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Xactly Corporation

ABA10 WinnerCompany: Xactly Corporation, San Jose, CA
Entry Submitted By: Blanc & Otus
Company Description: Xactly Corporation, the leader in on-demand sales performance management (SPM), provides solutions that enable sales and finance executives to design, implement, manage, and optimize sales compensation management programs easily and affordably. With Xactly, companies can improve operational performance, optimize sales effectiveness, proactively manage risk and compliance, and maximize profits.
Nomination Category: Company / Organization Categories
Nomination Sub Category: Best Overall Company of the Year - Up to 100 Employees

Nomination Title: Xactly Corporation

1. Tell the story about what this nominated company achieved since January 1 2009 (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

In spite of the uncertain macro-economic conditions, Xactly continued to
deliver stellar business results throughout 2009. The company increased
worldwide revenues by more than 50 percent over 2008 and nearly tripled its
number of customers and subscribers, including a sharp increase in
international customers.

The company’s success was due much in part to its strong customer-centric
culture and ability to help customers turn sales into a strategic competitive
weapon. With both excellence in service and solutions, Xactly maintained a
renewal rate of more than 90 percent from 2008 to 2009. In addition, more than
a third of the company’s customers, including 3COM, Akamai, Blackboard,
Cablevision, DHL, Dun & Bradstreet, Forrester, Motorola, Rackspace, and Time Warner Cable, added additional subscribers or modules.
New customers also included AlliedBarton, Billing Tree, BSI Management,
Compellent, Guardium, JMP Securities, InsideView, Life Technologies, Lumenis,
OpenText, Qliktech, Siemens, Sonora Quest Laboratories, Taleo, Verisign, and
William Scotsman.

According to Xactly founder and CEO, Christopher Cabrera, “Incenting the right
sales behavior was never more important than it was this past year. The value
of automating compensation and incenting right in order to improve sales
results was evident throughout our customer base, as our projects consistently
made it to the top of the ROI stack.”

Customer, Joe Dawe, Senior Director of Business Operations at Akamai, also
added, “Xactly Incent delivers incredibly rich information for making strategic
and tactical decisions around our global sales compensation and performance.
Its removed a significant distraction for finance and sales, lets us focus on
other business challenges, and enables us to more effectively address our

On the partner front, Xactly was chosen by to be a member of its
CRM Accelerate Program, a select group of strategic partners
offering highly integrated solutions for customers. In addition,
Xactly continued its strong relationship with Oracle as a member of its CRM On
Demand Inner Circle, an elite group of key partners forming an integrated
ecosystem of complimentary solutions offering extended value to Oracle CRM On
Demand customers. Xactly is the only SPM solution represented in each program.
Though the company had a great 2009 on both the business and customer front, it
remains most proud of the workforce behind that success. The company remains
committed to providing a positive work environment and giving back to local
communities, under the umbrella of the Xactly One™ program. In 2009, Xactly
participated in building houses for a local Habitat for Humanity, orchestrating
a food drive for Second Harvest, partook in the American Cancer Society's
Daffodil Days Campaign, and more.

Other key business results for the company in 2009 included the acquisition of
a key competitor, continued innovation across its product roadmap, expanded
partner and customer relationships and receiving top honors in close to ten
industry company and product awards.

2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, []:

Xactly Releases:

Xactly Community Efforts:
Xactly Customers:
Xactly Awards:

3. Provide a brief (up to 100 words) biography about the leader of this nominated company:

Christopher Cabrera has more than two decades of senior management experience
at both early-stage and public companies. At these companies, he managed sales,
operations and business development. Cabrera is a noted expert in issues
relating to sales performance management and enterprise and SaaS delivery
models. Prior to founding Xactly, Cabrera was SVP of operations for Callidus
Software and previously served as director of North American channel sales at
Silicon Graphics.

Cabrera earned a BS degree in business administration with an emphasis in
entrepreneurship from the University of Southern California and a master’s
degree in business administration from Santa Clara University.