The crux of it is a partnership. We hire smart people so they can tell us what to do. What we are looking for are smart partners to help us through this process with a wider perspective. Is what we’re doing the most effective thing? Xactly helps us travel that path and inform our choices as a true partner.

Xactly's insights help us understand probabilities to allow our sales team to adjust tactics. This is imperative to achieve sustained and profitable growth.

At this scale and stage of our business, it would be nearly impossible to do strategic sales planning without the agility that Xactly provides. Managing compensation effectively at this scale without an automated solution would limit our ability to make strategic decisions because our time would be spent calculating comp on spreadsheets, which is unnecessary. We’d still be stuck in the mentality of ‘what can we do?’ versus ‘what do we want to do, that will drive results.

We went from our best endeavors to a sales forecasting accuracy rate of nearly 100%. In addition to the increased sales forecasting precision, we are listened to and treated exceptionally well, relationships matter, therefore we have never attempted to find another Forecasting solution. There is mutual respect and care between our teams.

Xactly has taken the area of sales compensation to a different level – we’re not just talking about the pay, we’re talking about how we go to market, we’re talking about sales strategy and how we support our sales organization.

With Xactly Forecasting, we are looking strategically at the revenue that a potential customer could bring in, and it can show me the value of the deal before it comes in. Do I factor in partners? Does it impact the margin? What’s the probability of winning and why? With this solution, I can look at each individual salesperson’s funnel and opportunities. It’s easily presented within the dashboard and informs a more accurate forecast call and allows us to create more intelligent revenue management processes.