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Xactly Corporation, San Jose, CA

Gold Stevie Award Winner 2012, Click to Enter The 2014 American Business Awards

Company: Xactly Corporation, San Jose, CA
Entry Submitted By: Blanc and Otus
Company Description: Xactly Corporation is the market leader in on-demand sales compensation and sales performance management. The company’s SPM Suite of products enables sales and finance executives to design, implement, manage, audit and optimize sales compensation management programs easily and affordably.
Nomination Category: Products & Product Management Categories
Nomination Sub Category: New Product or Service of the Year - Software - Financial Management Solution

Nomination Title: Xactly Incent

1. Tell the story about this nominated product or service (up to 525 words). Describe its function, features, benefits, and performance 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 one of the biggest cost centers in an organization; U.S. businesses alone spend more than $800 million annually on sales compensation. However, many companies today continue to rely on spreadsheets to manage compensation, a time intensive and error-prone process that stifles performance and motivation, limits visibility, and results in costly, and potentially material mistakes.

Xactly Incent Pro was the industry’s first cloud-based, secure solution for managing incentive compensation. The product reduces cost, risk and time associated with administering compensation by tightly integrating with other existing finance systems, including ERP, order management and CRM. With Xactly Incent Pro, users can leverage automatic data entry and rules-based calculation to ensure accuracy, eliminate over- and under-compensation payouts, and lower the risk of commission claw-backs.

As Xactly operates on a 6-8 week agile development cycle, it’s able to deliver new innovations to customers based on their most pressing requirements and future trends in the market. 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. The 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. In addition, the company continued to enhance its territory management and mobile offerings for Incent.

Additionally, Xactly invested heavily in new APIs/integrations linking Incent to other strategic applications within the company, such as CRM and other sales applications. Not only is this critical in terms of operational efficiencies, but also 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
• Participation in the newly announced Oracle Cloud Marketplace
• Integration with Salesforce Identity and Salesforce1
• The integration of Apttus CPQ In 2013, customers have seen astounding results with Xactly Incent Pro.

Cbeyond, a telecommunications and IT company, faced confusion in managing sales compensation for its more than 600 representatives, 1,500 indirect partners, and 21 internal plans. Reps could only see static reports that gave them no visibility into how they were doing throughout the month and little motivation to improve if they were falling behind.

With the ease in process, real-time visibility and new ability to be strategic in plan creation achieved by automating incentive compensation on Xactly Incent Pro, Cbeyond has realized:

• 40% increase in cloud sales
• 30% increase in rep productivity
• 21% increase in revenue per sale
• 88% decrease in disputes over compensation

Overall, Xactly Incent Pro helps businesses maximize the impact of their sales compensation management programs through automation, directly impacting bottom line results.

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2. 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. He has managed sales, marketing, operations and business development. 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 currently released his second book, Game the Plan, which introduces a revolutionary approach to creating effective compensation plans.