Menu
Microsoft's buys sales-gamification startup with eye to CRM combo

Microsoft's buys sales-gamification startup with eye to CRM combo

Incent Games' software will be integrated into Microsoft's Dynamics CRM offering

Incent Games' FantasySalesTeam software.

Incent Games' FantasySalesTeam software.

Microsoft has acquired Incent Games and plans to integrate the Texas startup's FantasySalesTeam sales-gamification software into Dynamics CRM.

Terms of the deal were not disclosed.

Adding the fantasy sports component to its CRM offering will give companies a tool to make incentive programs for sales staff more engaging, according to Bob Stutz, corporate vice president for Microsoft Dynamics CRM, in a who discussed the news in a blog post.

Microsoft will integrate the platform into its own Dynamics CRM software in the coming months, Stutz said. It will also continue to support customers using FantasySalesTeam with other CRM products.

However, the move drew some derisive commentary from at least one analyst.

"Are they kidding?" said Denis Pombriant, managing principal at Beagle Research Group, via email. "Let's see, for many years and even centuries, we have incentivized sales people with money (the carrot) and job loss (the stick). That wasn't enough? Really?"

The real problem with incentives is the difficulty in individualizing and applying them across a product line that contains more than one product, and that can't be solved with gamification, Pombriant said.

Rather, it's a big data problem, he suggested, and it can be solved by comprehensive compensation-management systems such as what's offered by companies like Xactly and Callidus.

"We spend all kinds of effort and resources trying to squeeze more productivity out of sales reps," Pombriant said. "It makes little sense to me to introduce a game system that takes their attention away from the business at hand rather than pursuing results."

Subscribe here for up-to-date channel news

Follow Us

Join the New Zealand Reseller News newsletter!

Error: Please check your email address.

Tags applicationsCustomer Relationship ManagementFantasySalesTeamMicrosoftsoftware

Featured

Slideshows

Tight lines as Hooked on Lenovo catches up at Great Barrier Island

Tight lines as Hooked on Lenovo catches up at Great Barrier Island

​Ingram Micro’s Hooked on Lenovo incentive programme recently rewarded 28 of New Zealand's top performing resellers with a full-on fishing trip at Great Barrier Island for the third year​ in a row.

Tight lines as Hooked on Lenovo catches up at Great Barrier Island
Inside the AWS Summit in Sydney

Inside the AWS Summit in Sydney

As the dust settles on the 2017 AWS Summit in Sydney, ARN looks back an action packed two-day event, covering global keynote presentations, 80 breakout sessions on the latest technology solutions, and channel focused tracks involving local cloud stories and insights.

Inside the AWS Summit in Sydney
Channel tees off on the North Shore as Ingram Micro hosts annual Cure Kids Charity golf day

Channel tees off on the North Shore as Ingram Micro hosts annual Cure Kids Charity golf day

Ingram Micro hosted its third annual Cure Kids Charity Golf Tournament at the North Shore Golf Club in Auckland. In total, 131 resellers, vendors and Ingram Micro suppliers enjoyed a round of golf consisting of challenges on each of the 18 sponsored holes, with Team Philips taking out the top honours.

Channel tees off on the North Shore as Ingram Micro hosts annual Cure Kids Charity golf day
Show Comments