Blue Coat Selects Centive Compel To Automate Sales Compensation, Optimize Sales Performance


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Centive, the leader in on-demand sales compensation management, today announced that Blue Coat Systems, Inc. (Nasdaq: BCSI), a leader in secure content and application delivery, has selected Centive Compel to automate sales compensation management for its worldwide sales organization.

“The executives at Blue Coat recognize the power that sales compensation has in helping companies motivate their sales teams to achieve desired levels of performance,” said Michael Torto, president and CEO at Centive. “Compel provides companies like Blue Coat with an easy-to-use, powerful set of tools to model and manage sales compensation and analyze sales performance in real-time. As a result, our customers recognize impressive gains in efficiency, productivity and performance – all factors that have a positive impact on profitability.”

Blue Coat will use Compel’s integrated compensation plan modeling capability to test various plan scenarios and forecast associated commission costs. They will also leverage Compel’s integrated reporting and analytics tools to analyze performance results in real-time. Compel will provide support for Blue Coat’s Sarbanes-Oxley compliance initiatives, and bring greater control, accuracy and audit-ability to the commission accounting process.

Blue Coat’s sales representatives will access Compel’s secure, personalized dashboards to gain real-time visibility into key performance metrics like attainment against plan and earnings-to-date. In addition, sales reps will be able to model their potential earnings based on opportunities in their pipeline via Compel’s AppExchange-certified integration with Blue Coat’s CRM system,

Blue Coat’s sales managers and executives will also access secure dashboards that provide visibility into their team’s performance. Managers can instantly stack-rank their direct reports on any dimension or measure and quickly identify those who are performing well or those who may need additional support.

“We recognized that by implementing an automated sales compensation system we could better manage investments in our compensation programs as well as improve performance and revenue attainment of our sales force,” said Kevin Biggs, Senior Vice President of Sales for Blue Coat Systems, Inc. “We selected Centive Compel for two reasons. First, we spoke with many other Centive customers who were very satisfied with the functionality of Compel and Centive’s dedication to customer success. Second, we valued the fact that Compel offered everything we needed – modeling, reporting, analytics and compensation management – all within one solution. Centive clearly offered a more complete, integrated solution than other vendors that would require us to purchase third party modules to provide a similar set of features.”
About Blue Coat Systems, Inc.
Blue Coat secures Web communications and accelerates business applications across the distributed enterprise. Blue Coat’s family of appliances and client-based solutions – deployed in branch offices, Internet gateways, end points, and data centers – provide intelligent points of policy-based control enabling IT organizations to optimize security and accelerate performance between users and applications. Blue Coat has installed more than 30,000 appliances worldwide and is ranked #1 by IDC in the Secure Content and Application Delivery market. Blue Coat is headquartered in Sunnyvale, California, and can be reached at (408) 220-2200 or

About Centive
Centive, headquartered in Burlington, MA, is the recognized leader in on-demand strategic sales compensation management. Companies use Centive Compel, hailed by CIO Magazine as the “most widely used choice for sales compensation management,” to accurately model and forecast commission costs, calculate commission and bonus earnings and gain real-time visibility into sales performance metrics. Compel, a AppExchange certified solution, is a winner of the 2006 CODiE award for “Best Financial Software,” the 2006 CRM Excellence award from Customer Inter@ction Solutions, and the 2007 CRM WizKids Award from Beagle Research. To learn more about Centive, please visit or call 1-877-CENTIVE.

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Compel and From Prospect to Paycheck are registered trademarks or trademarks of Centive, Inc. All other company or product names are or may be trademarks of their respective owners.

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