ServiceSource Calls on Xactly to Support Enterprise Sales Operations

Posted by Xactly Media on August 30, 2011

Service Revenue Management Leader Chooses Xactly Incent to Automate Sales Compensation and Use Incentives to Optimize Sales Performance and Customer Service Value

SAN JOSE, CA – August 30, 2011 – Xactly Corporation, the leader in on-demand sales compensation and sales performance management (SPM), today announced that ServiceSource, the leader in cloud-enabled service revenue performance solutions, has selected Xactly Incent to manage compensation initiatives across its sales divisions.

ServiceSource® is the global leader in service revenue management, partnering with technology-based companies to optimize maintenance, support and subscription revenue streams, while also improving customer relationships and loyalty. ServiceSource helps customers increase service revenue contract renewal rates, on average, by over 15 percentage points and, in some cases, over 40 percentage points.

“At ServiceSource, our goal is to build the best team of service sales professionals in the world. Managing their incentives & compensation is a critical component of that goal,” said Jeff Bizzack, President, ServiceSource. “With Xactly, we have a flexible SaaS solution that will be up and running quickly to support the cultivation and motivation of our high-performance global sales team.”

ServiceSource realized there was an opportunity to revolutionize incentive management for the more than 1,500 service sales professionals located in sales centers around the world, as well as a growing number of outside sales reps. While these sales professionals earned incentive-based compensation, more visibility and control was needed into their real-time performance as well as to deliver the optimum solution for each end customer. In addition, their spreadsheet-based compensation plans could not keep pace with the company’s rapid growth.

After a competitive review, ServiceSource selected Xactly Incent and the Xactly Analytics, Xactly DELTA and Xactly Modeling modules. Delivered in the cloud, Xactly provided the scalable, SaaS-based solution ServiceSource needed to quickly address its compensation needs, without the need for heavy IT involvement.

ServiceSource is currently implementing Xactly Incent to support its enterprise sales operation, as well as the backbone for its high-touch service renewals business. ServiceSource expects that by increasing visibility into employees’ performance metrics, which are closely tied to employee compensation, Xactly will help further improve ServiceSource’s ability to meet the individual needs and goals of their end customers. Specifically, this improved real-time alignment between ServiceSource’s individual customer objectives and the incentive plans for employees will help increase close rates and ultimately help ServiceSource renew and grow its business. The company also anticipates the forecasting capabilities in Xactly’s advanced modeling and analytics tools will help the company better forecast compensation-related costs.

“As the cloud computing leader in service revenue management, we recognize the value a SaaS solution can bring to our business in terms of flexibility and cost effectiveness. With every new employee, Xactly will help streamline onboarding and forecasting, allowing our business to more smoothly scale,” added Jeff Bizzack.

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About Xactly Corporation

Xactly Corporation is the market leader in on-demand sales compensation and sales performance management. The company’s suite of solutions enables sales and finance executives to design, implement, manage, audit and optimize sales commission management programs easily and affordably. Xactly’s sales compensation management offerings automate the process of aggregating data from disparate systems into a secure, hosted repository, and enable companies to leverage this business data, which is 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 www.xactlycorp.com or call 1-866-GO-XACTLY (469-2285).

Joan Levy
Blanc & Otus Public Relations
Tel: 415-856-5110
Email: jlevy@blancandotus.com