Xactly Corporation, a vendor of on-demand sales performance management, has announced what company officials are calling "the third straight year of record revenue, with significant gains in customer growth."

In 2008, Xactly (News - Alert) claims a more than 140 percent increase in recurring revenue and an 87 percent year-over-year increase in total revenue. The company also added to its customer base, with a third of existing customers adding new modules or subscribers, and increased its total number of subscribers by 84 percent.

 

Christopher Cabrera, president and CEO, Xactly, said the company had a renewal rate of 90 percent, adding that "more than one third of our customers added subscribers or additional Xactly modules in 2008.”

 

In 2008 the vendor secured $30 million in new financing, launched the fourth generation of its flagship Xactly Incent on-demand sales compensation management application and introduced an application for using non-cash incentives, called Xactly Rewards.

 

In an interview with TMC last year, Cabrera described the relationship between SPM and CRM as "complementary." CRM deals with pre-sales data, or everything leading up to a sale to make sure that sale happens, he said, noting that "SPM manages post-sales data, helping users best use this wealth of data to boost future sales and business performance."

Post-sales data is used to figure commissions, model plans, optimize pricing and territory coverage, but "post-sales data can also be married to pre-sales data to drive entirely new kinds of value for CRM users," he explained:

"Here's a good example. Many of our customers are using Xactly Incent directly within their CRM applications, and allowing their reps to run "what if" scenarios by marrying live opportunity data from Salesforce CRM with compensation-plan data from Xactly Incent. Without ever leaving their CRM application, they can now see how much they stand to make on particular deals and how best to structure those deals for maximum commission payout. Under a strategic compensation program, what's best for the rep is what's best for the company."