Call Center Software Featured Article

Xactly Reaches Out to Smaller Companies

By Ed Silverstein
TMCnet Contributor

Xactly (News - Alert), an on-demand sales compensation and sales performance management company, has been focused on larger, enterprise customers but is now also reaching out to smaller companies.

Chris Newton, vice president of marketing at Xactly, told TMC (News - Alert) CEO Rich Tehrani, in a recent interview held in San Jose, Calif., that smaller companies need many of the same requirements that are needed by larger firms.

For example, solutions must be easy to use and sales reps need to be paid accurately and quickly. They also need to be able to see any impact on sales commissions, revenues and payments. And there needs to be fewer errors and improved time to payment. Sales teams also need to have the same objectives as the corporation as a whole.

That also means that Xactly provides “the same value to what we’ve been offering larger organizations in the past to a much broader spectrum – across the market,” Newton said.

Xactly products are utilized by sales and finance executives, compensation analysts, and sales professionals in diverse industries, the company said.

“We have a strong partner network,” Newton adds. “And some of our strongest partners are our CRM [Customer Relationship Management] partners, notably Salesforce.com and Oracle (News - Alert). Our solution actually will embed within these applications.”

As a company, Xactly focuses on the on-demand sales compensation and sales performance management sectors. Company solutions let sales and finance executives “design, implement, manage, audit and optimize sales commission management programs,” the firm said.

It is achieved with ease of use and with economical costs, the company said. Sales compensation management solutions from the company also provide automation of data aggregation in a secure way, Xactly said. The data is also leveraged effectively.

Through the solutions, Xactly improves performance, sales effectiveness, manages risk, ensures compliance and increases profits, the company adds on its website.

As of August, the company had some 400 customers from many sectors, including financial services, life sciences, and communications and media, according to TMCnet. Between January and August it added 80 new customers during 2011.