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Callidus Software Product Suite Overview: What's New
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Callidus Software Product Suite Overview: What's New

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presented at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software

presented at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software

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  • 1. What’s New in the Callidus Suite Vishrut Parikh, Senior Product Marketing Manager October 13, 2008
  • 2. Agenda
    • Callidus Suite Overview
      • Key Components of Suite
    • What’s New in the Suite
      • Callidus Plan Communicator (+ demo)
      • TrueTarget™ (+ demo)
      • TrueProducer™ 5.2.2
      • SaaS Suite Updates
    • What’s Coming in 2009
  • 3. Callidus Performance Management Optimization, Incentive Management and Insight
  • 4. Callidus Performance Management Integrated Cycle Optimizes and Aligns
    • Rules
    • Roles
    • Rates
    • Bonuses
    • Accelerators
    • Crediting
    • Statements
    • Goal Sheets
    • Detail
    • Secure
    • Portal integration
    • Dashboards
    • Analytics
    • KPI’s
    • Plan Effectiveness
    • Disputes
    • Workflow
    • Adjustments
    • Audit trail
    • Distribute plans
    • Gain approval
    • Audit acceptance
    New New
    • Goal setting
    • Allocation
    • Acknowledgement
    • Administration
    • Sizing
    • Assignment
    • Optimization
    • Demographics
    • Contracts & Licenses
    • Continuing Education
  • 5. Performance Optimization Accelerate Sales and Channel On-boarding Key Takeaways
    • Single point of management and access to add new sales people and channel resellers
    • Set contract terms and expiration
    • Manage continuing education requirements
    • Enter specific licensing conditions
    • Ensures compliance by integrating with TrueComp ® to ensure incentive pay respects current contract terms or other requirements
    • Date effective intelligence to make changes and maintain audit trail
    Accelerate on-boarding new sales people and channel resellers, manage demographics, contracts, licensing and education
  • 6. Performance Optimization Set Objectives & Quotas, Communicate, Gain Approval New Key Takeaways
    • Create and manage sales, channel, and related team objectives
    • Set sales quotas, KSO’s and MBO’s
      • Supplement existing sales comp plans
      • Compensate other functions – call center, marketing, service
    • Workflow functionality enables centralized or decentralized allocation of targets throughout, while maintaining alignment with corporate goals
    • Communicate objectives and set rules for completion of process
    Set corporate, team or individual objectives, allocate them, gain cross organization approval
  • 7. Performance Optimization Efficient Territory Optimization Key Takeaways
    • Leverage any metric or attribute to create balanced territories
    • Territories can be account based or area based, a combination of both; i.e.. Rep A has all the ‘red’ zip codes with the exception of one named account
    • Users can view accounts, territories centers, values of areas, highways, etc… to design the most effective territories
  • 8. Key Takeaways
    • “ What-if” modeling – Users can simultaneously view several possible solutions for comparison
    Performance Optimization Model and Balance Territories Based on Key Drivers Users have the ability to dial-in the relative importance of territory balance, geographic compactness and level of disruption when evaluating optimized scenarios.
  • 9. Communicate And Analyze Distribute Sales Plans, Gain Audited Acceptance Key Takeaways
    • Out of the box or custom solutions for sales plan approval
    • Completely packaged, out of the box, plan and related document communication and approval for sales ops and sales
    • Provides plan template design and plan distribution for sales operations
    • Review and digital acceptance for sales
    • Up to date tracking of sales acceptance process for sales operations
    • Integration with Callidus TrueComp ® for plan data
    • Integrates seamlessly with salesforce.com
    New
  • 10. Communicate and Analyze Dashboards of Team and Incentive Performance Key Takeaways
    • Deploy role based analytics dashboards to monitor key sales and incentive metrics
    • Pre-built metrics and catalog enable drag and drop delivery
    • KPI’s such as quota performance, sales trends, incentive breakouts, spend % revenue
    • Create ad hoc reports as necessary
    • Built on market leading BI technology from Business Objects
  • 11. Communicate and Analyze Monitor and Manage Spend
  • 12. Communicate and Analyze Optimize Product Mix and Behavior
  • 13. What’s New in the Suite
    • Pervasive Performance
    • TrueTarget
    • Extends Callidus beyond sales
    • MBO, quota setting, objectives
      • Workflow
    • Available On-demand
    • Available Q408
    • New Insurance Capabilities
    • TrueProducer & Suite 5.2.2
    • New producer analytics and reporting
    • Continuing education
    • Rich hierarchy management
    • Producer Web Services
    • New suite platform support
    • Available Q408
    • Salesforce.com Innovation
    • Callidus Plan Communicator
    • Plan distribution and approval
    • Seamless salesforce.com integration via force.com
    • Integration with TrueComp ®
    • Now Available
    • SaaS Architected Solution
    • Pervasive Performance Suite
    • Multi-tenanted SaaS architecture
    • Faster and easier reporting
    • TrueComp Web Services
    • Available Q408
  • 14. Callidus Plan Communicator Overview
    • Completely packaged, out of the box, plan and related document communication and approval for sales ops and sales
    • Provides plan template design and plan distribution for sales operations
    • Review and digital acceptance for sales
    • Up to date tracking of sales acceptance process for sales operations
    • Integrates with Callidus TrueComp ® for plan data, or works standalone
    • Integrates seamlessly with salesforce.com
  • 15. Callidus Plan Communicator Benefits
    • Accelerates sales plan roll out and tracked acceptance of plan documents from the field.
    • Eliminates need for having to receive acceptance plan documents by mail or by fax etc.
    • Removes need to manually maintain a trail of acceptance for salesforce.com.
    • Sales gain immediate notification of new plan, or any changes to existing plan.
    • Sales gain access via salesforce.com every day desktop blended seamlessly with salesforce.com user experience
    • Completely integrated with salesforce.com – 100% force.com application
    • Integrates with Callidus TrueComp ® – future release
  • 16. Product Highlights Key Highlights
    • Create and Upload Plan Templates
      • Manage role specific templates including Merge fields
    • Generate Individual Plan Documents
      • Merge user specific data into template and generate individual plan documents for each user
    • Publish the Plan Documents
      • Select specific users to publish the plan documents
      • Send out email notifications
    • Ability to Regenerate and redistribute plan to accommodate data changes
    • Status reporting on deployment and acceptance of plan
  • 17. Product Highlights Key Highlights
    • Support for Stand alone mode
    • Integrated with TrueComp ®
    • Integrated workflow
      • Publish plans and plan changes across multiple roles
      • Integrated notifications and tasks with salesforce.com
    • Auditable acceptance and archiving
      • Ability for participants to view all documents accepted previously
      • Versioning of plans.
  • 18. DEMONSTRATION
  • 19. What’s New in the Suite
    • New Insurance Capabilities
    • TrueProducer & Suite 5.2.2
    • New producer analytics and reporting
    • Continuing education
    • Rich hierarchy management
    • Producer Web Services
    • New suite platform support
    • Available Q408
    • Salesforce.com Innovation
    • Callidus Plan Communicator
    • Plan distribution and approval
    • Seamless salesforce.com integration via force.com
    • Plan integration with TrueComp
    • Now Available
    • SaaS Architected Solution
    • Pervasive Performance Suite
    • Multi-tenanted SaaS architecture
    • Faster and easier reporting
    • TrueComp Web Services
    • Available Q408
    • Pervasive Performance
    • TrueTarget™
    • Extends Callidus beyond sales
    • MBO, quota setting, objectives
    • Workflow
    • Available On-demand
    • Available Q408
  • 20. End to End Solutions to Drive Cross Functional Alignment New
  • 21. Target Setting Business Challenges
    • Multiple performance management systems
    • Reliance on spreadsheets and manual processes – error prone and time consuming
    • Typically multi-month process
    • Inflexible to change as business goals change
    • Lack of clear employee view of how employee performance links to bonus
    • Highly manual and error-prone and often lead to overpayments.
  • 22. TrueTarget™: Product Highlights
    • Self-service user interface
      • Managers can publish and distribute weighted objectives and project bonus payouts
      • Participants gain full visibility into objective setting process
    • Assign weightings to key objectives
    • Discretionary scoring of objectives
    • Effective dating and pro-rating based on employment history
    • Automatic bonus payout projections
    • Integrated workflow and acceptance tracking
    • Inline analytics for managers and administrators
  • 23. TrueTarget™: Product Highlights
    • Communicate Quotas efficiently
      • Integrated workflow
      • Obtain and track acceptance in timely manner
      • Manage Quota changes effectively
    • Integrated with TrueComp ®
      • Import Quota Targets from TrueComp
      • Allocate Quota in TrueTarget
        • Assign targets to team members
        • Leverage TrueComp Hierarchies
    • Managers can override the Quota targets
      • Overassign or underassign the targets
    • Export Quota Targets to TrueComp
    Streamline Quota Setting Process
  • 24. Manager – Log in to Self Service to Manage Team Objectives Click on set and publish team objectives Evaluate performance
  • 25. Manager – Enters Team View Evaluate team performance and high level view of pay for performance / leverage
  • 26. Manager – Access Participant Detail to See Assigned Objectives Individual metrics for each participant, assign weighting
  • 27. Plan Administrator – Set up and Group Objectives, Distribute to Team Key Takeaways
    • Use TrueComp ® to set up an objective
    • Set up objective types, or groups
    • Groups enable clustering together of objectives of the same type.
  • 28. Plan Administrator – Set up and Group Objectives, Distribute to Team Key Takeaways
    • Once the objectives are set up, you can add them to a template to distribute to a group of participants.
    • Enables objectives to be grouped into a single campaign – such as customer satisfaction, or acquisition
  • 29. Plan Administrator – Set up and Group Objectives, Distribute to Team Key Takeaways
    • Administrator can specify objectives to be distributed
    • Or can hand off objective setting to the manager for a distributed approach
  • 30. Manager – Create New Objectives and Assign Goals
  • 31. DEMONSTRATION
  • 32. What’s New in the Suite
    • New Insurance Capabilities
    • TrueProducer™ & Suite 5.2.2
    • New producer analytics and reporting
    • Continuing education
    • Rich hierarchy management
    • Producer Web Services
    • New suite platform support
    • Available Q408
    • Salesforce.com Innovation
    • Callidus Plan Communicator
    • Plan distribution and approval
    • Seamless salesforce.com integration via force.com
    • Plan integration with TrueComp
    • Now Available
    • SaaS Architected Solution
    • Pervasive Performance Suite
    • Multi-tenanted SaaS architecture
    • Faster and easier reporting
    • TrueComp Web Services
    • Available Q408
    • Pervasive Performance
    • TrueTarget
    • Extends Callidus beyond sales
    • MBO, quota setting, objectives
      • Workflow
    • Available On-demand
    • Available Q408
  • 33. TrueProducer™ 5.2.2 Product Highlights Key Highlights
    • New reporting and analytics (Included with TrueAnalytics)
      • Expiring licenses, appointment, continuing education
    • Customization administration screen
      • Set validations, required fields, label changes
    • Continuing education management
    • Easy hierarchy navigation
    • Web services
    vp
  • 34. What’s New in TrueProducer™ 5.2.2
    • Reporting – TrueProducer support in TrueAnalytics
      • Domain Reports & Report Template Support
        • Active Agent
        • Agent Birthday Listing
        • Agents By Region
        • License Expiration
        • Appointment Expiration
        • Continuing Education Expiration
        • Manager Rollup
        • Producer Status Change In Past X days
        • Mailing Labels (Avery 5160)
    • Analytics – Datamart Universe
      • Most productive Producers by Line of Business or Geography
  • 35. TrueProducer™ 5.2.2 Reporting and Analytics (Included with Callidus TrueAnalytics™)
      • Agent summary and detail by agent status/hierarchy/line of business
        • To enable manpower decision support
      • Agent attributes (birthday or spouse’s name) by agent status/hierarchy/line of business
        • To enable marketing communications and Producer loyalty
      • Credentials expiring in 15/30/45/60 days
        • To enable proactive L&A communications to enable Producers to keep selling
      • New/terminated/expired credentials by agent status/hierarchy/line of business
        • To enable proactive L&A communications to enable Producers to keep selling, manpower decision support
      • Manager rollup detail by hierarchy/line of business
        • To enable better management of Producers
      • Mailing label reports
        • To enable marketing communications and campaigns
      • Annual audit reports
        • To enable corporate compliance auditing support
  • 36. TrueProducer™ 5.2.2 Sample Reports (Included with Callidus TrueAnalytics™)
  • 37. What’s New in the Suite
    • New Insurance Capabilities
    • TrueProducer & Suite 5.2.2
    • New producer analytics and reporting
    • Continuing education
    • Rich hierarchy management
    • Producer Web Services
    • New suite platform support
    • Available Q408
    • Salesforce.com Innovation
    • Callidus Plan Communicator
    • Plan distribution and approval
    • Seamless salesforce.com integration via force.com
    • Integration with TrueComp
    • Now Available
    • SaaS Architected Solution
    • Pervasive Performance Suite
    • Multi-tenanted SaaS architecture
    • Faster and easier reporting
    • TrueComp ® Web Services
    • Available Q408
    • Pervasive Performance
    • TrueTarget
    • Extends Callidus beyond sales
    • MBO, quota setting, objectives
    • Workflow
    • Available On-demand
    • Available Q408
  • 38. Pervasive Performance Suite Easier TrueInformation ® Reporting
    • Ease of design
      • Crystal Reports based reporting
      • Improved productivity developing and changing reports
      • Reduced coding in reports
      • Single Business Objects foundation for reporting and analytics
      • Shared metadata with TrueAnalytics
    • Speed of delivery
      • No ETL process required
      • Direct reporting against TrueComp ®
  • 39. Pervasive Performance Suite Web Service Enabled
    • Web Service to reference data in TrueComp ®
      • FixedValue
      • Quota
      • RateTable
      • Territory
      • Title
      • Plan
      • Position
      • Participants
    • Integrate Callidus into portals, business processes, custom applications
    • Provides read access to external applications
  • 40. 2009 – Key Focus Areas Callidus Suite Note: Subject to change
  • 41. Q&A