Montclair Advisors - Xactly Case Study

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Montclair Advisors case study of Xactly Corporation.

Montclair Advisors case study of Xactly Corporation.

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  • 1. Montclair Advisors Case Study Top-Rated SaaS Incentive Compensation Firm Leverages Montclair Advisors to Build out Strategic Market Intelligence “We were looking for a smart partner who knew the SaaS market and Montclair Advisors provided excellent insights at a reasonable price.” Xactly Karen Steele, Chief Marketing Officer, Xactly Corporation San Jose, California Gartner ranked Xactly in the Leaders quadrant for Sales Industry: Performance Management (SPM) for the last several Sales Performance Management years and provides global sales compensation and performance solutions for medium and enterprise-class Founded: firms. The company was founded in 2005 and has 2005 always been a subscription software or SaaS provider. Products: The challenge for Xactly was due to a recent acquisition • Xactly Incent of a key competitor, Centive, the management team was • Xactly Rewards out of resources and were looking to re-assess the • Xactly Quota & Territory competitive landscape. Management Xactly was looking to increase their competitive Montclair Advisors Services: intelligence as well as their overall sales effectiveness. • Market Scan They reached out to Montclair Advisors to review not only their core competitive space but also to provide drill Key Benefits down into adjacent market segments. • Review of Core and Related market segments Leveraging their broad network of relationships and • Detailed market and company industry experience, Montclair Advisors was able to build profiles out a comprehensive Market Map for Xactly. As part of • Qualitative analysis of key a phase two engagement, Xactly had Montclair Advisors providers drill into specific providers for use by executive management for strategic planning purposes. Working with Montclair Advisors, Xactly was able to get their strategic market analysis completed in less than half the time it would have taken if they had engaged a traditional analyst firm and at reasonable price. Xactly used Montclair Advisors’ Market Scan information as primary content for a major strategic planning project with their board of directors. [E] [O] 510-336-0019 [T] @Montclairadvrs Copyright 2010 Montclair Advisors, LLC Published in February 2010