Company: Xactly Corporation, San Jose , CA
Entered by: Blanc and Otus
Company Description: 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.
Nomination Category: Company, Office & Product Awards Categories
Nomination Sub Category: Best New Company

Nomination Title: Xactly Corporation

1. Tell the story about what this nominated company achieved in the past year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Xactly is changing the rules by which companies manage sales compensation. 

Historically, the business processes to automate sales compensation have been
non-existent, broken, or loosely comprised of islands of disconnected point
solutions. This represents a minefield, as sales compensation can represent up
to 8 – 10 percent of a company’s budget.

Many companies labor under the burden of spreadsheets to manage incentive
sales compensation and sales performance. This archaic approach, fraught with
errors and risk, is no longer acceptable as companies are finding themselves
at a significant competitive disadvantage and risk of non-compliance with
Sarbanes-Oxley and other regulatory standards (For example, spreadsheet-based
sales compensation plans have been proven to include a 7 – 10% error rate). 
Until the advent of on-demand sales compensation from Xactly Corporation, the
only alternative to spreadsheet-based sales compensation management had been
conventional enterprise software; that was limited to only the largest
enterprises due to its inflexible architecture and hefty price tag. 

The convergence of on-demand with sales compensation management has created a
new, affordable option for mid-market companies, and Xactly is at the
forefront of this revolution. Since incorporating in March 2005, Xactly has
been fundamentally changing the rules of sales compensation management,
enabling organizations to improve sales effectiveness and maximize profits.
Ventana Research expects the sales performance management market to reach U.S.
$13.5 billion by 2010

What industry leaders like salesforce.com, RightNow Technologies and Oracle
have done to legitimize and mainstream on-demand CRM, Xactly is doing for on-
demand sales compensation management and sales performance management.
(Salesforce.com and RightNow are also Xactly customers and partners)
Technology Leadership and Innovation: Xactly is the first and only company
completely focused on delivering a pure multi-tenant sales compensation
management solution. It is also the first and only company to deliver a SAS 70
Type I certified true multi-tenant sales compensation management solution
hosted in a SAS 70 Type II certified environment. Xactly engineers leverage
new software development tools and techniques associated with software-as-a-
service/on-demand software, including W eb services and service-oriented
architecture (SOA) and cutting-edge web-based technologies. 

Xactly’s flagship application, Xactly Incent, is a W eb-based solution that
enables businesses in any industry to improve sales effectiveness while
increasing sales productivity. Companies use Xactly Incent to design,
implement, manage, audit and optimize a sales compensation management program
to the specific needs of their businesses. 

Focus on the Customer: Xactly customers span a wide variety of industries and
vary greatly in size, from organizations with as few as 50 employees who
receive variable compensation to companies with 1,500 or more variably paid
staff of “payees.” And these payees can literally sit anywhere within the
organization – sales, marketing, call centers, service engineers – or outside
the organization within channel or distribution partners. A brief sample of
Xactly customers includes:
o Software and Technology: Akamai, Blackboard, Ciena, Informatica, IntraLinks,
IronPort Systems, RightNow Technologies, salesforce.com
o Media and Entertainment: Cablevision, CNET, Doubleclick, Atlanta Journal and
Constitution, Scripps
o Manufacturing and Distribution: BlueArc Corporation, BlueLinx Holdings,
EqualLogic, , Linksys, Redback Networks
o Telecommunications: Good Technology, Polycom, Speakeasy, Sylantro Systems

Powerful Direct and In-direct Sales Force: Xactly partners with a number of
industry leaders whose solutions are synergistic to Xactly’s in order to help
customers maximize the value of their SaaS investments. Xactly has configured
its partner program with three distinct categories, including the following:
o SaaS Platforms: Expensewatch.com, Right90, RightNow Technologies,
salesforce.com, SuccessFactors
o Technology Partners: Cognos, Informatica, Pervasive
o Implementation Partners: Astadia, Bluewolf, Compensation Technologies,
Iconixx, Sqware Peg

2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:

Recent Xactly Releases:

Xactly Rolls Out 18-Month Roadmap and Strategy:
http://www.xactlycorp.com/news_events/pr_031207a.php
Xactly Announces Incent and Xactly Connect: 
http://www.xactlycorp.com/news_events/pr_031207b.php
Xactly Announces Modeling:
http://www.xactlycorp.com/news_events/pr_031207c.php
Xactly Announces Rewards: http://www.xactlycorp.com/
news_events/pr_031207d.php
Xactly Partners with Oracle:
http://www.xactlycorp.com/news_events/pr_040307.php
Xactly Achieves SAS 70 Certification:
http://www.xactlycorp.com/news_events/pr_032607.php

Recent News Articles:
VentureWire, “SaaS Company Xactly Doubles its VC Fund with $15 Million,” Scott
Denne, April 23, 2007
http://www.xactlycorp.com/news_events/venturewire04232007.pdf
VentureBeat, “Xactly Raises $15 Million for Online Sales Compensation,” Matt
Marshall, April 23, 2007
http://venturebeat.com/2007/04/23/xactly-raises-15-million-for-online-sales-
compensation/

Small Business Computing, “Xactly Upgrades, Expands and Looks Ahead,” Dan
Muse, March 13, 2007
http://www.smallbusinesscomputing.com/biztools/article.php/3665241

ZDNet, “Xactly Stakes Claim on Emerging Sales Performance Market,” March 12,
2007
http://blogs.zdnet.com/SAAS/?p=299

CRM Magazine, “Xactly Adds Breadth and BI,” Marshall Lager, March 12, 2007
http://www.destinationcrm.com/articles/default.asp?ArticleID=6762

TDWI/Enterprise Systems Journal, “Sales Force Automation, SaaS-Style—It’s Xact-
a-Mundo,” Stephen Swoyer, January 31, 2007
http://www.esj.com/business_intelligence/article.aspx?EditorialsID=8311

3. Provide a brief (up to 100 words) biography about the leader of this nominated company:

Christopher Cabrera is a noted industry expert in issues relating to sales
performance management, sales compensation, enterprise and on-demand delivery
models, and co-author of the Wiley Publishing book Xactly Sales Compensation
for Dummies. 

Prior to founding Xactly Corporation, Cabrera was the senior vice president of
operations for Callidus Software (NASDAQ: CALD), a leading provider of
enterprise incentive compensation management systems to global companies.
Under his leadership, the company acquired more than 100 customers,
contributing to the growth of annual revenues from zero to greater than $75
million and a successful IPO in 2003 raising more than $70 million.

Before joining Callidus Software, Cabrera worked as director of North American
channel sales at Silicon Graphics.