CallidusCloud - Company 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: Company / Organization Categories
Nomination Sub Category: Company of the Year - Computer Services - Large
Nomination Title: CallidusCloud: Growing by Helping Customers Turn Leads into Money Faster
Tell the story about what this nominated organization has achieved since January 1, 2016 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms.
In 2016, CallidusCloud continued to lead the industry with services that power sales and marketing operations, providing a common framework for teams via the Lead to Money suite. The company’s 2016 highlights include:
-Revenues of $206.7 million, an increase of 19% over 2015
-The addition of 1,000 new customers
-31 percent SaaS growth and profitability powered by low marketing and sales spend relative to peers, driven by the use of its own technology
-Multiple awards and inclusion in the leader’s quadrant of Gartner’s Magic Quadrant for Sales Performance Management and leader’s position in Forrester Wave for CPQ
-7 of the top 10 high-tech companies, 7 of the top 10 insurance companies and 6 of the top 10 telcos use CallidusCloud tp drive efficiency and effectiveness across the sales cycle
In 2016, CallidusCloud’s Lead to Money cloud solution was essential in helping top global brands train their sales forces; automate lead generation, distribution and tracking; deliver sales coaching and content; accurately and quickly generate quotes and proposals; enable accurate calculation and timely payment of sales commissions; and measure and analyze the impact of sales activities. As a result, it has shown sustained growth and profitability nearly unheard of in the SaaS software space, growing revenues from $112 million in 2013 to almost $207 million in 2016.
CallidusCloud has an unmatched range of software solutions to power sales and marketing operations. The Lead to Money suite gives sales and marketing teams a common framework to work from, enabling them to function as a unified group and eliminating costly misalignment. In 2016, CallidusCloud boosted the suite’s capabilities, adding new predictive sales technology through the acquisition of Datahug and boosting its gamification capabilities by acquiring Badgeville.
The launch of the Thuderbridge analytics tool promises to democratize big data analysis by allowing nearly anyone to work with data through a drag-and-drop interface to create analyses of data about sales performance, territories, quoting, contract management and customer experience. The computing power of the solution allows on-the-fly analyses to be conducted as quickly as accessing an SaaS application, and the intuitive interface removes the need for extensive training, opening data analysis to every employee.
A sales performance management leader in Gartner’s Magic Quadrant for the fourth time, CallidusCloud continues to lead the way in solutions that enable customers like AIG, Lenovo, Prudential, NetApp, FedEx and Philips Electronics to close more deals for more money in less time, saving hundreds of millions of dollars and increasing revenue. In fact, some customers reported an increase in average deal size in excess of 100 percent and a 250k lead increase in the first year alone.
Each component of the Lead to Money suite is a market leader – for instance, Xirrus, which took its CPQ solution live within six weeks, reduced the time it takes to generate a quote from more than 30 minutes to less than a minute. Error rates dropped to less than 5%. Guided selling led to an increase in cross-sell and up-sell revenue of 90%. After implementing Commissions, Telus saw its revenue increased by $15 million per year, attributed to giving time back to sales teams so they could sell instead of calculating commissions and dealing with disputes. And Florida Blue Cross reduced sales onboarding time from nine months to one month with Enablement. Verizon was able to return 28,000 hours of productivity back to sales, reduced costs by 26% and generated $8 million in additional profit.
CallidusCloud’s Lead to Money optimization remains the fastest way to get from new lead to closed deal.
In bullet-list form, briefly summarize up to ten (10) of the chief accomplishments of this organization since the beginning of 2016 (up to 150 words).
-Strong growth with total revenue of $207.6 million for the full fiscal year, an increase of 19%
-Leader in Gartner’s Magic Quadrant for Sales Performance Management for fourth time
-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
-31 percent SaaS growth and profitability powered by low marketing and sales spend driven by the use of its own technology
-Multiple awards and inclusion in Gartner’s Magic Quadrant for Sales Performance Management
-Strong Litmos growth: from 1.8 million modules completed in 2012 to 29.8 million in 2016.
-Strong Commissions growth: from $500 billion in transactions processed in 2012 to $3.6 trillion in 2016.
-Customers report saving over $50 million per month
Of the following measures of success, which ONE do you want the judges to most appreciate about your organization's story of achievement since the beginning of 2016?