Xactly Manage

Turn GTM Strategies Into Measurable Growth with a Data-Driven Revenue Management Platform.

Q: What analytics help identify top performer behaviors to scale?

Identifying the DNA of a top performer involves analyzing conversion velocity, deal-size consistency, and multi-threading activity. By examining the correlation between specific sales behaviors and high-attainment outcomes, revenue leaders can create benchmarks for the rest of the organization. Analytics that track discount variance and lead-response times are particularly effective in identifying the repeatable habits that lead to sustainable revenue growth.

With Xactly’s GTM software, effectively govern territory, quota, and people deployments to align sales efforts and qualified reps to untapped or aligned markets for more desired revenue outcomes.

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How Xactly Builds a GTM-Powered Business

Fewer adjustments

Time saved implementing changes

Reduction in credit inquiries

Xactly Territory Management Software, Performance Management, and Quota Management Solutions

Xactly Manage streamlines and operationalizes sales plans by creating a single source of truth at the intersection of territories, people, opportunities, credits, and quotas. This unified approach instills confidence that sales targets are achievable, plans are fair, and your operation is agile enough to address any change.

Collaborative Territory Assignments

Easily organize and assign GTM reps by geography, industry, or named accounts. Ensure your resource allocation aligns with optimal sales performance through unified data visualizations that spot leading and lagging indicators.

Setting Achievable Targets

Set transparent and achievable targets to keep reps engaged and aligned with their territory’s opportunity to maximize GTM efficiencies.

Seamless Onboarding and Roster Updates

Streamline people management by easily updating territory and quota assignments—whether adding new territories territories and , realigning existing ones, or making performance-based adjustments–and quickly deploying credit rules for each role.

Territory Management

Xactly Manage supports complex territory structures and any changes needed to support your optimized go-to-market engine. Update assigned territories without relying on complex spreadsheets and proactively identify problem areas, such as unassigned or improperly assigned territories, and imbalanced coverage models.

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Quota Management

Transform your quota management system. Xactly ensures quota alignment while alleviating administrative burdens based on the power of 20 years of proprietary, collected historical pay and performance team data. Spot the data trends to inform your future quotas. Detect and stop quota risk by utilizing intelligent logic rules and name assignments to derive accurate quotas for secondary and overlay teams. View planned quota changes or potential impacts of changes before they become operationalized via user-defined workflow processes.

People Management

Step into the market with more confidence in your strategies—and your team—with software to manage employee performance. As sales organizations grow or market conditions change, roster management requires regular updates. Xactly Manage streamlines roster management by facilitating accurate and timely updates to assigned territories and quotas. This creates clear visibility into territory assignments and expectations that your sales reps can understand and strive towards. Along the way, you get real-time monitoring of their ongoing (and past) sales performance, progress tracking as they continue forward in their assignments, and impactful insights around untapped yet viable territories, who to assign there, and, in turn, build more matched quotas that continue to motivate.

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Xactly’s Intelligent Revenue Platform

We equip organizations with the tools they need to create consistent revenue growth through optimally staffed sales organizations, equally distributed capacity and quotas, and balanced territories.

Xactly’s Intelligent Revenue Platform delivers predictable, profitable, and resilient revenue by breaking down the silos across your go-to-market teams to support planning, performance, and prediction.

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Xactly Manage Add-ons

Xactly Extensions

Complement Xactly’s purpose-built territory and quota management capabilities with extensibility to tailor your experiences and workflows for maximum value and effectiveness.

Frequently Asked Questions

What is a revenue management system?

A Revenue Management System (RMS) is a strategic software category designed to optimize a company's financial performance by aligning pricing, inventory, and sales data. For enterprise organizations, it functions as a centralized hub that connects sales activities to bottom-line results, ensuring that revenue generation is predictable, profitable, and scalable.

What is RMS software used for?

Revenue Management Software is primarily used to eliminate operational silos between sales, finance, and operations teams. It automates complex processes such as incentive compensation, territory planning, and sales forecasting. By applying data science to the sales pipeline, it helps leaders identify where to invest resources for the highest return on investment.

What is CRM in revenue management?

Within a revenue management framework, the Customer Relationship Management (CRM) system serves as the primary engine for raw data. While the CRM tracks the "who" and "what" of a deal, the revenue management layer interprets that data to determine the "how much" and "when." The CRM provides the transactional history that allows the RMS to calculate commissions, predict churn, and model future growth.

How can revenue teams manage fiscal calendar differences across regions?

Managing disparate fiscal calendars requires a platform capable of multi-entity architecture and hierarchical mapping. Global teams use automated effective dating to ensure that credit and attainment rules are applied based on the specific regional calendar of the seller. This allows a US-based headquarters to view performance on a standard January-December cycle while localized branches operate on their specific statutory fiscal years without manual data reconciliation.

How do revenue platforms integrate with Salesforce and other major CRMs?

Modern revenue platforms utilize bi-directional API integrations to create a seamless data loop. These integrations allow for real-time synchronization, where deal updates in the CRM instantly trigger recalculations in the performance management system. Most enterprise solutions also offer native UI components, enabling sales representatives to view their earned commissions and quota progress directly within their CRM dashboard.

What features enable extensibility and custom apps within a revenue platform?

Extensibility is achieved through open API frameworks and low-code development environments that allow RevOps teams to build tailored tools. Key features include custom object mapping, which allows the platform to ingest unique data points specific to an industry, and secure sandboxing environments where administrators can test custom logic and third-party integrations before they go live.

What analytics help identify top performer behaviors to scale?

Identifying the "DNA" of a top performer involves analyzing conversion velocity, deal-size consistency, and multi-threading activity. By examining the correlation between specific sales behaviors and high-attainment outcomes, revenue leaders can create benchmarks for the rest of the organization. Analytics that track discount variance and lead-response times are particularly effective in identifying the repeatable habits that lead to sustainable revenue growth.