Xactly Customers Drive Better Results From Their Sales Performance Management Initiatives

Aberdeen Group Brief Shows that Xactly Customers Lead Best-in-Class Organizations

in Achieving Year-Over-Year Quotas and Growing Annual Corporate Revenue
Jan 04, 2012
3 min read

SAN JOSE, Calif. – January 4, 2012 – Xactly Corporation, the leader in on-demand incentive compensation and sales performance management (SPM), today announced the availability of a new Aberdeen Group research brief, “Xactly Customers Showcase the Best of Sales Performance Management.”

A follow up to the recent Xactly-sponsored Aberdeen report, “Sales Performance Management 2012: How the Best-in-Class Optimize the Front Line to Grow the Bottom Line,” the brief explores how the strongest-performing companies use SPM techniques and technologies. More than 20 percent of the total Best-in-Class companies surveyed were Xactly customers – twice as many or more than customers from any other single SPM providers customer base.

The brief found that the Xactly customers surveyed for the report have a “strong year-over-year performance advantage over other firms across all three quota-oriented metrics,” including team attainment of quota, year-over-year growth in annual corporate revenue and percentage of first-year reps attaining quota.

Other key report findings note that Xactly customers:

  • Report 36% shorter sales cycles, 25% lower sales turnover, 37% quicker rep ramp up and 7% more sales reps hitting quota than other companies.
  • Support SPIFF deployments, a proven mechanism to boost sales team behavior, at a higher rate than Best-in-Class companies (70% vs. 64%).
  • Use customizable dashboards to provide sales reps with complete visibility into their accomplishments anytime, anywhere. Seventy-four percent (74%) of Xactly customers use these dashboards to impact performance – a 73% higher rate than other companies.

"Top performing firms have discovered how to thrive, even in an uncertain economy, by deploying SPM core competencies and tools that maximize their selling potential,” noted Peter Ostrow, report author and Vice President & Research Group Director for the Aberdeen Group Customer Management research practice. “Xactly’s customers largely embrace these approaches, and as a result achieve stronger sales effectiveness results than companies not supported by sales performance management.”

The report also noted that the widest gap between Best-in-Class and laggard performers was in companies that deployed CRM in conjunction with SPM to enable reps to estimate the potential value of deals in the pipeline. According to the brief, Xactly customers outperformed even Best-in-Class firms when it came to deploying CRM and SPM in tandem with 64% of Xactly users doing so, compared to 52% of Best-in-Class firms. Xactly offers pre-built integrations with the industry’s leading CRM platforms, including Salesforce CRM, Oracle CRM on Demand and Microsoft Dynamics.

“Aberdeen’s recent survey clearly demonstrates the strategic power of sales compensation and how Best-in-Class companies are using sales performance management to improve sales rep behavior and business results,” said Chris Newton, Vice President of Marketing, Xactly Corporation. “The  report also shows that Xactly customers are out-performing Best-in-Class companies in many areas – showcasing the richness of our technology and ability to help customers transform their sales processes and bottom line, quarter-after-quarter and  year-after-year.”

Xactly, the industry’s only100-percent multi-tenant sales compensation management solutions provider, allows customers to cost-effectively automate the sales compensation management process to create a more motivated and efficient sales organization. With cloud-based Xactly Express and Incent, companies of all sizes can create more effective compensation plans that improve sales behavior and drive better business results.

Additional Resources

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 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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Xactly Corporation. All rights reserved. Xactly, Xactly Incent, Xactly Express and “Incent right. Sell more.” are trademarks or registered trademarks of Xactly Corporation.


Kristin Reeves Blanc & Otus Public Relations Tel: 415-856-5145 Email: kreeves@blancandotus.com