{"id":136532,"date":"2026-09-28T21:40:42","date_gmt":"2026-09-28T19:40:42","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/?post_type=webinar&#038;p=136532"},"modified":"2026-10-01T16:42:24","modified_gmt":"2026-10-01T14:42:24","slug":"ai-spm-tech-stack-build-or-buy","status":"publish","type":"webinar","link":"https:\/\/www.akeron.com\/vulki\/en\/webinar\/ai-spm-tech-stack-build-or-buy\/","title":{"rendered":"AI\u2019s Impact on the SPM Tech Stack: How Firms are Rethinking Build or Buy Decisions"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"136532\" class=\"elementor elementor-136532\" data-elementor-post-type=\"webinar\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-992745c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"992745c\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-d4ded5e\" data-id=\"d4ded5e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3872781 elementor-widget elementor-widget-text-editor\" data-id=\"3872781\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p data-pm-slice=\"1 1 []\">Deciding whether to build or buy Sales Performance Management (SPM) technology isn\u2019t a new question for corporate sales organizations. In fact, our recent research suggests about 10% of firms with more than 100 incentive compensation payees use a custom, in-house developed SPM, not a commercial solution.<\/p><p>With AI\u2019s emergence, many firms are revisiting these decisions. AI\u2019s coding capabilities offer impressive output at a disruptive cost basis, tempting many firms to ask, \u2018Why not roll our own SPM?\u2019 This webcast examines the strategic, operational, and financial considerations that help answer that question. In doing so, it considers a third option \u2014 augmenting commercial SPM\u2019s core capabilities with custom AI-generated tools.<\/p><p><strong>Participants gain:<\/strong><\/p><div data-asana-list=\"\"><ul><li>an understanding of AI\u2019s current and likely future impact on sales performance management;<\/li><li>decision guidance on building, buying, or augmenting an SPM platform;<\/li><li>an understanding of build decisions\u2019 full costs, including controls, audit trails, integrations, dispute handling, and ongoing upkeep;<\/li><li>insight into viable paths of AI-enabled augmentation, using agents; and<\/li><li>suggestions on what to ask SPM vendors about their AI roadmaps.<\/li><\/ul><\/div><p>This webcast is intended for sales operations, sales effectiveness, revenue operations, compensation, IT, finance, and commercial leaders responsible for improving the technology foundation that supports sales performance and incentive compensation administration.<\/p><p><strong>Speakers:<\/strong><\/p><ul><li><strong>Anthony Marzetti<\/strong>, VP of Product Strategy &amp; Evangelism at Akeron<\/li><li><strong>Bob Kelly<\/strong>, Chairman at The Sales Management Association<\/li><li><strong>Douglas Erb<\/strong>, Managing Partner at Lanshore<\/li><\/ul><p>\u00a0<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-045d2f7 elementor-widget elementor-widget-button\" data-id=\"045d2f7\" data-element_type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/salesmanagement.org\/event\/ais-impact-on-the-spm-tech-stack-how-firms-are-rethinking-build-or-buy-decisions\/\" target=\"_blank\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-text\">Register here<\/span>\n\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Deciding whether to build or buy Sales Performance Management (SPM) technology isn\u2019t a new question for corporate sales organizations. In fact, our recent research suggests about 10% of firms with more than 100 incentive compensation payees use a custom, in-house developed SPM, not a commercial solution. With AI\u2019s emergence, many firms are revisiting these decisions. [&hellip;]<\/p>\n","protected":false},"featured_media":136535,"template":"","tag-webinar":[],"categoria-webinar":[309,281],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>AI and the SPM Tech Stack: Build or Buy | SMA Webcast<\/title>\n<meta name=\"description\" content=\"AI is reshaping the SPM tech stack. Learn how firms are rethinking build or buy decisions and what it means for your team.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.akeron.com\/vulki\/en\/webinar\/ai-spm-tech-stack-build-or-buy\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"AI and the SPM Tech Stack: Build or Buy | SMA Webcast\" \/>\n<meta property=\"og:description\" content=\"AI is reshaping the SPM tech stack. 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