Long-term Direction to Provide Mid-Market Customers with a Flexible, Holistic Approach to Sales Performance Management
SAN JOSE, Calif. – March 12, 2007 – Xactly Corporation, (www.xactlycorp.com), the market leader in on-demand sales compensation management and an innovator in on-demand sales performance management, today unveiled a strategic product roadmap for its sales compensation management solutions aimed at delivering the most comprehensive array of on-demand sales performance management solutions from a single vendor.
“Customers require greater automation of key business processes that enable sales and finance executives to increase productivity and maximize profits,” said Christopher W. Cabrera, Xactly founder, president and CEO. “Our holistic approach is focused on helping companies significantly improve operational performance by optimizing the effectiveness of selling channels, positively impacting the bottom-line of the business, and proactively dealing with risk and compliance.”
“Customers aren’t interested in patching together point solutions from multiple vendors,” commented Cabrera. “Customers can buy with confidence today knowing that Xactly will deliver the industry’s most comprehensive and integrated on-demand sales performance management applications suite with a strategic roadmap for the future.”
According to Cabrera, at the heart of any incentive compensation management application is the strategic business data that is the lifeblood of sales performance management. In order to deliver sales performance management capabilities, critical business data from multiple, disparate systems including HR data, order management data, product data and pricing data must be integrated, cleansed and available for finance and sales. They require this data to perform a multitude of analytics including sales compensation analysis, product profitability analysis, channel sell-through analysis, customer profitability analysis and more.
At the center of any company’s sales performance management strategy is the business data that includes what products have been sold, to whom, through which channels, in which geographies and at what price points. Xactly Corporation is uniquely suited to automate several key business processes for finance and sales that leverage this business data including quota and territory management, price management and forecast/planning in addition to the capabilities it offers today
In the above diagram, the inner circle illustrates Xactly’s core focus for delivering on-demand sales performance management solutions, while the outer ring represents Xactly’s ecosystem of partners whose solutions are synergistic to Xactly Incent. Through its sales performance management focus and ecosystem, Xactly is able to provide greater value to customers and partners.
Xactly’s product vision and direction are focused on leveraging the power of this business data to further automate complementary business processes that encompass on-demand sales performance management and benefit sales and finance with operational performance improvements, processes and analytics. In addition, Xactly will continue to integrate its solutions with leading on-demand CRM solutions, providing customers the ability to achieve total sales performance management. The detailed product roadmap will be delivered over the next 18 months, the first elements of which were announced and are available today: Xactly Incent™ 3.2, Xactly Modeling™ and Xactly Connect™. (See today’s accompanying press releases from Xactly.) Xactly’s flagship application, Xactly Incent, is a Web-based solution that enables medium-size enterprises in any industry to improve sales effectiveness and maximize profits. Companies use Xactly Incent to design, implement, manage, audit and optimize sales compensation management at the center of their sales performance management strategy.
Xactly’s 18-Month Product Roadmap
Xactly’s product roadmap announced today will be delivered over the next 18 months through continual updates to its flagship application, Xactly Incent, as well as delivering the following new capabilities.
• Xactly Rewards™ – Xactly Rewards provides comprehensive non-cash reward programs to motivate, incent and reward performance. Companies can automate sales contests and special performance incentive funds (SPIFs) providing customers access to non-cash reward options including: leading merchandise, travel and leisure packages, and sports and events tickets. Rewarding employees for meeting or surpassing performance goals motivates them to value work more, heightens self-confidence and increases employee loyalty.
• Xactly Territory Management™ – Xactly Territory Management enables companies to define accounts, territories and hierarchies to grow revenues and maximize profits.
• Xactly Quota Management™ – Xactly Quota Management enables companies to automate quota allocation and analysis based on territory goals and makeup to optimize quota distribution throughout a territory.
• Xactly Price Management™ – Xactly Price Management enables companies to identify, analyze, plan and manage what products have been sold to which customers and at what price point to expedite pricing strategy and execution.
• Xactly Forecast/Planning™ – Xactly Forecast/Planning enables companies to improve the accuracy of their forecasts through improved product planning, inventory reductions and sales forecasting.
“Sales compensation management, under the umbrella of sales performance management, has stepped to the forefront in many organizations,” said Mark Smith, Ventana Research, CEO and executive vice president of research. “Customers recognize that automating and integrating the business processes between sales and finance can have a significant impact on sales productivity, motivation and efficiency while increasing revenues and profits.”
According to Smith, the market forecast for sales performance management which includes performance solutions, operational solutions and sales force automation solutions is expected to reach US $13.5 billion by 2010.
“Sales performance management consists of four fundamental components that address a combination of operational and analytic concerns in sales management: territory management, quota management, sales incentive compensation management, and monitoring and analysis,” said Michael Dunne, Gartner, vice president of research. “Sales performance management as a concept should help organizations to systematically refine planning for sales targets, allocate opportunities equitably, enhance communication on expectations and rewards to all parties, and more effectively encourage desired sales behaviors. This concept should also improvise visibility into progress with sales efforts and flexibility in adjusting to changing market conditions to produce a more informed, dynamic and focused enterprise.” (1)
“Xactly’s vision for the future of sales performance management is in strategic alignment with what we are trying to accomplish at IronPort,” said Jeff Williams, IronPort, vice president of North American Sales. “Today, we use Xactly Incent to help us automate the critical business processes around sales compensation management. It allows us to sell more, be more competitive and realize our corporate goals. The prospect of being able to define and set territories and sales quotas, manage and configure pricing, and design and model our incentive compensation plans – all within the same application suite – validates our decision to go with Xactly and makes it an even more undeniable choice for our future sales performance management requirements.”
“Xactly’s product vision for extending on-demand sales compensation management is in perfect alignment with what our customers are requesting,” said Blake Wolff, Astadia, COO, an Xactly consulting and implementation partner and the largest on-demand/SaaS consulting firm in the world. “Our customers are looking for someone to take a leadership position and a solutions-based approach to compensation management. The trend that we’ve seen in the marketplace is that customers are able to immediately realize the benefits of automated on-demand sales compensation management and then they want to extend those same benefits into adjacent application areas that touch sales and finance. The emergence of sales performance management and Xactly’s leadership position in on-demand sales compensation management will bring unrealized benefits to today’s enterprises.”
Xactly Incent Product Modules Available Today
Xactly provides a number of complementary solutions to Xactly Incent today which can be added in a modular approach to enhance a company’s investment in its sales performance management strategy. The list of add-on Xactly Incent modules available today includes the following:
• Xactly Data Management™ – Xactly Data Management facilitates data integration and data management with larger and mid-market ERP, CRM and HR applications as well as a multitude of disparate data sources. Companies can automate the process of loading data into Xactly Incent as well as exporting data to target sources. Pre-built connectors enable companies to quickly integrate to industry leading applications such a salesforce.com, ADP, SAP, PeopleSoft, Ceridian, Oracle, Microsoft CRM and others.
Additionally, Xactly has made available a set of open APIs called Xactly Connect™, the world’s first on-demand incentive compensation management integration platform that provides connectivity to any system resulting in transparent integration for end users.
• Xactly Analytics™ – Xactly Analytics provides a rich set of analysis and reporting capabilities that reveals the stories hidden in each company’s data. Businesses can leverage Xactly Analytics to spot trends, find anomalies and identify strengths and weaknesses in its sales compensation data. Xactly Analytics features include configurable dashboards, ad-hoc report authoring, report management and scheduling, reports with drill downs, charting, alerts and notifications.
• Xactly Modeling™– Xactly Modeling enables a company to determine the impact of organization and compensation plan changes in advance of implementing them. For example, finance teams can use trending analysis gleaned from the Xactly Modeling solution to project how different order forecast scenarios would play out on the company’s cash flow statement. With Xactly Modeling, companies can now more aggressively respond to new opportunities by offering SPIFs on the fly, revamping incentive structures or realigning the sales team. Other benefits of Xactly Modeling include the ability to forecast expenses using actual and/or projected orders to accurately determine future cash requirements; model compensation plan changes — whether minor adjustments or major realignments — and see the potential consequences before acting; change the organization structure and view the effects on both the top and bottom lines and promote modeled changes seamlessly into the live environment with confidence.
Xactly’s product roadmap includes continual updates to its flagship application, Xactly Incent, as well as aggressive milestones into other areas of sales performance management.
About Xactly Corporation
Xactly Corporation is the market leader in on-demand sales compensation management and an innovator in on-demand sales performance management. The company’s flagship product, Xactly Incent, enables sales and finance executives to design, implement, manage, audit and optimize sales compensation management programs easily and affordably. Xactly’s solutions automate the process of aggregating data from disparate systems into a secure, hosted repository and enable companies to leverage this business data which is the lifeblood of sales performance management. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance and maximize profits. The Xactly family of products is used by sales and finance executives, compensation analysts, sales operations and sales professionals in medium-sized enterprises across a variety of industries. For more information, visit www.xactlycorp.com or call 1-866-GO-XACTLY.
Media Contacts:
Dan Rampe
Xactly Corporation
Tel: 408-200-0610
Email: [email protected]
Kristin Reeves
Blanc & Otus Public Relations
Tel: 415-856-5145
Email: [email protected]
# # #
© 2007 Xactly Corporation. All rights reserved. Xactly, “Incent right. Sell more.,” Xactly Incentive Estimator, Xactly Document Management, Xactly Incent, Xactly Territory Management, Xactly Quota Management, Xactly Price Management, Xactly Forecast/Planning, Xactly Data Management, Xactly Analytics, Xactly Modeling, Xactly Connect and Xactly Rewards are trademarks or registered trademarks of Xactly Corporation. All other trademarks are the property of their respective owners.
(1) “Introducing the Concept of Sales Performance Management,” Michael Dunne, Gartner, June 21, 2006.
