Callidus Software - Tech Innovator of the Year
Company: Callidus Software, Dublin, CA
Company Description: CallidusCloud enables its over 3700 customer companies to accelerate and maximize their lead to money process with a complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation — driving bigger deals, faster.
Nomination Category: Management Categories
Nomination Sub Category: Tech Innovator of the Year - Services
Nomination Title: Leslie Stretch, CEO
Tell the story about what this nominated person has achieved since January 1, 2016 (up to 650 words). Describe the impact he or she has had on your organization. Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms.
CallidusCloud CEO Leslie Stretch led the company through another record-setting year, achieving 31 percent SaaS growth to solidify CallidusCloud’s status as one of the top-performing SaaS stocks on the market. When Stretch assumed the role in 2008, its market capitalization was $132.25 million. In 2016, after another record year, the company had a market capitalization of over $1.3 billion. This achievement is all the more remarkable considering the company is growing as quickly as peers that invest twice as much in sales and marketing, and unlike most of those companies, CallidusCloud consistently generates robust profits.
Stretch drove a number of innovative initiatives in 2016, including the unveiling at the company’s fast-growing conference C3 of CallidusCloud’s Internet of Things platform, which will allow data flows from customer devices to trigger activities, including quoting and commissions generation, in an automated fashion. Stretch also oversaw the launch of a next-generation territory and quota management solution that employs a graphical interface and an interactive map to effectively link sales reps to the right accounts.
In 2016, Stretch led CallidusCloud’s acquisition of Badgeville, a leading vendor for gamification solutions, and drove the creation of the CallidusCloud Engagement Group, which will focus on customer experience. CallidusCloud had used Badgeville technology for its MySalesGame product, but Stretch saw the value in adding gamification capabilities to other products to give sales managers more levers to encourage productive selling behaviors. He also drove the acquisition of Datahug, a maker of predictive analytics for sales, which promises to bring additional power to CallidusCloud analytics tools across the Lead to Money suite. Datahug is particularly useful in understanding sales rep behavior, making it an ideal complement to CallidusCloud’s sales coaching product.
Stretch also drove significant marketplace and partnership expansions in 2016 and was a key participant in multiple conferences. CallidusCloud was a Titanium sponsor at Salesforce.com’s annual Dreamforce customer conference in San Francisco. Delivering the keynote address at the C3 customer conference in Las Vegas, Stretch presided over an event that exposed top prospects and customers to CallidusCloud’s latest innovations in sales, marketing, learning and customer experience.
Under Stretch’s guidance, the company successfully completed a secondary public offering of 5.1 million shares in September 2016, significantly strengthening the balance sheet and bringing new investors into the stock.
In 2016, Stretch capitalized on the traction the company had gained during previous years to drive CallidusCloud’s Lead to Money vision to new heights, demonstrating once again that a unified strategy for revenue generation operations delivers scalable productivity improvements in sales and marketing. Accelerating the shift to the cloud and emphasizing the importance of customer experience, Stretch oversaw a significant expansion of the customer base, adding more than 1,000 new customers while keeping retention hovering around 90 percent.
Under Stretch’s leadership in 2016, CallidusCloud increased its annual operating cash flow 13 percent to $29.8 million. Total revenue was $206.7 million in the 2016 fiscal year, an increase of 19 percent, which was achieved while maintaining positive operating income and EBITDA, a challenge that most SaaS companies fail to meet.
In bullet-list form, briefly summarize up to ten (10) of the chief accomplishments of this nominated person since the beginning of 2016.
• Presided over strong SaaS growth of 31 percent, with total revenue of $206.7 million for the full fiscal year, an increase of 19 percent
• Oversaw launch of the Internet of Things and Visual Territory Management Platforms
• Named a leader in Gartner’s Magic Quadrant for Sales Performance Management for fourth time
• Placed in leaders section of Forrester Wave for CPQ Solutions
• Litmos achieved leadership position in Gartner’s FrontRunners Quadrant for LMS systems
• Added 1,000 new customers, including SAP, HP, Telefonica Germany, AT&T Mexico, Vodafone Germany, Hawaiian Telecom, Telstra, Hugo Boss, Michael Kors, Hilton, Alcoa, Tata Motors, U.S. Foods, Henry Schein, Splunk, 3G Xerox, Rackspace, Mimecast, GlassDoor, Blue Cross/Blue Shield of Arizona, VoYa Financial Advisors, and Monterey Bay Aquarium.
• Acquired Badgeville for gamification and Datahug for predictive sales analytics