Research Note: Pega Sales Automation
Executive Summary
Pegasystems' Sales Automation solution represents a sophisticated component of the company's broader Customer Relationship Management (CRM) suite, leveraging Pega's renowned process automation and AI capabilities to transform complex sales operations. Operating as part of the Pega Infinity platform, the solution delivers advanced sales automation functionality that spans lead management, opportunity handling, forecasting, and guided selling, all built on Pega's distinctive AI-powered decisioning engine. Pega Sales Automation distinguishes itself technologically through its robust case management architecture, predictive analytics capabilities, and seamless integration with Pega's broader customer engagement solutions, providing a unified approach to sales and service interactions. The platform's emphasis on guided selling and next-best-action recommendations positions it as particularly suitable for organizations with complex sales processes, lengthy sales cycles, and substantial regulatory requirements. This research note provides an in-depth analysis of Pega Sales Automation's capabilities, market position, and strategic direction for C-suite executives evaluating enterprise sales automation investments, highlighting the platform's strengths in process automation, AI-driven guidance, and enterprise integration capabilities against its more limited market presence compared to dominant CRM providers.
Corporate Overview
Pegasystems Inc. was founded in 1983 by Alan Trefler, who continues to serve as the company's Chairman and CEO, establishing a long-term leadership stability unusual in the technology sector. The company's global headquarters is located at One Rogers Street, Cambridge, Massachusetts 02142, with major operational centers across North America, Europe, and Asia-Pacific, including significant development hubs in India. Pegasystems became a publicly traded company in 1996 on the NASDAQ exchange (ticker: PEGA) and has grown both organically and through strategic acquisitions, including the purchase of Chordiant Software in 2010 which significantly enhanced its customer decision management capabilities. The company reported annual revenue of approximately $1.34 billion for fiscal year 2023, representing modest year-over-year growth, with a strategic focus on transitioning from perpetual licensing to subscription-based revenue models to improve long-term financial predictability.
Pegasystems has consistently been recognized by industry analysts such as Gartner and Forrester as a leader in business process management, customer engagement, and CRM categories, earning positions in multiple Leadership Quadrants and Wave reports over the past decade. The company's technical achievements include the development of its low-code Pega Platform, the AI-powered Customer Decision Hub, and its patented Directly Capture Objectives (DCO) technology that enables business users to directly translate objectives into executable applications. Pegasystems has successfully completed thousands of enterprise implementations across industries, with particularly strong presence in financial services (including clients like JPMorgan Chase, Bank of America, and Citigroup), healthcare (such as Anthem, Aetna, and Kaiser Permanente), and telecommunications (including Vodafone, T-Mobile, and BT Group). The company primarily serves large enterprise clients, focusing on organizations with complex operational environments, strict regulatory requirements, and sophisticated customer engagement needs, typically within regulated industries where process consistency and compliance are critical success factors.
Pegasystems maintains strategic alliances with major global systems integrators including Accenture, Capgemini, Cognizant, and Infosys, which provide implementation support and industry-specific expertise for Pega deployments. These partnerships enhance Pega's enterprise reach while providing clients with access to specialized implementation resources beyond Pega's direct professional services capabilities. The company has also established technology partnerships with cloud providers including AWS, Microsoft Azure, and Google Cloud, enabling flexible deployment options for clients with varying infrastructure preferences. Pegasystems' partnership ecosystem represents a strategic asset that extends its market reach and implementation capacity beyond what the company could provide directly, though it also creates potential complexity in ensuring consistent implementation quality across diverse partner engagements.
Market Analysis
The global Sales Force Automation (SFA) market was valued at approximately $7.9 billion in 2023 and is projected to reach $18.2 billion by 2030, growing at a compound annual growth rate (CAGR) of approximately 11.5% during this period. Within this market, Pegasystems controls an estimated 2-3% market share, positioning it as a specialized player rather than a dominant force, particularly when compared to market leaders like Salesforce (which commands approximately 19.8% of the CRM market), Microsoft Dynamics (9.4%), and Oracle (5.3%). Pega differentiates itself strategically through its process-centric approach to sales automation, emphasizing AI-driven next-best-action recommendations, sophisticated case management for complex sales processes, and seamless integration with its broader customer engagement platform rather than competing primarily on feature breadth or market share.
The financial services, insurance, healthcare, telecommunications, and public sector verticals represent approximately 75% of Pega's customer base, with these regulated industries valuing the platform's robust compliance capabilities and process consistency. Performance metrics that matter most in these complex sales environments include sales cycle duration (with Pega implementations typically reporting 15-25% reductions), cross-sell/upsell effectiveness (showing 20-30% improvements), regulatory compliance rates (achieving 99%+ consistency), and first-call resolution improvements (averaging 15-20% gains when sales and service capabilities are unified). Market trends driving demand for sophisticated sales automation include the increasing complexity of B2B sales processes, growing regulatory pressures in financial services and healthcare, rising customer expectations for personalized experiences across channels, and the need for AI-powered guidance to help sales representatives navigate complex product portfolios and compliance requirements.
Clients implementing Pega Sales Automation have reported significant operational improvements, including 40% increases in sales productivity, 30% reductions in onboarding time for new sales representatives, and 25% improvements in forecast accuracy through AI-powered predictive analytics. The company faces competitive pressure from both established CRM leaders like Salesforce, Microsoft, and Oracle, which offer broader platform capabilities and larger ecosystems, and from specialized sales automation vendors that may provide more focused solutions at lower price points. Pega's platform supports over 20 languages and can be deployed across global operations, with channel capabilities spanning traditional sales, digital commerce, partner networks, and service operations through its unified architecture. Industry recognition has been substantial, with Pegasystems consistently named a leader in Customer Engagement Management, Real-Time Interaction Management, and Digital Process Automation by major analyst firms, though its position specifically in Sales Automation is typically less prominent than its rankings in process automation and customer decision management.
Looking forward, the sales automation market is expected to evolve toward increased AI adoption, omnichannel engagement capabilities, and deeper integration with marketing and service functions, areas where Pega's architectural approach and AI investments position it well despite its smaller market share. Organizations typically allocate 5-7% of their total CRM budget to sales automation capabilities, with Pega implementations generally falling at the higher end of this range due to their enterprise focus and integration capabilities. Competitors from adjacent technology sectors are increasingly integrating sales capabilities into their offerings, with major ERP vendors like SAP enhancing their CRM modules and customer data platform providers expanding into sales enablement, creating a more complex competitive landscape that will require Pega to clearly articulate its differentiated value proposition.
Product Analysis
Pega Sales Automation is built on the company's unified Pega Infinity platform, which provides a common foundation for customer engagement across marketing, sales, and service functions. The solution takes a process-centric approach to sales automation, treating sales opportunities as sophisticated cases that flow through configurable stages with associated tasks, approvals, and milestones, rather than as simple database records. Pegasystems holds numerous patents related to its core technology, including its case management architecture, decisioning algorithms, and model-driven development approach, providing intellectual property protection for key platform capabilities. The company's AI-driven Customer Decision Hub serves as the brain of the sales automation solution, analyzing customer data, context, and business rules to generate next-best-action recommendations that guide sales representatives toward optimal engagement strategies.
Pega's natural language understanding capabilities are primarily applied through its intelligent virtual assistant technology and document analysis features, enabling the platform to extract meaning from customer interactions and unstructured data sources to inform sales processes. The platform supports comprehensive multi-language capabilities across its interface and AI components, allowing global enterprises to deploy the solution across diverse geographic regions while maintaining consistent processes. Pega Sales Automation excels in omnichannel orchestration, providing seamless continuity across digital and human-assisted interactions through its unified architecture, enabling sales conversations to transition between channels while retaining complete context and history. The platform offers sophisticated low-code development capabilities through its App Studio and Dev Studio environments, allowing business and technical users to configure and extend sales processes without extensive custom coding.
Enterprise system integration represents a core strength of the Pega platform, with pre-built connectors to major enterprise applications, robust API capabilities, and integration with legacy systems through its Process Fabric technology. The platform's analytics capabilities are comprehensive, providing real-time visibility into sales performance through interactive dashboards, AI-driven forecasting, and predictive analytics that help sales leaders anticipate outcomes and optimize resource allocation. Pega's emotion and sentiment detection capabilities are incorporated into its interaction analysis framework, enabling the platform to assess customer engagement and adjust sales approaches based on detected sentiment across channels. The company has made significant investments in generative AI orchestration through its Pega GenAI Blueprint initiative, enhancing the platform's ability to generate personalized sales content, summarize customer information, and provide AI-assisted coaching while maintaining enterprise governance.
Security and compliance frameworks are particularly robust, with comprehensive capabilities for managing regulatory requirements in highly regulated industries, including role-based access controls, audit trails, and configurable validation rules that enforce compliance during sales processes. The platform supports sophisticated multi-agent orchestration through its case management architecture, allowing complex sales processes to be distributed across specialized teams while maintaining process integrity and coordination. Voice and speech processing capabilities are incorporated through Pega's voice analytics and intelligent virtual assistant technologies, though these are typically more focused on service scenarios than core sales processes. The platform provides continuous learning capabilities through its Adaptive Decision Manager, which analyzes outcomes of sales interactions to refine AI models and improve recommendation accuracy over time.
Process automation is deeply integrated throughout the platform, with Pega's industry-leading business process management capabilities extending into sales workflows, approval processes, and compliance verification. The company offers vertical-specific solution accelerators for key industries including financial services, insurance, healthcare, and telecommunications, providing pre-configured processes, data models, and UI components that accelerate implementation. Pega's explainable AI capabilities are particularly strong, with transparency features that provide insight into why specific recommendations are made, addressing regulatory requirements for AI governance in sales processes. The platform offers comprehensive customization and personalization capabilities, allowing organizations to tailor sales processes, interfaces, and AI models to their specific business requirements while maintaining the underlying platform integrity.
Pega Sales Automation excels in hybrid human-AI collaboration, with its next-best-action advisor serving as an AI copilot that augments sales representative capabilities rather than attempting to replace human judgment. The platform's entity and intent management capabilities enable sophisticated understanding of customer needs and sales context, informing more relevant recommendations and process automation. Real-time language translation capabilities are available through integration with third-party services, though this is not a core platform differentiator. The platform supports flexible deployment options including cloud, on-premises, and hybrid models, with Pega Cloud being the strategic focus for new implementations while maintaining support for clients with specific deployment requirements.
Technical Architecture
Pega Sales Automation needs to interface with a broad ecosystem of enterprise systems including core banking platforms, insurance policy administration systems, ERP solutions, marketing automation tools, and customer data platforms, with clients generally reporting positive experiences with these integrations once properly implemented. Security is handled through a comprehensive framework that includes data encryption, role-based access controls, detailed audit logging, and support for enterprise authentication standards, with certifications including SOC 2, ISO 27001, and regulatory compliance capabilities for GDPR, HIPAA, and industry-specific requirements. The platform's natural language understanding approach combines rules-based models with machine learning techniques, applying different AI approaches based on the specific use case and available training data, with benchmarks showing particularly strong performance in industry-specific contexts where the system has been trained on domain terminology.
Pega's AI engine combines traditional rule-based decision management with machine learning and adaptive analytics, creating a hybrid architecture that can leverage explicit business rules while continuously learning from outcomes. The platform offers comprehensive NLP capabilities including entity extraction, intent recognition, sentiment analysis, and contextual understanding, though these are typically more emphasized in service scenarios than core sales processes. Pega supports multiple channels through a unified architecture that separates channel-specific interfaces from the underlying process and decision management, enabling consistent experiences across web, mobile, chat, voice, and partner portals. The platform offers flexible deployment options including Pega Cloud (the company's strategic focus), client-managed cloud deployments on AWS/Azure/Google Cloud, and traditional on-premises installations for organizations with specific security or regulatory requirements.
Pega integrates with enterprise systems through a multi-faceted approach including pre-built connectors for major enterprise applications, RESTful APIs, SOAP web services, and its Pega Process Fabric technology for orchestrating work across disparate systems. The platform demonstrates enterprise-grade scalability, supporting global deployments with millions of customers and thousands of users, though implementations typically require careful architecture and infrastructure planning to ensure optimal performance. Pega supports a comprehensive development and deployment workflow through its DevOps capabilities, enabling continuous integration/continuous deployment (CI/CD) practices with separate development, testing, and production environments. The platform's analytics architecture combines operational reporting, predictive analytics, and adaptive decision management within a unified framework, enabling both real-time operational insights and sophisticated predictive capabilities that improve over time.
The recent introduction of Pega GenAI represents a significant advancement in the platform's technical architecture, leveraging large language models to enhance both application development and end-user experiences. GenAI Coach serves as an AI-powered assistant that provides contextual guidance, helping users navigate complex workflows and make informed decisions. This capability is fully integrated with Pega's existing security controls, guardrails, and auditability mechanisms, ensuring that AI-generated content adheres to organizational policies and compliance requirements. The platform's modular architecture, described as the "Situational Layer Cake," allows for efficient reuse of workflows, data models, decisions, and case types across applications, significantly reducing implementation costs and maintenance overhead while enabling enterprise-wide standardization with local variations where needed.
Strengths
Pega Sales Automation's primary strength lies in its process-centric approach to complex sales scenarios, with sophisticated case management capabilities that can model and automate multi-stage sales processes involving numerous stakeholders, approvals, and compliance requirements. Independent evaluations consistently validate the effectiveness of Pega's AI-driven decisioning capabilities, with client implementations reporting 25-30% improvements in cross-sell/upsell effectiveness and 15-20% increases in sales conversion rates through more relevant, timely recommendations. The platform supports more than 20 languages across its interface and AI components, enabling global enterprises to deploy consistent sales processes while addressing local market requirements and regulatory considerations. Pega excels at balancing AI automation with human judgment through its next-best-action framework, which provides recommendations to sales representatives while allowing them to apply their expertise in specific customer contexts.
The platform's vertical-specific accelerators for industries like financial services, insurance, and healthcare provide significant implementation advantages, typically reducing time-to-value by 30-40% compared to generic solutions by incorporating industry-specific processes, data models, and compliance requirements. Pega maintains comprehensive security certifications including SOC 2, ISO 27001, and support for industry-specific regulatory frameworks such as HIPAA and GDPR, addressing the stringent security requirements of enterprise clients in regulated industries. The company holds numerous patents related to its case management architecture, decisioning algorithms, and low-code development capabilities, creating significant barriers to entry for competitors attempting to replicate its core capabilities. Pega has established strategic relationships with major global systems integrators including Accenture, Capgemini, and Cognizant, providing clients with access to specialized implementation expertise and industry knowledge.
The platform has demonstrated enterprise-scale deployments supporting thousands of users and millions of customers across global operations, establishing its credibility for large-scale, mission-critical implementations. Clients implementing Pega Sales Automation have reported substantial business results, including 20-25% reductions in sales cycle duration, 15-20% improvements in forecast accuracy, and 30-35% increases in sales productivity through automated administrative tasks and AI-guided selling approaches. The platform's unified architecture across marketing, sales, and service functions enables a consistent customer experience across the entire lifecycle, allowing organizations to maintain context as customers move between departments and channels. Pega's commitment to explainable AI provides transparency into recommendation logic, addressing regulatory requirements and building user trust in AI-generated suggestions.
According to Gartner's Critical Capabilities for Sales Force Automation report, Pega received high scores across multiple use cases, highlighting its strengths in complex sales processes and regulated environments. The company's long-standing CEO, Alan Trefler, provides consistent leadership and vision, supporting a corporate culture focused on solving complex enterprise challenges rather than chasing market trends. Pega's Process AI capability represents a significant competitive advantage, combining AI, decision management, and workflow automation to create intelligent applications that continuously adapt and improve. The platform's Situational Layer Cake architecture allows organizations to efficiently reuse components across applications while accommodating local variations, significantly reducing both implementation time and ongoing maintenance costs.
Weaknesses
Despite Pega's technological strengths, the company's market presence in sales automation is significantly smaller than CRM giants like Salesforce, Microsoft, and Oracle, which may impact its ability to invest in sales-specific capabilities at the same pace as these larger competitors. Employee reviews on platforms like Glassdoor suggest generally positive perspectives on company culture, though some note challenges with organizational complexity and process overhead that could impact agility. While well-established as a public company with stable financials, Pega's investment capacity is more limited than larger enterprise software vendors, potentially constraining its ability to expand market share through substantial marketing initiatives or major acquisitions.
The platform's comprehensive capabilities often come with implementation complexity, with clients reporting that realizing the full value of Pega's AI and process automation capabilities typically requires significant configuration and integration work. Service and support quality generally receives positive reviews, though some clients note challenges with finding resources experienced in Pega's unique architecture and development approach compared to more widely adopted platforms. While Pega offers comprehensive integration capabilities, implementations may require more specialized expertise than platforms with larger ecosystems and more pre-built connectors, potentially increasing integration costs and timelines.
Pega maintains global operations, but its market presence and partner ecosystem are stronger in North America and Europe than in emerging markets, potentially impacting global enterprises requiring consistent support across all regions. The company provides extensive documentation and training resources, though the learning curve for mastering Pega's distinctive architecture and development approach is steeper than for some competing platforms with more familiar development paradigms. Pega's primary focus on complex enterprise requirements may make its solutions less suitable for mid-market organizations seeking simpler, quicker implementations with lower total cost of ownership. The platform's enterprise orientation and sophisticated capabilities typically translate to higher implementation and subscription costs compared to more focused sales automation solutions, potentially limiting its appeal for organizations with constrained budgets.
User interface design has historically been a challenge for Pega applications, with some clients reporting that the out-of-the-box user experience can appear dated compared to more consumer-style CRM interfaces. While Pega has made significant improvements in this area with recent releases, the platform's emphasis on functionality over aesthetics may still influence user adoption rates, particularly among millennial and Gen Z sales professionals accustomed to more modern digital experiences. The company's extensive certification and training programs, while creating a high-quality talent pool, also contribute to potentially higher professional services costs and longer ramp-up times for internal administrators. Pega's reliance on its partner ecosystem for implementation services introduces potential variability in implementation quality and approach, requiring careful partner selection and governance to ensure successful outcomes.
Client Voice
Financial services clients including major banks and insurance providers have successfully leveraged Pega Sales Automation to unify complex sales processes across products and lines of business, with one global bank reporting a 35% improvement in qualified leads and 28% increase in cross-sell success rates after implementation. Telecommunications companies have utilized the platform to enhance their B2B sales operations, with one major carrier achieving a 40% reduction in sales cycle time and 25% improvement in forecast accuracy through AI-guided selling and automated workflow management. Healthcare organizations implementing Pega have reported significant improvements in sales compliance and provider relationship management, with one health insurance company increasing sales representative productivity by 30% while maintaining 100% regulatory compliance through guided selling processes.
Clients typically report accuracy rates exceeding 85% for Pega's AI-powered next-best-action recommendations, with performance improving over time as the system learns from outcomes and adapts to specific business contexts. Implementation timelines vary based on scope and complexity, with typical enterprise deployments requiring 6-9 months for initial implementation and subsequent phases expanding functionality over time, though organizations leveraging industry accelerators may achieve faster time-to-value. Organizations particularly value Pega's ability to enforce consistent sales processes while adapting to specific customer contexts, balancing the need for compliance with personalized customer engagement.
Clients in regulated industries highlight the platform's robust compliance capabilities as a key differentiator, with automated validations and approvals ensuring adherence to regulatory requirements without impeding sales productivity. Regarding ongoing maintenance, organizations typically allocate resources for platform administration, process optimization, and regular updates to business rules and decision strategies, with cloud deployments reducing infrastructure management requirements but still requiring business-side governance. Clients emphasize the importance of establishing clear governance structures and center of excellence models to maximize value from Pega implementations, ensuring business and IT stakeholders collaborate effectively on ongoing platform evolution.
According to Gartner reviews, users particularly appreciate the platform's ability to detect and understand customer needs in real-time, then deliver relevant next-best-action recommendations accordingly. CNO Financial Group, a major insurance provider, reported that Pega's unified CRM and low-code capabilities have revolutionized experiences for agents, associates, and customers. First Citizens Bank has effectively leveraged Pega's digital automation capabilities to streamline processes and enhance customer experiences. Multiple clients note that the platform's built-in AI capabilities identify the best leads, opportunities, and personalized next-best-actions for each sales representative in real-time, empowering them to sell more effectively and achieve quota targets more consistently.
Bottom Line
When evaluating Pega Sales Automation, decision-makers should consider the platform's sophisticated process automation capabilities, AI-driven guided selling, and seamless integration with broader customer engagement functions, balanced against its more limited market presence, potential implementation complexity, and typically higher total cost of ownership compared to more focused solutions. Pega Sales Automation represents an ideal solution for large enterprises with complex sales processes, strict regulatory requirements, and sophisticated customer engagement needs, particularly within regulated industries like financial services, insurance, healthcare, and telecommunications where process consistency and compliance are critical success factors. In the sales automation market, Pega has established itself as a specialized enterprise player with particular strength in complex, regulated environments rather than competing primarily on market share or feature breadth.
Organizations with multi-stage sales processes involving numerous stakeholders, approval workflows, and compliance requirements are particularly well-suited for Pega's case management approach to sales automation. The platform is especially valuable for enterprises seeking to unify customer engagement across marketing, sales, and service functions through a consistent technological foundation. Pega Sales Automation is optimally positioned for organizations undertaking digital transformation initiatives that extend beyond departmental boundaries, requiring orchestration of work across traditional silos. Companies with significant AI ambitions will find value in Pega's sophisticated decisioning capabilities, particularly when seeking to provide guided selling experiences that balance automation with human judgment.
The platform may be less optimal for mid-market organizations seeking rapid implementation with minimal configuration, companies operating in less regulated industries where process flexibility outweighs compliance requirements, organizations with limited technical resources for platform administration, or businesses seeking the lowest possible total cost of ownership. Pega has demonstrated particularly strong domain expertise in financial services (especially retail banking, commercial banking, and wealth management), insurance (including property and casualty, life, and health), healthcare (payer and provider), telecommunications, and public sector, where its process-centric approach and compliance capabilities align well with industry requirements. For the right organization, Pega Sales Automation offers a sophisticated platform that can transform complex sales operations through intelligent automation, guided selling, and seamless integration with the broader customer engagement ecosystem.
Strategic Planning Assumptions
Because Pega's AI-driven next-best-action capabilities have demonstrated 25-30% improvements in cross-sell/upsell effectiveness while reducing inappropriate offers by 40%, by 2027, 70% of enterprise sales organizations in regulated industries will implement similar guided selling approaches, fundamentally transforming how sales representatives engage with customers and navigate complex product portfolios. (Probability: 0.80)
Because unified platforms spanning marketing, sales, and service demonstrate 35-40% improvements in customer experience metrics compared to siloed applications, by 2026, 60% of global enterprises will prioritize architectural consistency across customer-facing functions over best-of-breed departmental solutions, driving consolidation in the CRM market around vendors with comprehensive capabilities. (Probability: 0.75)
Because process-centric sales automation platforms reduce compliance violations by 65-70% while improving audit readiness, by 2028, 80% of financial services and healthcare organizations will implement sales solutions with robust compliance automation, eliminating traditional tensions between sales effectiveness and regulatory adherence. (Probability: 0.85)
Because low-code development platforms reduce sales automation customization time by 60-65% compared to traditional coding approaches, by 2027, 75% of enterprise sales technology will be configured by business analysts rather than developers, fundamentally changing skill requirements and governance models for sales operations teams. (Probability: 0.70)
Because AI-powered sales forecasting has demonstrated 30-35% improvements in accuracy compared to traditional methods, by 2026, predictive forecasting will become standard in 65% of enterprise sales organizations, transforming resource allocation and business planning processes. (Probability: 0.75)
Because integration between sales automation and backend transaction systems reduces processing time by 50-55% and error rates by 70-75%, by 2027, 60% of enterprises will implement end-to-end process orchestration spanning front-office and back-office systems, eliminating traditional handoffs between departments. (Probability: 0.65)
Because explainable AI approaches have increased sales representative adoption of AI recommendations by 40-45% compared to black-box approaches, by 2026, 70% of enterprise AI implementations will include transparency mechanisms that build user trust and address regulatory requirements. (Probability: 0.80)
Because specialized industry solutions demonstrate implementation times 35-40% shorter than generic platforms while delivering higher business impact, by 2027, 65% of sales automation deployments in regulated industries will leverage vertical-specific accelerators rather than building custom solutions from generic platforms. (Probability: 0.70)
Because unified customer data platforms reducing data preparation time by 60-65% and improving insight quality by 40-45%, by 2028, 70% of enterprises will implement centralized customer data foundations that serve sales, marketing, and service functions through a common architecture. (Probability: 0.75)
Because Pega's new GenAI Coach technology enhances sales representative effectiveness by providing contextual guidance that improves lead qualification by 30-35% and reduces onboarding time by 40-45%, by 2026, 60% of enterprise sales organizations will implement AI-powered coaching assistants that provide continuous guidance rather than relying primarily on periodic manager reviews. (Probability: 0.65)