Drive Sales Performance by Automating Compensation-Management Process, Says Leading Market Research Firm |
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Xactly Corp.
400 Race St.
San Jose, CA, 95126
USA
Press release date: March 3, 2008
New whitepaper cites Xactly as a company to watch
SAN JOSE, Calif., March 3 -- Xactly Corporation, the market leader in on-demand sales performance management, today announced the availability of a new whitepaper, written by IDC under the sponsorship of Xactly, titled "Driving Sales Performance by Effectively Managing Incentive Compensation" (Doc # 210976). Authored by IDC analysts Mary Wardley and Judy Hodges, the paper highlights why, as sales compensation becomes more complex and critical to business success, "businesses that automate their sales incentive compensation processes, thus providing visibility into critical compensation data, have a far greater opportunity to not only retain their key sales staff but also recruit valuable new salespeople to help them drive sales."
"Businesses are under intense pressure to replace manual, homegrown incentive compensation management solutions with automated applications, so they can devise and manage more sophisticated, meaningful and agile compensation programs for aligning sales behaviors with corporate strategies," said IDC's Wardley. "These applications make it easier to accurately compensate individuals, measure their performance, and sustain a positive work environment while drastically slashing the accounting and sales operations overhead traditionally associated with managing incentive compensation." Among the study's key findings:
o Today's predominantly used manual systems "can alienate an organization's sales force, partners, and others" as they are prone to errors and inconsistencies. o Sales incentive compensation applications help to "align selling processes more directly with organizational objectives and contribute greatly to improving sales performance." o Integrating sales compensation data with CRM solutions can drive sales productivity, specifically by enabling reps to estimate their compensation payouts on specific deals and deal structures. o On-demand, Software-as-a-Service (SaaS) compensation management applications are an increasingly popular choice over on-premise solutions, because SaaS "is the most cost-effective way to go."
As part of the study, IDC interviewed several customers presently using the Xactly Incent on-demand sales compensation management solution. The paper notes that all "were in growth mode, and their custom-built, manual solutions were not able to provide them with the flexibility and insights into the sales performance data that they required going forward."
According to one customer, who notes that it took just one email to roll the solution out to the field in 35 countries, "We've gained 100 percent trust from the field, and have no more shadow accounting going on. Our sales representatives are no longer 'flying blind' as they're given real-time visibility into the compensation data they require to perform well."
To access the report, see http://xactlycorp.com/land/campaign_19.php.
About Xactly Corporation
Xactly Corporation is the market leader 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 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 across a variety of industries, ranging from SMBs to large enterprises. For more information, visit http://www.xactlycorp.com/ or call 1-866-GO-XACTLY.
Media Contacts: Samantha Moore Xactly Corporation Tel: 408-200-0675 Email: smoore@xactlycorp.com
Kristin Reeves Blanc & Otus Public Relations Tel: 415-856-5145 Email: kreeves@blancandotus.com
Source: Xactly Corporation
Web site: http://www.xactlycorp.com/
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