Varicent, the leader in Sales Performance Management, showcased new progress in its AI-native architecture, revealing updates that reshape how the Varicent Platform handles sales planning, incentive design, data preparation, and inquiry management. Introduced at the company’s inaugural Unlock Innovation Forum, the updates reflect Varicent’s ongoing work to build AI into the structure of its platform rather than apply it to isolated tools.
“Most AI tools make individual work faster. We’re focusing on what makes the entire system better,” said Marc Altshuller, CEO of Varicent.
This architectural approach gives leaders a clearer view of how changes in one part of the system affect territories, quotas, payouts, and downstream performance. Instead of improving isolated tasks, it improves how the entire revenue engine works together.
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“Most AI tools make individual work faster. We’re focusing on what makes the entire system better,” said Marc Altshuller, CEO of Varicent. “Our new innovations fix the underlying workflows, so revenue doesn’t depend on heroic effort. When the system works better, the whole organization does too.”
During the Unlock Innovation Forum, Varicent showed how its AI-native approach simplifies complex work and removes bottlenecks across the revenue lifecycle. New capabilities allow teams to:
- Model scenarios and adjust territories on demand
- Automate the building and testing of incentive logic
- Use AI to process data from multiple sources and create instant documentation
- Dramatically simplify compensation inquiries, reducing time to minutes
“What we showed today is AI that improves the workflows that drive performance,” said Neil Whitney, Chief Product and Innovation Officer at Varicent. “These capabilities demonstrate how AI supports the full chain of planning and performance, not just isolated tasks. They make the compounding effects across planning and performance visible, so leaders can see how individual decisions drive broader outcomes”
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The announcement aligns with insights from Varicent’s new research report, The Inflection Point, which found that while many organizations are experimenting with task-level AI, revenue leaders see greater value in AI that improves how decisions move through the entire go-to-market system. This shift echoes the same system-level approach behind Varicent’s AI-native evolution.
The Unlock Innovation Forum brings together customers, partners, and industry leaders to explore what’s next in sales performance design and execution. It marks the beginning of the Varicent Unlock event series, which will continue into 2026 with roadshows, user groups, and community events focused on innovation and learning.