Cloud: Session 9: Compensation and Motivation in the Cloud
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You can improve your bottom line, inspire your sales reps, increase your CRM adoption and gain quick insights into company performance when you move sales compensation management to the cloud. Incentives work, and used properly, they will align behaviors with company objectives. Learn how behavioral science can motivate sales teams and gain an understanding of how to move the revenue needle. All with the low cost of ownership, limited IT overhead, high availability, and zero-services upgrades familiar to fans of today's top cloud solutions.
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Cloud: Session 9: Compensation and Motivation in the Cloud
- 1. Cloud Compensation and Motivation in the Cloud
- 2. Chris Newton VP Marketing, #XactlyCorp, www.xactlycorp.com 4/26/2012 ©2012 SugarCRM Inc. All rights reserved. 2
- 3. Compensation and Motivation in the Cloud Chris Newton VP Marketing | Xactly
- 4. MEET XACTLY LEADER IN SAAS INCENTIVE COMPENSATION MANAGEMENT FASTEST GROWING PROVIDER – OVER 400 CUSTOMERS FOCUSED EXCLUSIVELY ON INCENTIVES AND COMPENSATION MANAGING >$6 BILLION IN COMPENSATION ANUALLY
- 5. FOCUS AND EXPERIENCE MATTER COMPENSATION EXPERTS NOT PROGRAMMERS
- 6. NBC UNIVERSAL “We looked at all the major players and Xactly blew everyone away. They are all IT & comp geeks – exactly what I was looking for.” Eric Johnson, VP of Commercial Excellence, NBC Universal
- 7. TECHNOLOGY CUSTOMER CUSTOMER 2 CUSTOMER 4 CUSTOMER CUSTOMER 3 5 1
- 8. FASTER TIME TO VALUE RAPID PREDICTABLE DEPLOYMENT
- 9. AGILITY SELF SERVICE CONFIGURABLE MEET DYNAMIC NEEDS WITHOUT MESSY CUSTOMIZATIONS
- 10. ALWAYS CURRENT INNOVATION KEEP COSTS DOWN TEST ONE VERSION BETTER QUALITY PRODUCT
- 11. SECURITY HIGHLY SECURE
- 12. INTEGRATION
- 13. SCALABILITY F500 CUSTOMERS THOUSANDS OF PAYEES
- 14. Incentives Work
- 15. How do we know: Science
- 16. How do we know: Stop smoking now!
- 17. How do we know: The Math Problem
- 18. Why don’t we use incentives more?
- 19. Wrong
- 21. Misalignment
- 22. Why do we mess it up?
- 23. PROVEN CUSTOMER SUCCESS FASTER REVENUE GROWTH 146% SHORTER QUICKER SALES SALES CYCLES LOWER SALES TURNOVER MORE REPS 37% MAKE 36% QUOTA 25% 7%
- 25. Fix: Use the right technology
- 28. Fix it: Expand it
- 29. Expanded incentives in effect
- 30. Expanded incentives in effect Too Soon! Too Late! On Time.
- 31. INSIGHTS COMPARED TO YOUR PEERS… TURNOVER AMONG TOP PERFORMERS? QUOTA ATTAINMENT BY POSITION? HOW MANY PAID ON EACH DEAL?
- 32. Incentives
- 33. Submit Session Feedback Select the SugarCon Mobile App: 1) Tap on this session 2) Tap on survey 3) Submit your feedback *Prizes for attendees who submit session feedback using the Mobile App 4/26/2012 ©2012 SugarCRM Inc. All rights reserved. 33
- 34. #SCON12 4/26/2012 ©2012 SugarCRM Inc. All rights reserved. 34
Editor's Notes
- Having an incentive plan that works is one of the most important things a company can do. But the best designed plans in the world are useless unless they are properly executed. That’s why we automate incentive compensation systems. Founded in the cloud, we are the only multi-tenant SaaS solution, the leading automation provider and the faster growing business in the space. All told, our systems manage more than $6 billion in compensation annually. Here’s a look at the top reasons customers pick Xactly
- We are experts in what we do. And that’s incentive compensation. We are the Navy Seals of incentives. We know best practices. We understand how different roles need different rewards. We know how the right system can motivate. That’s why Xactly’s solutions include real-time dashboards and estimators for sales people. We know that finance, operations and sales comp administrators want to be freed from time-consuming spreadsheets. That’s why our intuitive interfaces are easy to use, fast and flexible. We provide a sales compensation solution for business users. Not software that needs constant consulting work.
- Our focus means customers get what they are looking for from Xactly. Because we are cloud-based, there is only one version of the software for everyone to learn. With less complexity, everyone can hone their craft. That means our support, sales and consulting staffs focus on helping customers achieve their sales comp goals – selling more. We are comp experts.
- Most of what we've spoken about today is possible because of we architected our solution from day 1 as a true, pure, multi-tenant SaaS solution. It allows us to sweep away the complexity of maintaining servers using different systems.100% of our customers are on our multi-tenant SaaS solution. It enables us to deliver more value more quickly, drive faster innovation, provide better support, streamline integration and develop valuable industry insights. If we weren’t, we’d have customers on different versions. We’d have difficulty providing top-tier customer support. We could never provide helpful benchmarks. And we wouldn’t be able to focus on comp instead of technical details.
- We want you to focus on incentives and rewards, too. That’s why we’ve made things easy. Other providers say they offer flexibility. But you have to be willing to put all of the pieces together yourself and hope that it will work. Xactly doesn’t expect you to build your incentive system like a car from IKEA. We don’t include hardware, software, middleware or databases to buy, install, maintain or upgrade. Hit the ground running. With Xactly you can add special incentives now. Not next quarter (or next year).
- Once the system is set up, we don’t want you to get bogged down. We don’t add unnecessary complexity. You don’t have to worry about tables that link tables that link to other tables. Our solutions are as easy to navigate as any consumer website. You can change the system without breaking it. Setting up your compensation plan or following payouts doesn’t require expensive professional services. Executives, managers, employees and administrators can all use Xactly’s solutions. We eliminate complexity so that you can use the system without fear of being stranded or shipwrecked.
- Xactly never stops innovating. And, because we are completely cloud based, we are able to deliver the latest functionality without costly upgrades. Every customer can access new capabilities as soon as they are available since all customers run on a single version of the software. That means you are never stuck with something old and clunky. And we able to deliver well tested solutions at a reasonable price. And, Xactly is even better than the iPhone – because Xactly includes no hardware to upgrade. With Xactly, new features are turned off by default – so that you can launch them on your timetable.Our customers never get stranded with old versions and they don’t have to pay a fortune to manage upgrades.
- Our high performance work environment is also highly secure. Our systems and procedures, as well as those of our data centers, are audited by outside groups annually to ensure we meet the latest standards for the security of financial data of public companies. Our data centers are audited to insure appropriate physical security, monitors and other protection systems. Xactly’s systems also under go an intensive 6-month audit to ensure that proper controls are in place and more. We are proud to be SSAE 16 Type II audited. This is no rubber stamp certification. Only the top cloud solutions have this recognition.
- We are fully integrated with the most popular systems out there. From the frontlines to the back office we work seamlessly with everything you use, including CRM: Salesforce, Microsoft Dynamics, OracleFinance: Zuora, Workday, Big MachinesAnd even homegrown systems. We can help you put a cloud-based office together and increase your sales team’s adoption of customer relationship software by combining it with the draw of compensation management.
- Xactly grows as you do. It can add sales teams when you do. It can expand to include a sales force picked up through acquisition. We are the preferred provider for dozens of fortune 500 companies with thousands of sales people. Our system is fast and powerful. We are always increasing that speed and power, too, even as we add new features and functionality. In our last fiscal year, for example, Xactly performed 6 times faster than it did three years ago, while running 30 times more calculations. We are a powerhouse entirely focused on making your incentive comp systems a success.
- Our belief is that when you align rewards and company goals your sales staff will sell more. Recent research found that Xactly users have more efficient sales teams and faster revenue growth. By providing real-time quota attainment and payout information, allowing reps to easily estimate deal value and empowering admins to easily reward for specific behavior or add special rewards, Xactly helps companies succeed on the most important metrics.But these survey metrics are just a start. The most impressive perspective comes from hearing directly from our customers.
- With the data we have securely stored within our multi-tenant SaaS solution, we are able to anonymously aggregate and report on industry metrics and best practices. Using this data, we create useful benchmarks. We can help you answer important incentive compensation questions, including: How your pay mix compares to your competitorsTargets and actuals by industries and geographyHow much turnover is common These benchmarks dramatically improve your plans and maximize your team’s results.