus on a long-time proven and secure strategy from extracting, transforming, and final loading of incentive data considering compliance (e.g. European GDPR) and replacing data preprocessing layers like ‘LandingPad’.
12:30 p.m.–1:30 p.m. Second and Third Floor Café	Lunch and Networking
1:30 p.m.–2:10 p.m. Auditorium	Consolidating Compensation and Licensing into SAP – Financial Services Considerations to Modernize and Consolidate Their Compensation and Producer Licensing Functions into Single Platform Sponsor Session: Accenture	Are you seeking to streamline the technical and operational management of data, licensing, business rules, and commissions? Walk through two use cases for large financial services customers with a similar approach to build a road map for consolidating technologies and operations into one SAP platform. Creating the business case and successful delivery included prioritizing agent experience, automating processes, increasing efficiency, reducing errors, and saving costs, all with a focus on the future of technology.
1:30 p.m.–2:10 p.m. Solutions Room	Enhancing Operational Success in the Insurance Landscape: An Open Forum on APM/ALM Best Practices and Innovations	The forum aims to foster a collaborative environment where attendees can exchange best practices, challenges, and innovative solutions based on their experiences with APM/ALM. Key areas of focus will include the adoption of digital transformation initiatives, the role of data analytics in decision-making, and the importance of agility in responding to regulatory changes and market demands.	Phillip Butts, Director of Product for Training and Enablement, SAP Dean Patterson, Director of Product Management, SAP Sales Performance Management, SAP Craig Nelson, Director of Product Management, Agent Connection and Agent Compliance, SAP
1:30 p.m.–2:10 p.m. Demo Room A	Quota Planning with SAP SuccessFactors Territory and Quota	Explore the art of possible with our next generation of quota planning. See how multi-dimensional, cross KPIs, integrated planning based on insights of your data can lead to better outcomes for your organization. Our innovation journey is built for your success so bring your challenges, scenarios, and questions.	Wojtek Kalata, Senior Director of Product Management, SAP
2:20 p.m.–3:00 p.m. Auditorium	Unlocking the Power of AI in Incentive Compensation Management	Explore the latest features and enhancements in incentive management, designed to streamline compensation processes and boost productivity. This session showcases innovations like upgraded analytics tools, an enhanced user interface, and advanced automation to maximize earnings and drive business success. We'll also discuss AI's transformative role, not just as a feature but as a fundamental reimagining of compensation processes. Whether you're a seasoned user or new to our platform, this presentation will provide invaluable insights to help you leverage the full potential of your incentive compensation strategy.	Aaron Quandt, Senior Product Manager, SAP Customer Experience Andrija Bugarski, Senior Product Specialist, SAP
2:20 p.m.–3:00 p.m. Solutions Room	Navigating Identity Management with IAS, Managing Support Escalation Protocols: Best Practices and Strategies	We will discuss strategies for ensuring accurate user authentication, access control, and identity governance with the Identity Authentication service (IAS). Additionally, we will focus on managing support escalation protocols, a critical aspect of maintaining high service quality and user satisfaction.	Phillip Butts, Director of Product for Training and Enablement, SAP
2:20 p.m.–3:00 p.m. Demo Room A	How the CPG Industry in LATAM Is Unlocking the Power of Sales Performance Management Sponsor Session: TEC360	Driving excellence, shaping the future and overcoming the complexities surrounding commissions in the CPG industry	Peter Wiegandt, CEO and Founder, TEC360
3:00 p.m.–3:15 p.m. Auditorium Lobby	Afternoon Break
3:15 p.m.–4:30 p.m. Auditorium	General Sessions
	2025 Spotlight Awards	The Spotlight Awards honor customers who use SAP products and technologies to generate positive impact and thrive in business. Recognized firms leverage sales performance management solutions to create value and adapt to customer needs. Nominees and award recipients fall into one of three categories: “Customer Influencer”, “Customer Migration Excellence”, and “Sales Performance Management Growth”. Whether advocating for sales performance management solutions through their experience, completing significant product migrations, or expanding their SAP footprint, these winners illustrate inspiring use cases, setting a benchmark for excellence.	Robert Hartsough, SVP and General Manager SPM, SAP Michelle Calabrese, Global Head of Customer Success, SAP Sales Performance Management, SAP
	Forward Together	We are grateful for our vibrant sales performance management community and look forward to continued partnership and innovation as we tackle the year ahead.	Robert Hartsough, SVP and General Manager SPM, SAP

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