Xactly Corporation, the leader in cloud-based incentive compensation and sales performance management (SPM), today announced that data center fabric deployment and technology leader Xsigo Systems, Inc. has dramatically reduced compensation administration time for its growing sales team with Xactly Incent.
Xsigo develops data center fabrics that consolidate server connectivity to help enterprises achieve a more agile, software-configurable infrastructure for the private cloud. The rise of cloud computing has put a strain on traditional data center architecture and networks, resulting in a brisk uptick in demand for more efficient virtualized data centers, bolstering Xsigo’s global business.
As Xsigo’s sales team scaled up from 30 to 60 reps to meet the market demand, its operations team struggled to manage the increasing complexity of sales compensation on spreadsheets. With the addition of each new rep, sales operations had to make significant updates to comp structure – revising quotas, shifting territories and developing new comp plans – all time-intensive processes that kept the company from being as nimble as it needed to be. The company had already licensed an SPM solution from Callidus, but after a competitive review, decided to make the switch to Xactly to support an internal overhaul of its compensation initiatives. Xsigo chose Xactly Incent because its cloud-based architecture was flexible enough to meet its current and future demands, as well as for Xactly’s responsive, knowledgeable team.
“In our competitive review, the service we received from Xactly, combined with their leading technology, made them the clear choice. The amount of time saved with Xactly Incent is unbelievable. Previously, we were spending hours upon hours churning the calculations on spreadsheets and manually emailing commission statements with a much higher probability for error,” said Lesley Dyer, director of worldwide sales operations and North America inside sales, Xsigo Systems Inc. “With Xactly, comp administration time has been cut down by more than half, freeing us to focus on the quality of data and gleaning insights that help us improve our revenues.”
Xsigo went live on Xactly Incent in February, working collaboratively with the team at Xactly to create and roll out flexible comp plans that would simplify administration while supporting the company’s expansion. Sales reps can log into Incent via single sign on with Salesforce CRM, and are greeted with real-time visibility into comp, quota and payout, which they previously tracked manually on spreadsheets. Sales operations has seen significant value in automating comp; the team cut down the time spent managing comp from 50 percent of their week down to only 20 percent, giving them a day and a half a week back to focus on other strategic sales initiatives. With Incent, Xsigo can be more agile with its compensation, adjusting plans and territories mid-cycle to better capitalize on the growing market opportunity for data center solutions.
“Incent is a win-win for our entire team,” Dyer continued. “We can be more strategic and nimble with compensation, something impossible to imagine when we were spending hours just keeping the commissions accurate and on time. On top of it, our reps have powerful incentive data at their fingertips, urging them to be more productive and sell more. The Xactly team has been really helpful throughout the entire process – we’ve had a great experience with Xactly support and know they value us as a partner.”
“Efficient data centers are critical to ensuring cloud-first companies like Xactly deliver services to our customers expediently and dependably, and Xsigo’s growing sales team reflects the market need,” said Chris Newton, vice president of marketing, Xactly Corporation. “Xactly Incent helps market leaders like Xsigo to continue their strong global growth by streamlining operations through powerful, automated sales compensation.”
About Xactly Corporation
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. 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, 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 xactlycorp.com/or call 1-866-GO-XACTLY (469-2285).
© 2005-2012 - Xactly Corporation. All rights reserved. Xactly, Xactly Incent, Xactly Express and “Incent right. Sell more.” are trademarks or registered trademarks of Xactly Corporation.