That’s a Wrap: Highlights and Resources from Xactly Unleashed 2020

Jun 18, 2020
4 min read
Xactly Unleashed Virtual Summit 2020 was a huge success with more than 1,200 people logging on all over the world to learn more about Sales Performance Management. Let’s take a quick look back at the keynotes, breakout sessions, customer panels, and entertainment that made this event so special.

Another Xactly Unleashed has come and gone, and even though this year’s event was hosted in your own home office, we want to thank everyone for virtually attending! 

It was a big shift to see how a virtual event would be received by our community, but after an exciting four hours of keynotes, breakout sessions, customer panels, and even a talent show, we are thrilled with the turnout and engagement from our customers and friends. Let’s take a quick look back at the event and the exciting things that happened on Wednesday. For those of you that were not able to attend, all of the sessions can be found on-demand here

Reflecting on the Keynotes

Xactly Founder & CEO Chris Cabrera kicked off the event with his keynote, which shared sales imperatives and his view on change. One key takeaway? Now, more than ever, being complacent with your current plans and strategy is essentially accepting a kiss of death. It was a real-time analysis on what’s going on in the world and how that translates to the tech space.

We also wanted to thank and highlight Forrester Principal Analyst Mary Shea for her closing keynote. She gave an in-depth and insightful analysis of Forrester’s recent report, which highlights 352 B2B sales, finance, and other business leaders. It’s centered around those companies and their thoughts on the pace of adoption in new technologies and how businesses will adapt. 

We don’t want to steal her thunder in this blog though, so log on to our Xactly Unleashed hub where you can find both of these keynotes, plus more, on-demand where you can watch on your own time. 

Customer Panel:

The event couldn’t have been a success without our amazing customers. Specifically, we want to extend a huge thanks to Justin Ritchie of Cox Automotive, David Lowe of Flowserve, and Nandini Ramaswamy of Salesforce for joining Xactly Chief Customer Officer Bernie Kassar this year on the panel. 

During the conversation, our panelists unanimously agreed that since the pandemic, experts have seen an exponential increase in the rate at which current tech trends are accelerating. As people adapt to new modes of life, software that enables us to work, communicate, and interact virtually has skyrocketed to mainstream adoption. These trends and tools have defined what the new normal looks like in real-time.

Work as we once knew it will never be the same, and that’s something each one of our panelists mentioned in regards to how their own companies are now adopting new technologies and software for their virtual workforce in order to embrace this age of transformation. 

Breakout the Popcorn, the Sessions are On-Demand:

Another benefit of virtual events? There was no need to be constantly checking the venue map on your phone, which allowed you more time to jump from session to session throughout the day. Over the four hour event, we offered 20 breakout sessions from leading SPM experts and provided best practices for sales capacity and quota planning, territory mapping, incentive design, and performance optimization.

Here’s a breakdown of some of our sessions designed for our attendees broken out by track: 

Learning Sales Teams in a Dynamic World

  • Always be Prepared
  • Why Xactly, Why Now
  • Customer Story, Flowserve: How We Moved Beyond Incentive Compensation Management
  • Better Together: and Xactly
  • Making the Business Case for Sales Performance Management (SPM)

Planning in the Midst of Change

  • Change is Not a Four-Letter Word: Embrace Business Variance
  • Extracting Actionable Insights from 15 years of Compensation Data
  • How to Mitigate Risk and Ensure Continuous Improvement
  • The Sales Cockpit: Reimagining Sales Leaders' Source of Truth
  • Modifying Compensation Plans in the Face of Disruption: Draws, Quotas, Territories, & More

Making it Work Day-to-Day During Disruption

  • Want a Faster and Easier Financial Closing Process?
  • Slack / Zinkt / Forms: Expand the Value of Your Data
  • Ready for a Quick Pivot? Redesigning Territories Mid-Year
  • Modifying Compensation Plans in the Face of Disruption: Draws, Quotas, Territories, & More
  • Engaging Distributed Sales Teams: Introducing Xactly Show Me and Forms

Hands-On with Xactly Technologies

  • Let's Automate this Thing: Connect 101
  • Behind Incent: Admin Secrets, Tips, & Tricks
  • Behind SimplyComp: Admin Secrets, Tips, & Tricks
  • Building Your Community
  • On the Go, All the Time: Go Mobile with Your Sales Team 

For a full list of sessions and descriptions, check out our main hub to browse all on-demand content.

Taking a Trip Around the World with Our Global Talent Show:

Is there any better way to end an event than with a talent show hosted by CCO Bernie Kassar showcasing the talents of our customers and employees around the world? We think not! The show's production featured singing, dancing, family bands, dogs, puppets, and more, revealing their skills on our virtual stage.

We want to give a huge standing ovation to the people who participated in showing off their talents. Without further delay, we’re going to take a minute and announce the winners of this year’s events… DRUM ROLL PLEASE … (*drum noises*) …


How can you just pick one talent when you have too many to choose from?! Everyone who participated will be walking away with an Xactly swag-bag due to the time, effort, and energy everyone put into their acts. Here’s a sneak peek at one of the acts that gave everyone a good laugh:  


We hope that the talent show made it feel like we brought Las Vegas to your own living room! And if you weren’t able to catch the live showing of the talent show, don't worry, it’s on-demand. Now you can go back and watch, or re-watch, all of your favorite acts online. 

What a great way to close out the evening. And once again, bravo to everyone who came out to perform or watch these individuals steal the stage.

Event | March 9-12th

Pre-register for Xactly Unleashed 2021

Virtual High-Fives All-Around: 

To us, Xactly Unleashed Virtual Summit went by in a blink of an eye. It’s hard to put into words the gratitude we feel for having our community adjust from our traditional in-person, multi-day conference, to attending a virtual environment, where everything was condensed into one action-packed day. I think everyone, both Xactlians and attendees, deserves a round of applause for making this year’s event one of the most successful events we’ve seen so far. Thanks again for logging on—we couldn’t have done it without you! 

BUT, plot twist—it’s not over yet! Pre-registration for Xactly Unleashed 2021 is now open and locking in early-bird pricing ($399) when you sign up. Join us next year, in person, March 9-12th in Las Vegas, Nevada. It’s never too early to start planning for the event of the year.

  • Culture
  • Sales Performance Management
Emily Jahn
Content Marketing Manager

Emily Jahn is a Content Marketing Manager at Xactly. She earned a degree in advertising from The University of Colorado - Boulder and has experience in copywriting, social media, and digital marketing.