S O P002 Queener 091707


Published on

Full session information and video available at successforce.com.

Published in: Economy & Finance, Business
  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • S O P002 Queener 091707

    1. 1. Optimizing Sales Operations with Sales Performance Management Christopher W. Cabrera, Xactly Corporation Joanna Bloor, CNET Networks Sam Chung, Salesforce.com Sales: Operations & Performance
    2. 2. Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This press release contains forward-looking statements including but not limited to statements regarding our expected future revenue, GAAP diluted earnings per share, expected tax rate, anticipated shares outstanding,and concerning the potential market for our existing service offerings. All of our forward looking statements involve risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with possible fluctuations in our operating results and cash flows, rate of growth and anticipated revenue run rate, errors, interruptions or delays in our service or our Web hosting, our new business model, our history of operating losses, the possibility that we will not remain profitable, breach of our security measures, the emerging market in which we operate, our relatively limited operating history, our ability to hire, retain and motivate our employees and manage our growth, competition, our ability to continue to release and gain customer acceptance of new and improved versions of our service, customer and partner acceptance of the AppExchange, successful customer deployment and utilization of our services, unanticipated changes in our effective tax rate, fluctuations in the number of shares outstanding, the price of such shares, foreign currency exchange rates and interest rates. </li></ul><ul><li>Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2007. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor . Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. </li></ul>
    3. 3. Christopher W. Cabrera Founder, President & CEO [email_address]
    4. 4. About Xactly Corporation <ul><ul><li>INDUSTRY : Software </li></ul></ul><ul><ul><li>EMPLOYEES : 100+ </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># CUSTOMERS : 100+ </li></ul></ul><ul><ul><li>PRODUCT(S) USED : ALL </li></ul></ul>Xactly Corporation is the market leader in on-demand sales performance management. The company’s flagship product, Xactly Incent, enables sales and finance executives to design, implement, manage, and audit sales compensation management programs easily and affordably. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance and maximize profits.
    5. 5. Xactly Customer Success
    6. 6. Sales Performance Management: Four Core Process Components Monitoring and Analyses Territory Management Sales ICM Quota Management Source: Gartner What's Going On? What to Expect? How Am I Going to be Rewarded? What's My Role? To Whom do I Sell? What do I Need to Sell and How Much?
    7. 7. On-Demand Sales Performance Management Quota Territory Price Execution Forecast/ Planning Reporting & Analytics Workflow Sales Comp Rewards & Incentives Credit Assignment Business Data
    8. 8. Quota Territory Price Execution Forecast/ Planning Reporting & Analytics Workflow Sales Comp Rewards & Incentives Credit Assignment Business Data
    9. 9. On-Demand Sales Performance Management Customer-driven Product Development
    10. 10. <ul><li>Flexible, rules-based compensation engine </li></ul><ul><li>Intuitive compensation plan design, implementation and maintenance </li></ul><ul><li>Real-time visibility into incentive compensation plans: commissions, bonuses, draws, SPIFs </li></ul><ul><li>Real-time “what if” calculations </li></ul><ul><li>Web-based reporting for the entire organization </li></ul><ul><li>Plan Document and Certification Letter configuration, routing and tracking </li></ul><ul><li>Deep integration with Salesforce.com </li></ul><ul><li>Benefits </li></ul><ul><ul><li>Increase profits </li></ul></ul><ul><ul><li>Increase sales effectiveness </li></ul></ul><ul><ul><li>Gain competitive advantage </li></ul></ul><ul><ul><li>Reduce TCO </li></ul></ul><ul><ul><li>Comply with Sarbanes-Oxley </li></ul></ul>
    11. 11. Xactly Commissions Mash-up with Salesforce
    12. 14. Use Incentive Compensation Management to Align Payments to Performance <ul><li>Large snack food distributor initiating discounting ‘on-the-fly’ based on seasonality </li></ul><ul><li>Midwestern storm forecast significantly increases snack food demand and consumption </li></ul><ul><li>Retailers creating targeted incentives for snack food sales on seasonal basis </li></ul>
    13. 15. Augment Cash Incentives with Non-Cash Rewards <ul><li>Automate Sales Contests </li></ul><ul><ul><li>Motivate and drive performance and achievement across teams </li></ul></ul><ul><ul><li>Issue Reward Points for SPIFs and contests </li></ul></ul><ul><ul><li>Up-sell & cross-sell campaigns </li></ul></ul><ul><ul><li>Greatest selection of value-oriented tangible rewards </li></ul></ul>
    14. 17. Eight Requirements for Effective Sales Performance Management Secure, hosted repository with actionable post-sales business data 1 Intuitive compensation plan design, implementation and maintenance 2 Rich analytics, reporting and dashboards for sales and finance analytics 3 Ability to model and forecast compensation plan changes in advance of implementing 4 Integration with CRM applications for visibility and insight into sales opportunities in the pipeline 5 Ability to automate quota allocation and analysis based on territory goals 6 Optimize pricing strategy and execution by identifying and analyzing what products have been sold 7 Motivate and reward performance through automated sales contests and SPIFs with non-cash rewards 8
    15. 18. Joanna Bloor AVP Sales Operations [email_address]
    16. 19. Who is CNET Networks?
    17. 20. Commissions Were…
    18. 21. What Were We Trying to Solve? <ul><li>For the Sales People </li></ul><ul><li>For the Sales Management </li></ul><ul><li>For the Sales Operations </li></ul><ul><li>For the Finance Organization </li></ul>
    19. 22. Why Was All of This So Challenging? Complicated Compensation Plan More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations Complicated Calculations
    20. 23. How Has Xactly Helped Us Out? <ul><li>Automated Document Approval </li></ul><ul><li>Compensation Visibility </li></ul><ul><ul><li>Individual </li></ul></ul><ul><ul><li>Team </li></ul></ul><ul><ul><li>Company </li></ul></ul><ul><li>Implementation </li></ul><ul><ul><li>Application </li></ul></ul><ul><ul><li>Support </li></ul></ul>
    21. 24. What’s Next For Us? <ul><li>Compensation Modeling </li></ul><ul><li>Integration with HR tools </li></ul><ul><li>Non-Sales Compensation </li></ul><ul><li>Simplify our compensation plan </li></ul><ul><li>Incentive Estimator </li></ul>
    22. 25. Sam Chung VP Finance Systems & Compliance [email_address]
    23. 26. About Salesforce.com <ul><ul><li>INDUSTRY : Software </li></ul></ul><ul><ul><li>EMPLOYEES : 2000+ </li></ul></ul><ul><ul><li>GEOGRAPHY : Global </li></ul></ul><ul><ul><li># USERS : 2000+ </li></ul></ul><ul><ul><li>PRODUCT(S) USED : ALL </li></ul></ul>Salesforce.com is the worldwide leader in on-demand customer relationship management (CRM) services. Salesforce.com is constantly building on that legacy by improving and expanding our award-winning suite of on-demand applications, our Apex platform for extending Salesforce, and our one-of-a-kind AppExchange directory of on-demand applications.
    24. 27. Key Challenges <ul><li>Business Challenges </li></ul><ul><ul><li>How do I implement a Sales Compensation system that will: </li></ul></ul><ul><ul><ul><li>Allow me to deploy sooner than 2 years from now? </li></ul></ul></ul><ul><ul><ul><li>Reduce my manual touch points? </li></ul></ul></ul><ul><ul><ul><li>Standardize my processes worldwide? </li></ul></ul></ul><ul><ul><ul><li>Accommodate for additional design flexibility in the future? </li></ul></ul></ul><ul><ul><ul><li>Integrate with our Order Management application? </li></ul></ul></ul>
    25. 28. The Solution <ul><li>How did we address these challenges? </li></ul><ul><ul><li>Deployed Xactly Incent </li></ul></ul><ul><ul><ul><li>9 month worldwide deployment </li></ul></ul></ul><ul><ul><li>Migrated to Orders-based compensation model </li></ul></ul><ul><ul><ul><li>Tight alignment with bookings/revenue event </li></ul></ul></ul><ul><ul><li>Replaced Calculators with Rules Configurator </li></ul></ul><ul><ul><li>SFDC Custom Object to integrate to Xactly </li></ul></ul><ul><ul><ul><li>1 st Object built entirely using Apex Code </li></ul></ul></ul>
    26. 29. The Solution – Process Architecture Create Oppty Activate Edit Oppty Microsoft Access ® Database Opportunity Custom Object Amortization Engine General Ledger manual manual Microsoft AE Order Contract Sales Operations AE
    27. 30. Benefits <ul><li>No more manual time bombs </li></ul><ul><ul><li>Let Xactly calculate commission basis </li></ul></ul><ul><li>No more Microsoft Access TM </li></ul><ul><ul><li>Replace custom queries with Rules Configurator </li></ul></ul><ul><li>No more disparate processes </li></ul><ul><ul><li>1 system, worldwide, for Sales Compensation </li></ul></ul><ul><li>No more restrictions on comp design </li></ul><ul><ul><li>Order line-level design options are possible </li></ul></ul><ul><li>No more disconnects with Sales transactions </li></ul><ul><ul><li>Determine commissions off of Orders, not Opptys </li></ul></ul>
    28. 31. What’s Next <ul><li>Deploy Xactly’s AppExchange App </li></ul><ul><ul><li>Real-time visibility for Sales </li></ul></ul><ul><ul><li>Case Management </li></ul></ul><ul><ul><li>Incentive Estimator </li></ul></ul><ul><li>Utilize Web Services </li></ul><ul><ul><li>Crediting through daily data transfers </li></ul></ul><ul><li>Deploy Xactly Analytics </li></ul><ul><ul><li>Enhanced reporting for Sales and Finance </li></ul></ul><ul><li>Distribute and Accept Plans Using Xactly </li></ul><ul><li>Obtain SAS 70 Type II Report for Xactly Incent </li></ul>
    29. 32. Christopher W. Cabrera Founder, CEO & President Sam Chung VP Finance Systems & Compliance Joanna Bloor AVP Sales Operations QUESTION & ANSWER SESSION
    30. 33. Winner – Apple iPhone