Xactly Brings Much-Needed Clarity To Compensation

Company: Xactly

Headquarters: San Jose, Calif.

Technology Sector: Software

Key Product: Xactly Sales Performance Management (SPM) suite

Year Founded: 2005

Number of Channel Partners: 12 worldwide, 9 in U.S.

Ideal Channel Partner: Business Process Consultant

Why You Should Care: International companies have long grappled with the time-consuming task of calculating sales compensation, and Xactly is solving this issue with SaaS.

The Lowdown: Companies that pay their salespeople commissions are well acquainted with the hassles of tracking compensation. Firms that do business internationally, and that have salespeople working with multiple currencies and languages, have long found compensation to be a time-consuming process.

Helping companies cut through this complexity has become a solid business for Xactly Corp., a San Jose, Calif.-based purveyor of sales performance management software. Xactly integrates with CRM systems to give salespeople a real-time view of what they've earned, automating the compensation process and eliminating the errors that have long bedeviled those tasked with calculating it.

Xactly Sales Performance Management (SPM) suite

"Most companies pay sales reps 30 days after each month or quarter and hand them a compensation statement. We change that paradigm," says Christopher Cabrera, founder and CEO of Xactly. "Every day during the quarter, through your CRM system, Xactly provides Web-based visualization so that reps know exactly how much they're being paid."

Xactly sees its Software-as-a-Service delivery platform as a key point of differentiation. "We're the only SaaS-focused company in the world that's doing this," Cabrera says.

The sharp focus that Xactly brings has actually prompted companies to change the structure of their compensation plans to give salespeople more attractive incentives, according to Cabrera.

"Our customers say they've seen a dramatic increase in sales activities as a result, as well as higher sales volume and more profitable products. All of this drops big ROI to the bottom line," he said.

Twenty five percent of Xactly's business comes from outside the U.S., and the company handles payments in 18 languages and 60 currencies, says Cabrera. Xactly has partnerships with major CRM vendors, whose sales teams sell Xactly's product into their existing accounts. In addition, Xactly's Sales Performance Management suite supports single sign-on with Salesforce, Oracle and Microsoft products, out of the box.