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Advantages of Using Callidus On-Demand  Sales Performance Management  Fred Landis Director, Product Marketing
SaaS Adoption Varies by Application
Callidus On-Demand – Key Facts  <ul><li>Viable  - over 63,000+ subscribers – in 2-1/2 years of operation </li></ul><ul><li...
Premised vs. On-Demand IT Model Permutations of revision levels  for each layer of the stack Traditional Premised Model Fr...
Callidus On-Demand Augments Value of IT  <ul><li>Decreased…  </li></ul><ul><ul><li>Requirements for IT staff resources  – ...
Record Growth In Callidus On-Demand Establishes Callidus as #1 SaaS SPM Solution
Callidus On-Demand SPM Summary Choice of Tiered Offerings Callidus Value Organizational Incentive Effectiveness Compensati...
Prepackaged Reporting and Analytics  <ul><li>Standard Reports provided by TrueInformation® </li></ul><ul><ul><li>Compensat...
SaaS – What are the differences? Callidus On-Demand SaaS architecture is optimized for SPM across numerous customer-satisf...
How to evaluate a SaaS Vendor <ul><ul><li>Evaluate security and privacy compliance </li></ul></ul><ul><ul><li>Integration ...
Callidus On-Demand Extends SPM to Small Businesses… “ After evaluating various options to optimize our sales performance m...
… to Mid-sized Enterprises  - Covad the Leading National Provider of Integrated Voice and Data Communications Key Stats Ca...
… to Large Enterprises Challenge High turnover due to late and inaccurate payments; lost trust due to lack of visibility i...
Callidus TrueComp® Suite for AppExchange
SPM Leadership for salesforce.com users <ul><li>Most deployed solution </li></ul><ul><ul><li>Used by over 1.9 million sale...
Most Robust SPM Analytics available to  salesforce.com Customers
Callidus Plan Communicator
Callidus Plan Communicator Overview <ul><li>Completely packaged, out of the box, plan and related document communication a...
<ul><li>Logging in as sales ops administrator (test_drive), the administrator gains a perspective on the current status of...
Most Complete SPM Suite Industry Leading Partner Support 10 Customers Paying > $200M / Yr Largest Customer > $3B / Yr Call...
Callidus On-Demand – Benefit Summary <ul><li>The fast path to Sales Performance Management success! </li></ul><ul><ul><li>...
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The Advantages Of Callidus On-Demand

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

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  • Transcript of "The Advantages Of Callidus On-Demand"

    1. 1. Advantages of Using Callidus On-Demand Sales Performance Management Fred Landis Director, Product Marketing
    2. 2. SaaS Adoption Varies by Application
    3. 3. Callidus On-Demand – Key Facts <ul><li>Viable - over 63,000+ subscribers – in 2-1/2 years of operation </li></ul><ul><li>Global - used worldwide by clients in 135 countries </li></ul><ul><li>Secure - Safe Harbor and certified for data privacy and security </li></ul><ul><li>Reliable - documented uptime of 99.97% exceeds industry standard service level agreements </li></ul><ul><li>Flexible – leading SFA integration; migration option to on-premises if and when necessary </li></ul><ul><li>Scalable/Versatile - used by organizations of all sizes and industries; available compensation administration services </li></ul><ul><li>Trusted – over $1B+ comp calculated YTD ‘08 </li></ul>
    4. 4. Premised vs. On-Demand IT Model Permutations of revision levels for each layer of the stack Traditional Premised Model From IT Management to Business Management On-Demand Model Application Business Application USER Web / App Server Database Operating System Hardware USER
    5. 5. Callidus On-Demand Augments Value of IT <ul><li>Decreased… </li></ul><ul><ul><li>Requirements for IT staff resources – less dependence/cost on in house IT operations </li></ul></ul><ul><ul><li>Total cost of ownership – no hardware/software to buy or own </li></ul></ul><ul><ul><li>Internal disruption - 100% external application development </li></ul></ul><ul><li>Increased… </li></ul><ul><ul><li>Application runtime performance – up to 10x the amount of hardware that typically justified in house </li></ul></ul><ul><ul><li>System availability and uptime – 99.95+%- greater reliability than most on premised applications </li></ul></ul><ul><ul><li>Access to latest functionality - includes upgrades - available within 6 months of general release </li></ul></ul><ul><ul><li>Resources available for core business activities - r esource optimization moves risks outside organization </li></ul></ul>
    6. 6. Record Growth In Callidus On-Demand Establishes Callidus as #1 SaaS SPM Solution
    7. 7. Callidus On-Demand SPM Summary Choice of Tiered Offerings Callidus Value Organizational Incentive Effectiveness Compensation Process Management Self Service: Fully enabled SPM-TrueComp, TrueInformation, TrueAnalytics Application & Infrastructure Full Service: Enhanced SPM-Compensation Administration Workflow Agent Mgmt. Technical Operations Business Operations Optional Solution Services
    8. 8. Prepackaged Reporting and Analytics <ul><li>Standard Reports provided by TrueInformation® </li></ul><ul><ul><li>Compensation Statement – summary of earnings and payments </li></ul></ul><ul><ul><li>Compensation Detail – describes how earnings are calculated </li></ul></ul><ul><ul><li>Order Detail – Displays orders behind earnings credits </li></ul></ul><ul><ul><li>Payment Summary – Displays actual amount paid for each payee </li></ul></ul><ul><li>Robust Analytics for Operations and Management with Callidus TrueAnalytics™ </li></ul><ul><li>Custom Queries available for ad-hoc reports </li></ul>
    9. 9. SaaS – What are the differences? Callidus On-Demand SaaS architecture is optimized for SPM across numerous customer-satisfaction proof points. Features Managed Hosting Service Multitenant / Single-Version SaaS Multitenant / Multi-Version Separate Database Instance SaaS Callidus On-Demand Virtual Tenancy 1 Shared application execution infrastructure supports cost-effectiveness. No Yes Yes Yes Multiple versions of application are available simultaneously. Yes No Yes Yes Data is physically separated from other clients. Yes No Yes Yes Maximized privacy and security levels safeguard SPM back-office processes. Yes No Yes Yes Top-performance Grid computing architecture ensures scalability. No Vendor-Dependent Vendor-Dependent Yes Preproduction and testing environment is available. Vendor-Dependent Vendor-Dependent Vendor-Dependent Yes Clients have an option to migrate their implementation on site. Difficult Difficult Vendor-Dependent Yes 1 Callidus On-Demand utilizes a virtual tenant/multiversion, SaaS model
    10. 10. How to evaluate a SaaS Vendor <ul><ul><li>Evaluate security and privacy compliance </li></ul></ul><ul><ul><li>Integration track record </li></ul></ul><ul><ul><li>Understand SLA and availability compliance </li></ul></ul><ul><ul><li>Obtain references for current and anticipated state </li></ul></ul><ul><ul><li>Assess vendor viability and stability </li></ul></ul><ul><ul><li>Assess International needs </li></ul></ul><ul><ul><li>On-premise migration option </li></ul></ul>Enterprise SaaS Checklist
    11. 11. Callidus On-Demand Extends SPM to Small Businesses… “ After evaluating various options to optimize our sales performance management systems, Callidus was clearly our top choice. We were especially impressed with the possibilities that Callidus software offers. These tools will help us drive performance, achieve high ROI and align our corporate objectives with sales strategy.” Michael Schwartz, Vice president, field systems and sales operations Manages Incentra’s 100 sales people
    12. 12. … to Mid-sized Enterprises - Covad the Leading National Provider of Integrated Voice and Data Communications Key Stats Callidus powers the performance of over 1,000 internal sales representatives and external dealers in North America. “ We have greatly improved the satisfaction of our sales force and channel partners as a result of with increased compensation payment accuracy, and timeliness and web-based visibility into their compensation information using Callidus On-Demand” Joseph Le Chevallier Vice President Finance and Corporate Controller
    13. 13. … to Large Enterprises Challenge High turnover due to late and inaccurate payments; lost trust due to lack of visibility into compensation process, could not roll out quarterly compensation plans and quota in timely manner, unable to manage volume of disputes from the field <ul><li>Solution </li></ul><ul><li>Callidus On-Demand </li></ul><ul><li>1,800 users worldwide </li></ul><ul><li>Americas, EMEA, APAC (total 100 countries) </li></ul><ul><li>1200 plans, Compensation statements in multiple languages </li></ul><ul><li>Multiple currencies: ~ 25 currencies </li></ul><ul><li>Results </li></ul><ul><li>Sales representatives have a complete details of compensation payment </li></ul><ul><li>Reduced shadow accounting’ by providing visibility in to compensation. </li></ul><ul><li>Dramatically increased sales employees retention </li></ul><ul><li>Able to launch needed SPIFs in timely manner </li></ul><ul><li>Reduced disputes dramatically and now able to focus on strategic planning </li></ul>Lenovo Drives Incentive Performance Globally with Callidus On-Demand While no project is ever 100% trouble-free, Callidus On-Demand came online remarkably smoothly — and, unlike other solutions we considered, Callidus is set up so we can bring it back in-house and manage it ourselves, should we ever want to do so down the line. It was and remains a good decision for us.&quot; Steve Bandrowczak former CIO
    14. 14. Callidus TrueComp® Suite for AppExchange
    15. 15. SPM Leadership for salesforce.com users <ul><li>Most deployed solution </li></ul><ul><ul><li>Used by over 1.9 million sales professionals globally </li></ul></ul><ul><li>Unmatched breadth </li></ul><ul><ul><li>Plan spend, quotas, and territories </li></ul></ul><ul><ul><li>Execute timely and cost effective incentives </li></ul></ul><ul><ul><li>Communicate and analyze through plan approval, reporting and analytics to sales and finance </li></ul></ul><ul><li>Seamless integration with leading solutions </li></ul><ul><ul><li>Deploy to sales organization through everyday Salesforce application </li></ul></ul>
    16. 16. Most Robust SPM Analytics available to salesforce.com Customers
    17. 17. Callidus Plan Communicator
    18. 18. Callidus Plan Communicator Overview <ul><li>Completely packaged, out of the box, plan and related document communication and approval for sales ops and sales </li></ul><ul><li>Provides plan template design and plan distribution for sales operations </li></ul><ul><li>Review and digital acceptance for sales </li></ul><ul><li>Up to date tracking of sales acceptance process for sales operations </li></ul><ul><li>Integration with Callidus TrueComp® for plan data </li></ul><ul><li>Native force.com application integrates seamlessly with salesforce.com </li></ul>
    19. 19. <ul><li>Logging in as sales ops administrator (test_drive), the administrator gains a perspective on the current status of the plan approval process, plans accepted, those in the inquiry stage, and those not accepted. Because Plan Communicator is a native force.com application, they can use salesforce.com’s reporting functionality to create custom reports </li></ul><ul><li>On any of the reports (such as Plan Document Acceptance stats) the user can click on the chart to drill down to further detail </li></ul>
    20. 20. Most Complete SPM Suite Industry Leading Partner Support 10 Customers Paying > $200M / Yr Largest Customer > $3B / Yr Callidus IS the SPM Market Leader We Manage the Performance of 1.8M+ Sales People
    21. 21. Callidus On-Demand – Benefit Summary <ul><li>The fast path to Sales Performance Management success! </li></ul><ul><ul><li>Fastest growing, most widely deployed SaaS SPM solution – </li></ul></ul><ul><ul><li>63,000+ subscribers, 53 customers (~1/2 < 500 subscribers, ~1/3 500-2000, others > 2000) </li></ul></ul><ul><li>Seamless access for your sales people from their SFA of choice </li></ul><ul><ul><li>Fully salesforce.com, AppExchange certified </li></ul></ul><ul><ul><li>Or integrates with your preferred SFA </li></ul></ul><ul><li>Easy to deploy, predictable and low ongoing costs </li></ul><ul><ul><li>Fast start-up @ <100 Days </li></ul></ul><ul><ul><li>Predictable ongoing costs that keep you focused on ROI </li></ul></ul><ul><li>Proven to growth with your business </li></ul><ul><ul><li>Grows with your organization -a single solution for small, medium to large enterprises </li></ul></ul><ul><ul><li>Grows with your needs - mature solution that works and adapts with your changing sales plans, reports and user needs </li></ul></ul><ul><ul><li>Grows with your deployment - proven scalability as you incorporate new departments, subscribers and plans </li></ul></ul><ul><li>Secure, Safe, Reliable and Accurate </li></ul><ul><ul><li>Always upgraded with the latest version & always on </li></ul></ul><ul><ul><li>The reliable system of choice, documented 99.97% availability </li></ul></ul><ul><ul><li>Trusted by our clients with $1B in compensation spend in 2007 YTD </li></ul></ul>

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