This document summarizes a presentation about managing the month-end closing process and incentive compensation. The presentation discusses the challenges of integrating data from multiple sources and the time pressure to deliver accurate financial reports and pay commissions on time. It identifies four common pain points for incentive compensation including error rates, lack of integrated data, difficulty determining credit allocations, and timeliness of reporting. The presentation then outlines four fixes including integrating systems, providing real-time reporting and forecasting, automating calculations, and using a system like Xactly to manage the entire incentive compensation process from one integrated platform.
Untangling the Madness of Sales Compensation: Drive Sales Productivity and St...Apttus
Compensation plans are key levers for sales organizations to attract top talent, increase productivity, and drive company strategy. Or they can be a nightmare of complex administration, field distraction, and cross-functional contention. Attend this session to learn how to turn around a struggling sales compensation program without resorting to consultants or rigid frameworks.
After the markets pounded SaaS early this year, CEOs started gearing up for a downturn. Your company may already be tightening its belt. But that might not be enough. Gainsight CEO Nick Mehta, InsightSquared CEO Fred Shilmover, and Bessemer Venture Capital partner Byron Deeter are teaming up for an all-star webinar to outfit you with a plan for the downturn. They'll discuss:
The timeline for the SaaS "reset"
Optimizing customer acquisition
Investing in lean revenue
And much, much more
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...Apttus
Given the pace of business, its imperative that Sales Ops enables the sales organization with high-quality proposals and quotes that can be turned around quickly and efficiently. Attend this session to learn best practices in pricing and contracts that are mutually beneficial for your company and your customers.
How to Drive Top-Line Growth with Customer Success Management MetricsGainsight
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
How Slack Drives Change Management, a Totango webinarTotango
Change is hard, particularly when you are changing the behavior of employees. But Slack has done an unbelievable job in changing the way people work - making it really easy to communicate and collaborate in real time. They have grown to over 6 million daily active users in a few short years since inception. What's their secret?
Rav Dhaliwal, Slack's EMEA Head of Customer Success, gives an encore presentation from Customer Success Summit 2017.
Being the 3rd customer success team member ever hired at Slack, Rav will share Slack's winning approach to driving change and growing adoption. Their method involves 4 phases that are designed to ultimately support a new way of working.
Do you have a product or service that requires change management? Or are you simply impressed by Slack's remarkable growth? Download the webinar presentation and watch the replay!
The modern economy revolutionized the way businesses think about their customers and revenue. Subscription services and lengthening the customer life-cycle have become essential for every modern business. Join Dan Steinman, Chief Customer Officer at Gainsight on April 14, 10:00 a.m. -11:00 a.m. PST as he explains how and why Customer Success is revolutionizing technology and business models. During his presentation, Dan will cover topics such as:
Why Customer Success is essential for every business
How Customer Success revolutionizes the customer relationship
What to expect at Pulse 2016: The Customer Success Conference
After the presentation, Dan will answer questions from the audience during a 15-minute Q & A session. Can’t attend live? Register anyway! The webinar recording and slide deck will be sent to all registrants after the webinar concludes. Register today and find out what Customer Success means for your business and how Pulse Conference 2016 will help you succeed in your customer success initiatives.
Best practices in CSM compensation with customer success leadersGainsight
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
presented by David Hoffmeister, Director of the DePaul University Center for Sales Excellence, at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
Untangling the Madness of Sales Compensation: Drive Sales Productivity and St...Apttus
Compensation plans are key levers for sales organizations to attract top talent, increase productivity, and drive company strategy. Or they can be a nightmare of complex administration, field distraction, and cross-functional contention. Attend this session to learn how to turn around a struggling sales compensation program without resorting to consultants or rigid frameworks.
After the markets pounded SaaS early this year, CEOs started gearing up for a downturn. Your company may already be tightening its belt. But that might not be enough. Gainsight CEO Nick Mehta, InsightSquared CEO Fred Shilmover, and Bessemer Venture Capital partner Byron Deeter are teaming up for an all-star webinar to outfit you with a plan for the downturn. They'll discuss:
The timeline for the SaaS "reset"
Optimizing customer acquisition
Investing in lean revenue
And much, much more
Driving Higher Growth and Profit, the Trilogy: Solution Selling, Pricing Exce...Apttus
Given the pace of business, its imperative that Sales Ops enables the sales organization with high-quality proposals and quotes that can be turned around quickly and efficiently. Attend this session to learn best practices in pricing and contracts that are mutually beneficial for your company and your customers.
How to Drive Top-Line Growth with Customer Success Management MetricsGainsight
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
How Slack Drives Change Management, a Totango webinarTotango
Change is hard, particularly when you are changing the behavior of employees. But Slack has done an unbelievable job in changing the way people work - making it really easy to communicate and collaborate in real time. They have grown to over 6 million daily active users in a few short years since inception. What's their secret?
Rav Dhaliwal, Slack's EMEA Head of Customer Success, gives an encore presentation from Customer Success Summit 2017.
Being the 3rd customer success team member ever hired at Slack, Rav will share Slack's winning approach to driving change and growing adoption. Their method involves 4 phases that are designed to ultimately support a new way of working.
Do you have a product or service that requires change management? Or are you simply impressed by Slack's remarkable growth? Download the webinar presentation and watch the replay!
The modern economy revolutionized the way businesses think about their customers and revenue. Subscription services and lengthening the customer life-cycle have become essential for every modern business. Join Dan Steinman, Chief Customer Officer at Gainsight on April 14, 10:00 a.m. -11:00 a.m. PST as he explains how and why Customer Success is revolutionizing technology and business models. During his presentation, Dan will cover topics such as:
Why Customer Success is essential for every business
How Customer Success revolutionizes the customer relationship
What to expect at Pulse 2016: The Customer Success Conference
After the presentation, Dan will answer questions from the audience during a 15-minute Q & A session. Can’t attend live? Register anyway! The webinar recording and slide deck will be sent to all registrants after the webinar concludes. Register today and find out what Customer Success means for your business and how Pulse Conference 2016 will help you succeed in your customer success initiatives.
Best practices in CSM compensation with customer success leadersGainsight
CSM compensation is one of the most often debated questions for companies no matter their level of maturity in Customer Success. Getting the right comp plan for CSMs can depend on a variety of factors including customer segmentation, ASP, upsell potential and more.
presented by David Hoffmeister, Director of the DePaul University Center for Sales Excellence, at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software
Now that you’ve developed your strategy to optimize customer usage, loyalty and renewal, use this Customer Success Action Plan template to outline the activities you and your team will implement in order to reach your goals.
Totango Spark: The Future of Customer Success has ArrivedTotango
Spark is finally here! Join our Customer Success industry expert and VP of Product Management at Totango, Ravit Danino, for this introductory webinar on the general availability of Spark.
Totango Spark empowers enterprises to quickly adopt and operationalize customer-centricity across their organizations, enabling them to complete their digital transformation and grow their business by becoming more customer-centered.
In this webinar we cover:
- How Totango Spark can guide enterprises through the successful completion of each stage in the customer journey with relevant KPIs, dashboards, analytics and best practices to achieve business goals faster.
- SuccessBLOCs - a groundbreaking, modular, concept in customer success, allowing organizations to start with their most critical business priority first, and grow into broader customer success initiatives, each step is chosen by the business to meet specific customer success goals.
Find the on-demand webinar and more info at www.totango.com.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Hire and Compensate Your Customer Success Management Team - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from BllueJeans Network, Zendesk, Demandbase, SAP
State of the Union: Customer Success in EuropeGainsight
In this webinar, “State of the Union: Customer Success in Europe.” Lauren Olerich, Director of Customer Marketing & EMEA, Gainsight, presented alongside special guests Cyrille Saulnier, SVP Customer Success, SmartFocus, and Martine Niermans, Chief Customer Officer, Bynder.
This will truly be an intimate forum to discuss market trends, metrics and benchmarks that resulted from the CFO Metrics Survey launched earlier this year.
Customer Success Management - Incentives and CompensationGainsight
Did you know there are 7 different ways to compensate and incent Customer Success Managers? Find out which ones work in 2015 in this webinar.
Like all aspects of Customer Success Management, best practices around CSM compensation and incentives are changing; mirroring the evolving role of front-line CSMs and the strategic alignment of the Customer Success organization.
To ensure that you’re operating with the latest and greatest information, join Bernie Kassar, SVP Customer Success at Xactly, and Gainsight Chief Customer Officer Dan Steinman, as they share the best practices for CSM Compensation and Incentives for 2015.
In this webinar, you’ll learn:
1. If a variable compensation model works best for Customer Success Managers
2. Whether Customer Success Managers should be carrying Revenue – or other – Quotas
3. What the best companies are basing Customer Success Managers’ success compensation on (CSat, Revenue, Renewals, etc.)
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
Is your customer success team delivering real value ?Gainsight
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
How can you measure the value of customer success to your organization? What is the actual bottom-line dollar value customer success will have for your company? Join Dan Steinman, Chief Customer Officer at Gainsight, and special guest Kate Leggett, VP and Principal Analyst at Forrester Research to learn the answers to these questions and more.
Dan and Kate will discuss the economic value customer success has had on various industries and what potential value it holds for the future of your company. This data-driven-webinar will cover topics such as:
The economic value model of customer success for SaaS, financial services, and other industries
How to lead your company in customer success
The benefits of adopting customer success as an organization
It’s budget season, and chances are you’re losing sleep over next year’s Customer Success spend. Have you allocated the right amount for headcount? Technology? Enablement? How will your Finance team respond? Are you even in the right ballpark?
Budgeting is one of the most stressful periods on any leader’s calendar—the stakes are just so high. What you need is an extremely practical, hands-on guide through the process from two experts who know the process as well as anyone—Gainsight’s CCO and CFO, Allison Pickens and Igor Beckerman.
In this webinar, you’ll learn:
How to scale your budget based on sales goals for new logos and ARR
Best practices for per-ARR expenditure
High-ROI investments for the next fiscal year
Tactics for setting headcount and CSM account load
And much, much more
Sales Operations as the Change Agent of the Sales OrganizationApttus
Modern sales operations professionals manage more than tactical operations. They are the change agents of the sales organization, serving vital, strategic roles in organizational restructuring, compensation roll-outs, system deployments and more. Attend this session to learn how leading organizations have leveraged technology to better enable change management in constantly evolving sales organizations and enhance adoption of sales solutions.
Onboarding: Optimize the New Customer Journey for Seamless Product Adoption Totango
In this webinar, Ravit Danino, VP of Product Management at Totango, gives an in-depth look at a groundbreaking, modular, concept in Customer Success. In our first ever mini-series SuccessBLOCs: Onboarding, Escalation, and Adoption, first installment Onboarding, you'll learn:
-How to dramatically improve the new customer onboarding journey
-Be able to meet the milestones in an onboarding project timeline and overall goals
-How to delight end users and enable a consistent and efficient experience
-Ensure the customer post onboarding is adopting the product or service
Find the on-demand webinar and more info at www.totango.com.
Deep-dive into Gainsight’s own 1:Many program. See how we leverage the right people, strategy and processes to communicate with customers and save CSMs time.
Empowering Customer Success through Product FeedbackGainsight
What's the single biggest factor in whether or not a customer churns? Don't overthink it — it's whether or not the product is meeting their needs. But what's the biggest factor in whether or not your product is meeting your customers' needs? It's Customer Success. That means the relationship between Product and Customer Success is crucial for any recurring revenue business.
This webinar will feature Rahul Jain, Founder and VP of Customer Success at Pendo, and Guarav Kotak, Senior Director of Product at Gainsight. Together, they'll explore how to create a positive feedback loop between Customer Success and Product to improve both teams' metrics.
Building a Revenue Engine - Revenue EngineerJoe Gelata
April 2011 presentation given at Communitech Strategic Marketing Peer2Peer session. Topics include the three stages of the revenue engine, Marketing Automation, Revenue Performance Management, and organizational models that support revenue generation.
Immedis - Unlocking a World Class Partnership with your Global Payroll ProviderImmedis
Adrian Morrissey, Senior Commercial Manager at Immedis, discusses the top tips to unlocking a world class partnership with your global payroll provider.
Why Effective Cash and Liquidity Management Is Essential When Responding Duri...Workday, Inc.
It’s critical that organizations have full visibility into cash and liquidity. This webinar replay covers Workday Corporate Treasurer Alice Xu’s cash management strategy, navigating a changing landscape, and her vision for managing cash and liquidity.
Now that you’ve developed your strategy to optimize customer usage, loyalty and renewal, use this Customer Success Action Plan template to outline the activities you and your team will implement in order to reach your goals.
Totango Spark: The Future of Customer Success has ArrivedTotango
Spark is finally here! Join our Customer Success industry expert and VP of Product Management at Totango, Ravit Danino, for this introductory webinar on the general availability of Spark.
Totango Spark empowers enterprises to quickly adopt and operationalize customer-centricity across their organizations, enabling them to complete their digital transformation and grow their business by becoming more customer-centered.
In this webinar we cover:
- How Totango Spark can guide enterprises through the successful completion of each stage in the customer journey with relevant KPIs, dashboards, analytics and best practices to achieve business goals faster.
- SuccessBLOCs - a groundbreaking, modular, concept in customer success, allowing organizations to start with their most critical business priority first, and grow into broader customer success initiatives, each step is chosen by the business to meet specific customer success goals.
Find the on-demand webinar and more info at www.totango.com.
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Hire and Compensate Your Customer Success Management Team - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from BllueJeans Network, Zendesk, Demandbase, SAP
State of the Union: Customer Success in EuropeGainsight
In this webinar, “State of the Union: Customer Success in Europe.” Lauren Olerich, Director of Customer Marketing & EMEA, Gainsight, presented alongside special guests Cyrille Saulnier, SVP Customer Success, SmartFocus, and Martine Niermans, Chief Customer Officer, Bynder.
This will truly be an intimate forum to discuss market trends, metrics and benchmarks that resulted from the CFO Metrics Survey launched earlier this year.
Customer Success Management - Incentives and CompensationGainsight
Did you know there are 7 different ways to compensate and incent Customer Success Managers? Find out which ones work in 2015 in this webinar.
Like all aspects of Customer Success Management, best practices around CSM compensation and incentives are changing; mirroring the evolving role of front-line CSMs and the strategic alignment of the Customer Success organization.
To ensure that you’re operating with the latest and greatest information, join Bernie Kassar, SVP Customer Success at Xactly, and Gainsight Chief Customer Officer Dan Steinman, as they share the best practices for CSM Compensation and Incentives for 2015.
In this webinar, you’ll learn:
1. If a variable compensation model works best for Customer Success Managers
2. Whether Customer Success Managers should be carrying Revenue – or other – Quotas
3. What the best companies are basing Customer Success Managers’ success compensation on (CSat, Revenue, Renewals, etc.)
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
Is your customer success team delivering real value ?Gainsight
If you’re a Customer Success leader, your biggest fear is that despite your efforts, you aren’t delivering real value to your customers. How can you be sure?
In this webinar Allison will discuss:
How to align your Customer Success team with key accounts
The benefits of Success Plans to create workflows for every scenario. A strategic process to achieve predictable value delivery
Ensure you’re delivering the value your customers expect.
How can you measure the value of customer success to your organization? What is the actual bottom-line dollar value customer success will have for your company? Join Dan Steinman, Chief Customer Officer at Gainsight, and special guest Kate Leggett, VP and Principal Analyst at Forrester Research to learn the answers to these questions and more.
Dan and Kate will discuss the economic value customer success has had on various industries and what potential value it holds for the future of your company. This data-driven-webinar will cover topics such as:
The economic value model of customer success for SaaS, financial services, and other industries
How to lead your company in customer success
The benefits of adopting customer success as an organization
It’s budget season, and chances are you’re losing sleep over next year’s Customer Success spend. Have you allocated the right amount for headcount? Technology? Enablement? How will your Finance team respond? Are you even in the right ballpark?
Budgeting is one of the most stressful periods on any leader’s calendar—the stakes are just so high. What you need is an extremely practical, hands-on guide through the process from two experts who know the process as well as anyone—Gainsight’s CCO and CFO, Allison Pickens and Igor Beckerman.
In this webinar, you’ll learn:
How to scale your budget based on sales goals for new logos and ARR
Best practices for per-ARR expenditure
High-ROI investments for the next fiscal year
Tactics for setting headcount and CSM account load
And much, much more
Sales Operations as the Change Agent of the Sales OrganizationApttus
Modern sales operations professionals manage more than tactical operations. They are the change agents of the sales organization, serving vital, strategic roles in organizational restructuring, compensation roll-outs, system deployments and more. Attend this session to learn how leading organizations have leveraged technology to better enable change management in constantly evolving sales organizations and enhance adoption of sales solutions.
Onboarding: Optimize the New Customer Journey for Seamless Product Adoption Totango
In this webinar, Ravit Danino, VP of Product Management at Totango, gives an in-depth look at a groundbreaking, modular, concept in Customer Success. In our first ever mini-series SuccessBLOCs: Onboarding, Escalation, and Adoption, first installment Onboarding, you'll learn:
-How to dramatically improve the new customer onboarding journey
-Be able to meet the milestones in an onboarding project timeline and overall goals
-How to delight end users and enable a consistent and efficient experience
-Ensure the customer post onboarding is adopting the product or service
Find the on-demand webinar and more info at www.totango.com.
Deep-dive into Gainsight’s own 1:Many program. See how we leverage the right people, strategy and processes to communicate with customers and save CSMs time.
Empowering Customer Success through Product FeedbackGainsight
What's the single biggest factor in whether or not a customer churns? Don't overthink it — it's whether or not the product is meeting their needs. But what's the biggest factor in whether or not your product is meeting your customers' needs? It's Customer Success. That means the relationship between Product and Customer Success is crucial for any recurring revenue business.
This webinar will feature Rahul Jain, Founder and VP of Customer Success at Pendo, and Guarav Kotak, Senior Director of Product at Gainsight. Together, they'll explore how to create a positive feedback loop between Customer Success and Product to improve both teams' metrics.
Building a Revenue Engine - Revenue EngineerJoe Gelata
April 2011 presentation given at Communitech Strategic Marketing Peer2Peer session. Topics include the three stages of the revenue engine, Marketing Automation, Revenue Performance Management, and organizational models that support revenue generation.
Immedis - Unlocking a World Class Partnership with your Global Payroll ProviderImmedis
Adrian Morrissey, Senior Commercial Manager at Immedis, discusses the top tips to unlocking a world class partnership with your global payroll provider.
Why Effective Cash and Liquidity Management Is Essential When Responding Duri...Workday, Inc.
It’s critical that organizations have full visibility into cash and liquidity. This webinar replay covers Workday Corporate Treasurer Alice Xu’s cash management strategy, navigating a changing landscape, and her vision for managing cash and liquidity.
Are your frontline managers spending too many hours manually reviewing timesheets and payroll entries? In this slide deck, learn how Workday leverages machine learning to enable managers and payroll administrators to streamline these labor-intensive tasks—freeing up their time for more strategic, value-added work.
Hub16: Tyco: How to drive growth and efficiency through a global sales compen...Anaplan
Tyco has 7,000 sales employees, 300 different sales plans, and 70 individuals across the globe calculating compensation on a weekly basis across disparate systems for a multitude of verticals and products. In this session, Peter Orlando will discuss how Tyco has alleviated the pain and process of sales transformation. With Anaplan, Peter has led a transition from a local to enterprise-based sales model.
Simplifying Financial Performance Management SystemsCFO Group
Presentation by Geoff Noble of the CFO Group - September 2014
1. What is Financial Performance Management?
– Why we think it’s important to you as Chartered Accountants
2. Performing a self-assessment health check
– Effectiveness and efficiency scores
– Solution roadmap and business case
3. Implementing a solution
– Critical success factors
– How-to guide for projects
Best Practices for Scenario Planning and Remote Financial CloseWorkday, Inc.
This webinar replay shows how accounting teams can perform financial close remotely. The chief accounting officer and senior director of FP&A at Workday share best practices and recommendations for preparation, planning, and execution
5 Steps to Selecting the Right Financial Management Software SolutionProformative, Inc.
Companies that continue to live in an environment of complicated, error-prone spreadsheets, and limited financial and operational visibility find themselves at a competitive disadvantage in an increasingly dynamic business environment. The good news is that there are many modern, cost-effective, financial management systems that can support, and not hinder, your company’s growth. The time to upgrade your financial management system is here, but how do you choose the right solution for your company?
How to Get “Rolling” with Monthly ForecastsWorkday, Inc.
The year 2020 showed us that annual plans are apt to change. Moving forward with agility will be key, but implementing a smooth cadence of monthly rolling forecasts might be easier said than done.
View now to see where things often break down from a modeling and data movement perspective, and learn the best ways to get your organization on board for a change.
Every company has a WorkiQ, however, most companies don't have good reporting tools to help calculate and improve it. This presentation introduces the benefits of finding and improving your company's WorkiQ through workforce analytics.
WorkiQ captures real-time desktop analytics and generates dynamic management dashboard based on the actual work activity of employees. WorkiQ can track activities across ALL applications, productive hours, the real steps involved with business processes, and the amount of time it takes associates to complete various categories of work tasks.
Common applications of WorkiQ Workforce Analytics:
•Identify top performers and replicate their activities/processes across teams.
•Eliminate self-reporting on activity time, throughput, and cycle time.
•Improve distribution of work by identifying underutilized skillsets or overworked associates.
•Increase engagement through peer-performance scorecards and gamification.
•Expose activities that drain an unnecessary amount of time and attention so that systems or processes can be improved. (critical before adjusting a core system or developing automation)
•Reduce outsourcing and overtime expense by increasing efficiency of current employees.
To learn more about workforce analytics and process automation, please visit www.workiq.com
TechSoup Connect Texas: Creating a Tech Stack Built Around QBOTechSoup
TechSoup Connect Texas Chapter's November 1, 2021 event.
https://events.techsoup.org/events/details/techsoup-techsoup-connect-texas-chapter-presents-creating-a-tech-stack-built-around-qbo/
Join us for an insightful discussion and helpful suggestions about building a tech stack around QuickBooks with Tristan Pierce of Advisors for Change. As noted on Tristan's website, his work, "develops individuals, teams, and organizations to strengthen their financial engagement and understanding to produce more transparent, accurate, timely, and useful information for management and external reporting purposes."
#NPTechClubATX is managed by a group of committed Central Texas volunteers, free of charge as a public service. We invite people of all backgrounds and skill levels. Meetings are free and open to all. We deeply appreciate our 2021 partners, TechSoup Connect (formerly NetSquared); NTEN: Nonprofit Technology Network; and Capital Factory
Digitalization acceleration: Why it matters for institutional funding and gr...MzN International
- In short - what do we need to build stable income streams (in a
disrupted world)?
- Why digitalization?
- How do you digitalize funding?
- What does it mean to digitalize funding?
- 5 practical steps towards digitalized funding approaches
GPA UK Summit 2019 - The Truth Behind Running a Global Payroll Immedis
This action-packed one day conference led by experts in their field returns to cover all the challenges facing employers from 2019 onwards. The energetic one-day conference breaks new ground in the payroll industry. We will be looking at the latest developments in the UK.
Business Metrics and Web Marketing
What is "business metrics"? Type of metrics in business and aviation examples.
How to distinguish traditional and dynamic metrics?
What is Ad Words
What is Acquisition Cost
What is Bounce Rate?
Most Importantly what is "Conversion Rate"?
More than 8 years of accumulated big data delivers intelligence and best practices to organizations in all sizes, industries. These are the seven practices that our data shows work against you in your quest to incent right.
Businesses today are increasingly complex and competitive and demand more in-depth analytics from their Finance teams to make quick and thoughtful decisions. To deliver, Finance needs real-time visibility across the organization.
Businesses today are increasingly complex and competitive and demand more in-depth analytics from their finance teams to make quick and thoughtful decisions. Key difficulties in this new role for Finance are achieving real-time visibility across the organization.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
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2. HOUSEKEEPING
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4. AGENDA
Challenges In Management Reporting Cycle
Challenges With Incentive Comp In Reporting Cycle
4 Reasons Why Incentive Compensation Is A Pain
4 Fixes – Close Faster, Increase Accuracy
How Xactly Makes Incentive Comp Work - Joe
Q&A
A little about Xactly
5.
6. CHALLENGES WITH REPORTING CYCLE*
#1
Timeliness of
Reports & Analysis
#2
Integrating Multiple
Data Sources
#3
Time Required To
Close Books
Pressure to deliver with more rules and more data sources
*Source: IMA Research - 2013
8. NOW LET’S TALK INCENTIVE COMP!
The Importance of Incentive Compensation
9.
10. INCENTIVE COMP-REPORTING CHALLENGES
What’s The
Accrual?
Sales Reps
Commission
Statements
Time Pressure-
Payroll &
Commissions
Bad Systems Integration with No Visibility
11. 4 CAUSES OF INCENTIVE COMP PAIN
Error Rates &
Reconciliation
Need Accurate
Commission Statements
No Integrated Data-
Get Data through Excel
Determining Who
Gets Credited
21%
25%
45%
48%
48%
77%
Excessive costs running
system
Serious Errors
Lack of Timely Reporting
Difficulties maintaining
system
Multiple "Versions of the
Truth"
Excessive Manual Effort
2
3
1
ALL
42
1 3
*Source: Institute of Management Accountants Research – “Rising to the Challenge”-2013
1 2 3 4
12. 4 FIXES FOR BETTER INCENTIVE COMP
Integrate CRM & Other
Systems
Real-Time Reporting Forecasting
“What If” Scenarios
Automate
Calculations
13. FINANCE TEAMS AGREE ON FIXES
82%
79%
62%
26%
35%
5%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
"The accuracy of financial data
supplied by operating units is highly
accurate, requiring little correction or
manual intervention
"My company can easily adjust its
current financial system to changes in
business profile"
"I'm very satisfied with the level of
integration among our financial
systems across the company"
Separate Systems/Manual Processes Integrated Systems
*Source- CFO Publishing Research: “Future Proofing The Complex, Modern Business” - July 2013
14. HOW XACTLY MANAGES INCENTIVE COMP
Joe Consul
Chief Financial Officer
Xactly Corp
15. HOW XACTLY MANAGES INCENTIVE COMP
INTEGRATE APPLICATIONS
• SFDC, XACTLY EXPRESS & ADP
• No Re-Entering of Data
REAL-TIME REPORTING
• See accruals before end of the month
• Build commission statements
SALES DASHBOARDS FOR REPS
• Real-time visibility from anywhere
• Execs and Sales Managers
16. HOW DOES XACTLY BENEFIT?
SPEED UP FINANCIAL CLOSE
• Post accurate accrual within two days of Period End
• Get Commissions to Payroll on time
• Credits are easy – smooth workflows
GET ACCURACY & ENGAGEMENT
• Mitigate Risk-See Accruals before end of the month
• Easy Payroll Review
• No “Discussions” with Sales Reps
REWARD ON TIME
• Commission Statements/Payments for Reps
• Tie behavior to performance to company goals
17. “Closing” Remarks & Recap
Changing Environment Makes Closing Books Painful
Incentive Comp Closing Process Can Be Painful
4 Fixes Can Get you More From Incentive Comp
Xactly Principles To Close Faster, More Accurately
Theme of slide- Finance team roles are changing and with it bringing new types of challengesNot just the same routines of accts payable, AR, and closing booksBecoming an integral strategic partner for the entire organization needed to help strategic direction and give insight to the org.New pressures and here's what finance leaders are saying in a study conducted by IMASo this clearly shows finance teams are under pressure to provide the insights, needs the process and productivity to deliver a lot in a time crunch and really want and need to improve on the reporting cycle
SO let’s dive into the issues and challenges on the reporting cycle a but furtherTheme of slide- The key challenges of the reporting cycle make it difficult to successfully deliver on the important area of improving the management reporting cycle. Looking at more revelations from the IMA research we see a few areas that cause challenges:First: is timeliness of reports and analysis No wonder when you have inefficient processes. With pressure from, management team and investors and the need for instant results this makes life more difficult for finance teamsSecond: Integrating multiple data sources. If you’re a growing company you certainly are using many applications..SFDC for CRM, SAP or NetSuite for ERP and many other applications. IT can be difficult to get and integrate data from all these systems to help paint a picture of how your company is doing. We talked about the added pressure on Finance teams. This is one area the evaluation and purchase of business applications that is starting to fall more squarely on the shoulders of the Finance teams.Lastly, the time required to close the books is an enormous challenge. There is a time pressure to get it done, and more importantly, be accurate. Another study was done with similar type of companies and believe it or not about 12% of the companies surveyed said it takes them longer than 3 weeks to close their books.So a lot of pressure from internal and external sources to deliver information and analysis that is accurate in a short time frame and doing with your data spread out all over the place really makes successfully completing the reporting cycle very challenging.
Theme of the slide: Closing the books and getting them out in a timely fashion is one place that has to be correct!And of course it has to be accurate and you are not allowed to make any mistakes. This is one area where 99% correct is not good enough.
Simple transition
Theme: Closing out Incentive comp creates its own reporting and end of period challengesClosing out incentive is part of the period end close you may do your incentives monthly, quarterly or annually. Regardless of what timing you use to incentivize your sales team it is always going to contribute to the challenges and complexities.And those complexities are numerous and have same of the same root cause problems as the general reporting closeHow do you figure out the accrual. What is the amount and how accurate is it. Who is included in what deal. What are accelerators on the deal that have to be accounted for. Is the information your using, which is probably in a spreadsheet, correct. IS it the right version. I bet you have worried about these same questions.2. Next is the sales reps commission statement. OF course your reps want to know what they’re getting paid and why. They’re probably doing their own accounting on it. If you’re lucky your sales ops or camp admin can get these reports created but not likely in a timely basis and not without checking for accuracy. And guaranteed reps will be standing outside your office questioning reports if they’re lucky enough to get them.Lastly time pressure of payroll. You have to get the commission calculated and sent to payroll and that payroll has a time commitment to it. It is really difficult to get reps paid their commission on the very first time pay schedule after the period ends because of all the reasons we have discussed. And the longer you delay in paying your reps the less impact your incentive compensation has. And the great reps will not be happy about it. And you want to keep your best reps happy in order to continue driving performance.Transition: Overall you have a lack of visibility across the organization and risk in the accuracy of your numbers not to mention getting. So what causes these challenges in the incentive comp piece of closing your books .
You will see the causes of incentive comp pain again find their foundation in many of the causes of pain in the general closing of the books:First, you have high errors rates and need to check and double check. IF you’re using spreadsheets Gartner research shows there is between a 3-8% chance of error. If you pay $1mm in incentive comp annually that could be about $80,000 lost from these errors.Second, you need to build accurate commission statements for all your reps. The time consumed to develop and make these accurate for one rep is significant. Now do it for twenty reps or fifty reps. And enjoy having all those conversations with disgruntled reps who think they’re statements are incorrect.Third, the ever present problem of data integration to get the information needed to calculate the commissions and statements. About 70% of finance leaders in that same IMA research study said they integrate data with Excel spreadsheets. SO If you do that you are not alone…but it doesn’t make it a good solution to your problem of needing accurate data, mitigating risk and wasting time on inefficient data collection.Lastly, determining who is involved in deals is another enormous pain. If you run incentive comp for your company you now how challenging this can be. Different people involved at different levels. You may have a rep but also an ADR or sales engineer involved at different levels. You may have a BD person who helped with an introduction and they’re camped of that. Lots of variables you need to make sure you capture.And that IMA research study again shows how finance teams biggest challenges in getting the books closed and nothing new here. As you see in this the #1 reason is excessive manual effort. And these pieces , unless you’ve got a streamlined process you control, contribute to the manual effort.
So now we have talked about all the issues and demands that make closing books in general and for incentive comp specifically very difficult so now we want to bring some solutions and then bring Joe Consul into the conversation and have him talk to you how we do it here at Xactly.First, have your CRM and other systems like ERP talk to an incentive comp system like Xactly. The information and data you need is typically in these systems and our needed to calculate your incentive comp. They also have structure that you can leverage to make processing comp much more streamlined fashion.Real time reporting- Data is constantly changing especially at the end of a period. Having that information in real-time so there is visibility across the organization from rep to management team.Forecasting with what if scenarios will help with accuracy and understanding impacts of varying business results. Automate calculations- By eliminating spreadsheets and using a calculation engine that are structured to handle changes easily will do a ton to both increase accuracy and take the load of managing spreadsheets.
To demonstrate this a little bit let me share with you the viewpoints of two different types of finance teams. These results are from a survey done by CFO Research from CFO publishingOne that has its systems integrated represented in blue and one that has separate systems using manual processes to get data together. And the results are pretty clear. The integrated system teams believe they are much better prepared and have more confidence in the data.
Integrate Applications:-At Xactly we use Salesforce and use opportunities data and closed won deals to pay compensation. We use our Xactly Incent Express solution to run our incentive compensation and ADP for Payroll. Integrating these systems together allows for smooth worfklows and reduces the amount of manual processes,Real-Time Reporting- Using our Express offering we can see what the cost of our incentive compensation will be as we move through the period. We have visibility using data from Salesforce and our Express incentives calculations to estimate our costs. This means we won’t be surprised at the end of the quarter. There are stories of companies, even public companies who have missed their earnings estimates because they had incentives come in significantly higher due to better performance on “accelerators” and negatively impacted profit.Sales Dashboards: The real time information also helps our sales team. This also allows our reps to see their commission statements any time they want. Our sales operations person…and there is only one.. doesn’t have to continuously run reports for our reps. Ask yourself how many times a rep asks for commission statement to be run? Exactly! and more importantly, our reps don’t do their own shadow accounting on a spreadsheets. They trust and have confidence in the numbers they are seeing as the quarter rolls on. And they focus on selling, not accounting.
Speed up Close: Using these systems together we closed our quarter in five days. We are not open of those 12% companies that take longer than three weeks to close. Also, we get rid of many of the manual processes that happen during closing out Incentive compensation. This allows our finance team to focus on analyzing and helping the business, not doing things systems can handle easily.How many people do we do this with?? This helps us mitigate the risk that comes with unexpected high accruals from compensation. Get ACCURACY & ENGAGEMENT:An example of accuracy this most recent month that demonstrates how helpful getting visibility during the month or quarter and accuracy are tied. This quarter our estimated incentive compensation cost, which was in six figures, was off b $8..Yes $8. And again we do this with one person running our sales operations team..use the term loosely. So he is not spending hours upon hours running spreadsheets and checking formulas like we know a lot of sales ops and comp admins doREWARD ON TIME:We pay our sales reps within two weeks or the first possible pay check they get after the quarter closes. Reps don’t have to wait 45 days or two months like some companies have to. This leads to better reinforcement of tying the behavior to performance and ultimately performance to supporting the company goals which is the reason for making the incentive compensation investment in the first place.
review----- Meeting Notes (9/24/12 14:17) -----
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