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Xactly Corporation, San Jose, CA

How to EnterCompany: Xactly Corporation, San Jose, CA
Entry Submitted By: Blanc & Otus
Company Description: Xactly is the leader in on-demand compensation management. For more than 7 years, Xactly has empowered companies of all sizes to incent right, so they can achieve more. With Xactly’s award-winning solutions, sales and finance executives can create and manage more effective compensation plans, that alleviate operational risk, while motivating better selling performance and bottom line results.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Incentive Management Solution – New Version

Nomination Title: Xactly Incent

Tell the story about this nominated product or service (up to 525 words). Describe its function, features, benefits, and sales to date:

Sales are the lifeblood of any business, and sales compensation is the primary vehicle to track and reward sales success. It is also typically one of the biggest cost centers in an organization.

Yet, most organizations continue to rely on spreadsheets to manage compensation – a time-intensive and error-prone process that results in poor forecasting and costly mistakes. Additionally, by locking data in disparate spreadsheets, organizations suffer from limited visibility, stifling performance and motivation.

To address the compensation challenges organizations face, Xactly Corporation provides secure, cloud-based solutions that enable hundreds of companies to easily design, manage and optimize incentive programs that save time, cut costs, reduce risk and align employee behaviors with corporate goals. With Xactly’s leading solutions, services and big data intelligence, customers of all sizes and industries can unleash the motivational power of their incentive compensation programs to inspire better employee performance and business results.

The company’s flagship solution, Xactly Incent Enterprise, enables sales and finance executives to cost-effectively automate the sales commission management process, creating a more motivated and aligned sales organization. Using Xactly Incent Enterprise and its related sales performance management modules-- including Xactly Analytics– companies can construct more effective compensation plans that improve operational efficiencies and drive behaviors that are in line with corporate goals.

As Xactly operates on a 6-8 week agile development cycle, it’s able to deliver new innovations to customers in real-time. Most recently, the company enhanced the sales rep functionality in the platform, making it even easy for reps to clearly see where they stand in regards to their quota plan, as well as other team members in the organization. Easy to use dashboard allow reps to drill into specific deals to see their quota payments, and even run “what-if” estimations on deals to see how different factors – such as extending the years on a customer’s contract or bundling multiple solutions – can impact their payment. With these features, reps can clearly see how changes in behavior can help them reach their maximum payout – a win for both them and the company.

Additionally,Xactly invested heavily in new APIs/integrations linking Incent to other strategic applications within the company, such as CRM and other sales applications. This enables customers to fully leverage sales big data coming from multiple platforms to better forecast and execute on key business priorities. New offerings include:

• A deeper collaboration with SAP Cloud for Customer solution helps companies maximize their sales effectiveness while significantly reducing operational costs.

• Participation in the newly announced Oracle Cloud Marketplace further extends Xactly’s reach in the Oracle community.

• Integration with Salesforce Identity offers the sales team total visibility from the initial lead through commission payment, all in one central and easy-to-use location.

• The integration of Apttus Configure Price Quote (CPQ) with Xactly Incent enables customers to more effectively manage the sales quoting and pricing process to maximize deal value and the bottom line.

As proof of its ongoing customers, product and innovation excellence, CRM magazine has named Xactly the Market Leader in Incentive Management for the past five years and Salesforce.com customers voted Xactly the best sales compensation management solution in the Salesforce AppExchange Customer Choice Awards.

 

Provide a brief (up to 125 words) biography about the leader(s) of the team that developed this nominated product or service:

Xactly founder, president & CEO, Christopher W. Cabrera is a seasoned executive with more than two decades of successful senior management experience at both early-stage and public companies. Cabrera is a noted industry expert in issues relating to sales performance management, sales compensation, and enterprise and on-demand/software-as-a-service delivery models. He is a regular contributor to key industry publications and speaking events. Cabrera was named “Alumni Entrepreneur of the Year” by the Lloyd Greif Center for Entrepreneurial Studies at the USC Marshall School of Business in 2011 and is co-author of Xactly Sales Compensation for Dummies. He is currently working on his second book, Game the Plan, which introduces a revolutionary approach to motivating employees and driving performance.