Fast-Growing Global Biotech Leader Increases Compensation
Agility and Performance with Cloud-Based Xactly Incent
SAN JOSE, Calif. – July 16 2012 – Xactly Corporation, the leader in cloud-based incentive compensation and sales performance management (SPM), today announced that global biotechnology leader Life Technologies Corporation successfully streamlined compensation management and improved sales effectiveness with Xactly Incent.
With customers in more than 160 countries, Life Technologies Corporation uses its innovative life science solutions to solve some of today’s most difficult scientific challenges and improve the human condition. As a rapidly growing business operating in fast-paced industry like biotechnology, it is critical for Life Technologies to keep its incentive compensation plans in close alignment with shifting market realities and corporate objectives.
However, by managing incentive compensation on spreadsheets, the company lacked compensation nimbleness as well as easy access to the data-driven insights that enable truly effective plans. After an extensive evaluation of the leading sales compensation management solutions, Life Technologies selected cloud-based Xactly Incent to automate compensation management and gain the flexibility it needed to adapt to changing business demands.
“We wanted a SaaS-based technology that represented the future of the sales performance management industry and a technology partner that could run at least as fast as we do,” said Jasmine Zheng, Manager, Americas Sales Compensation, Life Technologies. “We needed a solution where we could go in on our own and literally change things overnight. Xactly has given us all this and more.”
Life Technologies began rolling out Xactly Incent to its sales teams in 2008, starting in the U.S. and Canada and has quickly expanded to other regions in order to improve consistency across the board. The company’s 800 sales reps gained real-time visibility into commission plans and attainment with Xactly Incent.
The automation provided by Xactly Incent has been just as transformative in regards to the day-to-day administrative processes and efficiencies around managing compensation. In the past, compensation plans were sent out to each rep manually for sign-off. Now, they are sent out online via Xactly Incent for electronic sign-off, and are automatically monitoring for approval status – providing a complete audit trail.
Life Technologies is also using Xactly DELTA to identify, reconcile and consolidate variance between multiple revenue uploads, thus supporting automated revenue data processes on the system. As a result, Life Technologies has become more sophisticated and granular with its compensation. In 2007, the company had nine plan designs and two payout curves. Now, there are 16 different payout curves and 57 different plans, all consolidated within Xactly Incent.
“Xactly has been a terrific long-term partner, validating our decision to go with Xactly Incent many times over,” concludes Zheng. “Through Xactly Incent, we’ve gained the flexibility to change according to different business demands, enhanced the effectiveness of our sales reps, and streamlined our compensation processes – all with one solution. Without Xactly, we would be in a entirely different and much less desirable position than we are today.”
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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 /or call 1-866-GO-XACTLY (469-2285).
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