ICM software requirements checklist
ICM evaluations usually compare feature lists, and every vendor ticks every box. The difference shows up in month three, when a split deal crosses a tier and a quota changes retroactively, and the admin discovers the tool needs a services ticket to handle it. This checklist weights requirements by what breaks payouts, then gives you test cases with known answers to run on your own plan during the demo.
Download it
What you get
- A weighted requirements table with Must, Should, and Could priorities
- A 1 to 5 vendor response scale from Native to Not supported
- Plan-complexity test cases with inputs and expected results
- Scripted demo steps on your own plan and data
- Commercial and exit questions to ask before signing
Who it's for
- Comp admins and RevOps leads running an ICM evaluation
- Finance teams who need auditable commission calculations
- Sales ops teams replacing spreadsheets with a commission tool
What's inside
5 sections, each listed with its own size. The first is previewed below; the remaining 4 come with the download, with blank rows ready to fill in.
| Section | Size | Previewed |
|---|---|---|
| Weighted requirements | 7 columns, 9 worked example rows | Below |
| Plan-complexity test cases | 5 columns, 6 worked example rows | In the download |
| Scripted demo on your own plan and data | 8-point checklist | In the download |
| Commercial and exit questions | 8-point checklist | In the download |
| Scoring and weights | Guidance notes | In the download |
Preview of section 1
Weighted requirements
Vendor score: 5 Native, 4 Configuration, 3 Custom, 2 Roadmap, 1 Not supported. Weighted score = Weight x Vendor score. Evidence is what you need to see, not what the vendor tells you.
| ID | Requirement | Priority | Weight | Vendor score (1-5) | Explanation | Evidence |
|---|---|---|---|---|---|---|
| ICM-01 | Marginal tiers, decelerators, and accelerators per measure, with tier-crossing deals split automatically | Must | 15 | Test case T1 run live | ||
| ICM-02 | Crediting rules for splits, overlays, and team selling from CRM fields | Must | 15 | Test cases T2 and T3 run live |
How to use it
1. Write down your three hardest plan rules first
Pick the rules that cause the most disputes or manual work today, such as tier-crossing splits or retroactive quota changes. Those become test cases, and they matter more than any feature list.
2. Adjust the weights before you see vendors
Set weights based on where your payouts break today. Changing them after demos lets the favorite vendor's strengths decide the weights.
3. Give vendors the test cases and expected answers
Send the test cases a week before the demo, with your real plan terms. Ask them to configure the plan, not show a pre-built one. If a test needs vendor services to configure, score it 3 (Custom).
4. Make your comp admin drive one change
In the demo, have your admin change a rate or add a rep without the vendor's hands on the keyboard. What your admin can do alone decides your running cost after go-live.
Frequently asked questions
What should you look for in incentive compensation software?
Correct handling of your hardest plan rules (tiers, splits, clawbacks, retroactive changes), reliable CRM and billing sync, rep statements that show the math, an audit trail, and whether your own admin can change plans without vendor services.
What is ICM software?
Incentive compensation management software calculates commissions and bonuses from plan rules and CRM or billing data, produces rep statements, handles disputes and adjustments, and keeps an audit trail for finance.
How do you test commission software during a demo?
Send the vendor your plan and test cases with known answers in advance, then run them live on anonymized real deals. Have your own admin make a plan change during the demo.