SAN FRANCISCO--()--For sales organizations to maximize performance and productivity they need to have end-to-end customer intelligence – from the initial point of contact through to the final sale. This can only be achieved through the marriage of sales performance management (SPM) and customer relationship management (CRM) technology.
“Organizations still struggle with CRM ‘stickiness’ as the reps don’t always see how entering customer data into the system can benefit them”
Demonstrating how the integration of SPM and CRM can drive improved sales rep engagement, motivation and bottom line results, Xactly is showcasing the powerful combination of Oracle Sales and Marketing Cloud Service and Xactly Incent in the CRM Partner Pavilion at Oracle OpenWorld 2012. The Pavilion is located at Moscone West Hall, Booth 3841, directly across from DEMOgrounds. Xactly is a Gold-level member in Oracle PartnerNetwork (OPN).
“Oracle Sales and Marketing Cloud Service is a next generation platform designed to help selling organizations improve effectiveness and efficiency to drive more revenue,” said Anthony Lye, SVP of Oracle CRM. “Tight integration with strategic SPM cloud solutions, such as Xactly, helps further the power of Oracle Sales and Marketing Cloud Service – allowing organizations to use compensation to drive better sales performance that is in-line with corporate objectives and goals.”
“Organizations still struggle with CRM ‘stickiness’ as the reps don’t always see how entering customer data into the system can benefit them,” said Christopher Cabrera, president and CEO, Xactly Corporation. “By integrating SPM with CRM, the equation totally changes. Reps can track commissions, quota attainment and easily see ‘what’s in it for me.’ With Oracle Sales and Marketing Cloud Service and Xactly, companies can truly begin to use compensation as a strategic, motivational lever that can transform behavior and increase operational visibility and results.”
CRM and SPM: A Winning Sales Combination for Engagement and Results
As Big Data sets continue to grow, creating linkages between CRM applications, like Oracle Sales and Marketing Cloud Service and Xactly SPM, becomes even more critical to enabling companies to access and analyze information that can influence future sales planning and bottom line results. With this level of sales data analysis and insight, companies can “incent” beyond the sale and use combined CRM and post-sales data to influence better customer intelligence and service.
The combination also provides reps a clear view into their performance at any given moment and allows them to see how they can modify behavior to impact a better, more profitable sale. For example, when in their Oracle Sales and Marketing Cloud Service dashboard, a rep can pull up the estimator function in Xactly Incent to determine how modifying a deal can positively or negatively impact the commission payout. This provides clear motivation that helps guide the sales rep to act in accordance with corporate objectives, and be rewarded for their behavior. Being able to visualize their commission and quota attainment at any given time through SPM also propels reps to increase their CRM usage and provide the most accurate and up-to-date customer data – further enabling the organization to plan and forecast better.
Joint Oracle and Xactly customers such as ARM Holdings Plc, Carl Zeiss, Cbeyond, Inc., Cybersource Corporation, Flowserve Corporation, Life Technologies, and ThyssenKrupp Elevator AG have already experienced the benefits of integrating CRM and SPM and now have the ability to extend results leveraging the rich features in the Oracle Fusion platform.
Xactly Incent, the industry’s first 100 percent multi-tenant SaaS solution for sales compensation management, provides complete sales compensation management, which serves to consolidate, scrub and centralize critical post-sales data from across systems such as ERP, order management, pricing, inventory, accounts receivable and HR. Leveraging this data, Xactly Incent allows companies to easily and affordably design, implement, manage, audit and communicate effective sales compensation programs that motivate and align better behavior. Coupled with other business critical modules, including Xactly Analytics and Modeling, Xactly Incent enables companies to create more effective compensation plans that dramatically enhance business performance. Xactly Incent is available via the cloud or on multiple mobile devices, including the iPad.
About Xactly Corporation
Xactly Corporation is the market leader in on-demand sales compensation and sales performance management. The company’s SPM Suite of products enables sales and finance executives to design, implement, manage, audit and optimize sales compensation management programs easily and affordably. Xactly’s solutions automate the process of aggregating data from disparate systems into a secure, hosted repository and enable companies to leverage this business data, the lifeblood of sales performance management. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance and maximize profits. The Xactly family of products is used by sales and finance executives, compensation analysts, sales operations and sales professionals across a variety of industries, ranging from SMBs to large enterprises. For more information, visit http://www.xactlycorp.com/ or call 1-866-GO-XACTLY (469-2285).
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