Xactly Corporation, the leader in cloud-based incentive compensation and sales
performance management (SPM), today announced that data center fabric deployment
and technology leader Xsigo Systems, Inc. has dramatically reduced compensation
administration time for its growing sales team with Xactly Incent.
Xsigo develops data center fabrics that consolidate server connectivity to
help enterprises achieve a more agile, software-configurable infrastructure for
the private cloud. The rise of cloud computing has put a strain on traditional
data center architecture and networks, resulting in a brisk uptick in demand for
more efficient virtualized data centers, bolstering Xsigo's global business.
As Xsigo's sales team scaled up from 30 to 60 reps to meet the market demand,
its operations team struggled to manage the increasing complexity of sales
compensation on spreadsheets. With the addition of each new rep, sales
operations had to make significant updates to comp structure - revising quotas,
shifting territories and developing new comp plans - all time-intensive
processes that kept the company from being as nimble as it needed to be. The
company had already licensed an SPM solution from Callidus, but after a
competitive review, decided to make the switch to Xactly to support an internal
overhaul of its compensation initiatives. Xsigo chose Xactly Incent because its
cloud-based architecture was flexible enough to meet its current and future
demands, as well as for Xactly's responsive, knowledgeable team.
"In our competitive review, the service we received from Xactly, combined
with their leading technology, made them the clear choice. The amount of time
saved with Xactly Incent is unbelievable. Previously, we were spending hours
upon hours churning the calculations on spreadsheets and manually emailing
commission statements with a much higher probability for error," said Lesley
Dyer, director of worldwide sales operations and North America inside sales,
Xsigo Systems Inc. "With Xactly, comp administration time has been cut down by
more than half, freeing us to focus on the quality of data and gleaning insights
that help us improve our revenues."
Xsigo went live on Xactly Incent in February, working collaboratively with
the team at Xactly to create and roll out flexible comp plans that would
simplify administration while supporting the company's expansion. Sales reps can
log into Incent via single sign on with Salesforce CRM, and are greeted with
real-time visibility into comp, quota and payout, which they previously tracked
manually on spreadsheets. Sales operations has seen significant value in
automating comp; the team cut down the time spent managing comp from 50 percent
of their week down to only 20 percent, giving them a day and a half a week back
to focus on other strategic sales initiatives. With Incent, Xsigo can be more
agile with its compensation, adjusting plans and territories mid-cycle to better
capitalize on the growing market opportunity for data center solutions.
"Incent is a win-win for our entire team," Dyer continued. "We can be more
strategic and nimble with compensation, something impossible to imagine when we
were spending hours just keeping the commissions accurate and on time. On top of
it, our reps have powerful incentive data at their fingertips, urging them to be
more productive and sell more. The Xactly team has been really helpful
throughout the entire process - we've had a great experience with Xactly support
and know they value us as a partner."
"Efficient data centers are critical to ensuring cloud-first companies like
Xactly deliver services to our customers expediently and dependably, and Xsigo's
growing sales team reflects the market need," said Chris Newton, vice president
of marketing, Xactly Corporation. "Xactly Incent helps market leaders like Xsigo
to continue their strong global growth by streamlining operations through
powerful, automated sales compensation."