CallidusCloud Sales Effectiveness Suite

IBA12 Gold Stevie WinnerCompany: CallidusCloud, Pleasanton, CA, USA
Company Description: CallidusCloud is the market and technology leader in Sales Performance Management. Callidus customers gain a competitive advantage by maximizing sales cost efficiencies and driving improvements in sales effectiveness. Our award-winning SaaS applications set the standard for performance management of a company’s sales force and channel partners, managing over 2.4 million users in 160 countries
Nomination Category: Products & Product Management Categories
Nomination Sub Category: Best New Product or Service of the Year - Software - New Version

Nomination Title: CallidusCloud Sales Effectiveness Suite

Tell the story about this nominated product or service (up to 500 words). Describe its functions, features, benefits, and sales results to date:

The CallidusCloud Sales Effectiveness suite transforms the art of selling into science by enabling companies to identify the key drivers of high sales performance across the sales force, and then apply that insight to recruit and retain the competitive sales individuals the business needs to lift sales results. This investment in sales talent has the most direct and immediate impact on the topline and the bottomline.

In particular, the CallidusCloud SalesEffectiveness suite enables companies to turn sales commissions into a strategic lever to elicit top performance from sales teams. Commissions are one of the largest cost items and are subject to rigorous regulatory scrutiny. It has a direct bearing on the topline as well as the bottom-line, and is the most powerful lever that management has to drive corporate strategy.

According to Gartner, SPM solutions can help capture 5-10% of annual sales through improved management of sales territories, quotas, and compensation plans. Among other benefits, the Monaco SPM suite enables organizations to:

- Drive top line growth by rapidly deploying incentive programs that align sales behavior with corporate objectives to drive peak sales performance. This involves identifying and leveraging the incentives that have the greatest impact on desired sales behavior.

- Improve profitability by improving win rates, increasing deal sizes and shortening deal cycles, reducing compensation errors and overpayment

- Model and forecast commissions expenses using actual or projected orders for effective financial planning.

Aberdeen’s last SPM study found that Callidus’ customers outperform the best-in-class sales organizations on key sales metrics including:
- 3x the pace of growth in corporate revenues
- 2x average deal sizes
- 2x faster onboarding of new reps to full productivity

Callidus Software customers have reported strong ROI, including:
- 3-year ROI NPV: $26MM (754%)
- Payback Horizon: 8.6 months
- Dispute reduction: 65%

The top sales forces in the world rely on Callidus’ solutions including 6 of the top 10 insurance organizations, 5 out of the top 10 banks, 7 out of the top 10 global high tech companies, 5 out of the top 10 telecommunications companies, and 5 out of the top 5 pharmaceutical companies.

Provide a brief (up to 100 words) biography about the leader(s) of the team that developed the nominated product or service:

Lorna Heynike has over 15 years of experience in designing, developing, and marketing sales and marketing management applications. At CallidusCloud, Lorna spearheaded the development of the company's cutting-edge line of SaaS sales performance products. She also led the effort to re-build the suite’s user interfaces based on user-centered design principles; build CallidusCloud's self-service platform to help drive SPM to the field users; and expand the product lines to deliver a broad-based sales effectiveness platform for driving sales execution. Prior to Callidus, Lorna worked for Oracle, where she managed incentive compensation, marketing, and leads management solutions.