SAN JOSE, Calif. – December 3, 2012 – When Mary Cooper's former employer was acquired by another company, she inherited a complicated compensation system — and the employee misgivings that came along with it.
"They had a fancy commission tracking software that nobody trusted because there was little visibility into the calculations," she said.
Sales reps couldn't tell if their deals were being tracked correctly, and they weren't completely confident that they were getting paid accurately.
Now Cooper is executive vice president of ChartWise Medical Systems, a fast-growing medical software company based in Wakefield, RI. ChartWise has selected Xactly Express to simplify its commission processing and sidestep the distrust she encountered in her previous experience.
Xactly Express is the industry’s first self-service sales compensation management software designed specifically for small to medium-sized businesses.
Its features include the ability for salespeople to track their compensation performance and commission payouts in easy-to-read dashboards, visibility into plans and quotas, and modeling capabilities.
Express "is just visually and functionally so easy to use. Reps can see their commission calculations and be assured that they're going to get the money from their deals," Cooper said. "It will drive a comfort level that their commissions are being tracked properly."
Besides giving sales reps visibility into their deals and potential earnings, Express will allow Cooper to implement more complex commission structures.
ChartWise is still a small company, but the big-dollar deals are coming more frequently. As the sole processor of commissions, Cooper anticipated having to spend more and more time on the spreadsheets she uses for her calculations.
"I wear a lot of hats. I don't have a payroll department or a sales support team to manage this," she said. "So any time saved right now is huge for me."
When spreadsheets started to get unwieldy, Cooper's first plan was to build a database to handle her "convoluted" commission structure. "Realizing how many hours that would take, I figured there had to be something better already out there," she said.
As a user of Salesforce.com, she searched through its AppExchange and came across Xactly, whose Incent enterprise offering is one of the store's top five apps.
She requested a demo of Express, considered the amount of time she had already sunk into her database efforts, and declared the decision "a no-brainer."
"It was ridiculous not to go with Xactly," Cooper said. "The software is very flexible, and will enable us to manage our plan very easily, it gives the sales reps access and visibility, and it's tied to Salesforce. Everything just came together."
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ChartWise Medical Systems, Inc. based in Wakefield, RI, is a medical software firm and the developers of ChartWise:CDI, a web-based solution for Computer-Assisted Clinical Documentation Improvement. ChartWise:CDI's clinical intelligence expertise assists physicians and clinical documentation specialists with increased efficiencies and completeness of documentation, queries and work flow. Developed by renowned physician, Jon Elion, M.D., ChartWise:CDI is the only documentation software that translates clinical language used by physicians into accurate diagnostic language required for documentation and reimbursement. For more information, visit www.chartwisemed.com.
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 optimise 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 such as ARM, British Gas, Motorola Inc, Informatica, and Mavenir Systems to improve operational performance, optimise 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.
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Xactly Corporation. All rights reserved. Xactly, Xactly Incent, Xactly Express and “Incent right. Sell more.” are trademarks or registered trademarks of Xactly Corporation.
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