We’ve reached an inflection point in sales performance and GTM planning. The world is moving away from Sales Performance Management (SPM) and toward Sales Performance Orchestration (SPO), as Xactly CEO Arnab Mishra recently outlined at Xactly Upside.
Simply managing sales performance isn’t enough to move the needle. Management is a reactive exercise. It looks at the past, records the numbers, and tells you where you missed. It was great for the last two decades, but in a market defined by complexity and continuous shifts, being reactive means you’ll get left behind.
High-performing revenue teams are moving toward something much more powerful. They’re moving toward orchestration, which represents a fundamental evolution from a system of record to a system of action.
And the data backs this up. The more you use the Xactly platform, the higher your average quota attainment. Compared to the average quota attainment mark in B2B (as reported by Forrester), Xactly customers achieve up to 21.8 points higher attainment.
- B2B Average: 47%
- Core Xactly usage: 55.9% (+8.9 points)
- Expanded Xactly usage: 62.2% (+15.2 points)
- Advanced Xactly usage: 68.8% (+21.8 points)
The more you process through a platform (the more automation, more insights, more optimization), the bigger your performance multiplier.
Moving Beyond Bolt-On AI Copilots and Assistants
After analyzing customer interactions over recent years, one signal stood out above all others: you want to build more to automate your process and respond to the ever-changing GTM landscape. But that process needed to be easier.
You also expect to use AI to improve the builder experience, not as an assistant, but as a digital co-worker.
Many organizations are drowning in a sea of disconnected AI features. You’ve probably seen the pattern. Every vendor is bolting on an AI assistant, chatbot, or a generic copilot. These tools do allow you to do or solve specific tasks or problems faster, but they don’t drive better outcomes for your business: they simply make you faster. This fragmentation has created more manual administration, more complexity, and more data silos.
To drive real outcomes, your AI can’t be a side feature. It must be part of the overall revenue engine.
Xactly is going a different direction: transitioning your revenue engine from a system of record into a system of action.
A Fleet of Agents Built for Your Specific Logic
Most vendors let you consume the AI they create. Xactly moves beyond that and lets you architect it. We’re introducing the industry’s first three-layer AI agent architecture. This isn’t another AI feature. Instead, we’re allowing you to configure a fleet of agents that work together on a unified platform to synchronize your entire revenue lifecycle. The Fleet is a growing, living set of agents that you can consume, configure, and deploy across your entire ecosystem.
1. Xactly Agents: The Immediate Advantage
These Xactly agents come ready to work. They’re built into the platform to handle the heavy lifting of revenue performance. Whether it’s the ability to assess and optimize your plan effectiveness, or build unique experiences with natural language, these agents execute complex tasks that used to take weeks in a matter of seconds.
2. Configured Agents: Don’t Just Consume AI, Compose It
Your business logic is your competitive edge. You shouldn’t have to change your strategy to fit a vendor’s rigid AI strategy. Through Xactly Intelligence Studio, we’re putting the power in your hands. You can build and deploy configured agents tailored to your specific workflows and enterprise governance. You move from being a consumer of AI to being its architect.
3. External Agents: The Connected Tech Stack
Orchestration doesn’t happen in a vacuum. Your revenue engine relies on Salesforce, Workday, ServiceNow, and a dozen other systems. Through Intelligence Connect, our platform orchestrates across your entire ecosystem via our MCP server, allowing you to access not only Xactly data, but Xactly Agents wherever you're working. This includes the ability to interact via the preferred Large Language Models (LLMs), ensuring your data moves as fast as your strategy. Xactly data and actions can now be surfaced in other platforms, allowing you to execute workflows across multiple platforms to deliver better outcomes.
The Foundation of Empirical Truth
An agent is only as good as the data that fuels it. While other tools guess based on public data, the Xactly Fleet of Agents is powered by 21 years of proprietary pay and performance benchmarks. This is the largest data set of its kind. It allows your agents to make recommendations rooted in rich, industry-specific data.
We also treat governance and trust as core elements of the infrastructure. Every action an agent takes is governed and explainable. You should know what it can access and what it’s doing, and so transparency is key to the Fleet. You can see agentic agents, with guardrails in place to keep you on track.
From Admin to Orchestrator
This shift is about more than just technology. It’s about a change in identity for revenue and finance leaders. You’re no longer just an administrator of plans. You’re an orchestrator of growth. The best agents will be the ones that understand a business the way you do. They’re your AI coworker, not a replacement.
The Xactly Intelligence platform is here to help you bridge the gap between executive strategy and frontline execution by harnessing the power of a connected ecosystem of agents. When strategy and execution are aligned, you stop guessing and start directing your revenue outcomes.
Three layers of AI agents: ours, yours, and your partners’, working as one Fleet on one platform. Sales performance, orchestrated.
