Xactly and Salesforce.com

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Integration with Xactly Incent and Salesforce.com

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  • The sheer scale of sales compensation industry is perfectly aligned with BIG DATA
  • Key message: With growth comes more complexity in managing, reporting on paying incenitve comp1 product, 1 plan its easy to manage and review how your doing.You add a few more tiers or rates and things start to get a little more painful
  • Incentive comp is an investment in achieving company goals. If your process is directing your comp than you are not maximizing the returnCostly, frustrating workflows—having fun double checking that worksheet..all of our Express customers had calculation errors in their plans before moving over.Ask yourself if your company goals drive your compensation plan or your process…The more complex your comp plans get the harder they are to manage and the less impactful they will be in aligning company goals with reps sales performance company goals, reinforcing the behavior you ----- Meeting Notes (9/24/12 14:17) -----
  • Using financial data in your sales comp is important in many ways:Single source of truth…no inauditable spreadsheets.Get that financial infomrmation in and closed so you can pay on time. The more time youre taking to move data around, re-enter data and double check formulas, paying on time with financial information helps reinforce the rep behavior to aling with your company goalsVery importantly, paying on what you billed or even paying on what you receievd. This all requires financial info…not just CRM data----- Meeting Notes (9/24/12 14:17) -----
  • Big Data is growing aggressively and will become a significant economic factor by 2015This growth will change how we build, access, use and analyze dataIt is becoming common place to see strategies evolve at all levels of business, personal and government. i.e. Example of the Government using social networks to analyze demographics to determine tax fraud
  • Xactly and Salesforce.com

    1. 1. INTEGRATION WITH XACTLY & SALESFORCE.COM
    2. 2. PROBLEM: FINANCE TEAMS NEED DATA 68% of companies use spreadsheets to integrate systems* *Source: Institute of Management Accountants Research – “Rising to the Challenge”-2013 77% 48% 45% 48% 25% 21%
    3. 3. INCENTIVE COMP MGMT – GROWTH!!! NOW ADD MORE PRODUCTS, REPS, REP TYPES AND PLANS…… YIKES! PHASE 1: EASY TO MANAGE PHASE 2: GROWTH IS MAKING COMP PAINFUL PHASE 3: TOO DARN DIFFICULT
    4. 4. IMPACT FROM SALES COMP RUN IN EXCEL • Poor Return On Sales Compensation • Wasting Time – Costly Work Flows • Uncaught/Unchecked Errors • No Clarity Into Sales Performance
    5. 5. USING CRM DATA: BEST PRACTICE • Primary Tool For Reporting • Increase CRM Adoption-Used Everyday by Sales Reps* • Everybody is Paid-Who Closed/Helped? • Incent on Won Deals *Aberdeen Study:  Companies  using CRM + ICM are 123% more likely to be top performers
    6. 6. USING FINANCIAL DATA: COMPANY GOALS & COMP • Primary Tool For Reporting • Used Everyday by Sales Reps & Leaders • Everybody is Paid – Who Closed/Helped? • Incent on Won Deals
    7. 7. XACTLY & SALESFORCE CUSTOMERS
    8. 8. 8
    9. 9. • ~400 Joint Customers • Salesforce.com incents almost 4000 of their sales people with Xactly • Unique Integration • “Show Me the Money” Button for Sales • Incentive Forecasting / Modeling for Finance • Salesforce.com is a Strategic Investor
    10. 10. XACTLY & SALESFORCE.COM • Look at the • Over 100 Reviews for Xactly - Only 2 for our top two competitors COMBINED!
    11. 11. SALESFORCE INTEGRATION
    12. 12. INCENTIVE STATEMENT
    13. 13. INCENTIVE ESTIMATOR

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