Revenue Operations & Intelligence
What is Intelligent Revenue?
Intelligent Revenue is a new approach to creating the resilience that your business needs to grow profitably and predictably, regardless of changes in the market. It not only considers the boardroom strategy for business growth, but also the system of incentives that drive seller behavior.
Intelligent Revenue 101
In order to generate revenue, you need two parties: the customer and the seller, each of whom need support.
The Customer
Modern CRM approaches, like Salesforce Customer 360, place the customer at the center of the enterprise and focus on supporting their engagement.
The Seller
The Xactly Intelligent Revenue Platform puts the seller at the center of Revenue Operations to optimize their opportunity, increase their intelligence and support their performance.
While CRM provides the foundation for assigning territories and managing opportunities, it’s not enough to help a seller go from pipeline to paycheck. Sellers thrive when they have aligned incentives, equitable quotas, and balanced territories. They deliver better outcomes for the business when pipeline insights and benchmarks help them prioritize the right deals. And AI forecasting takes the stress out of the process for sellers and revenue leaders alike.
The Characteristics of Intelligent Revenue
There is good revenue and bad revenue. Both drive growth, but strategic growth is built on go-to-market strategies that identify and capture good revenue. Good revenue is:
Predictable
Reliable revenue without the guesswork
Good deals come in at the right time - the trick is to use data, not just gut-feel. Linearity drives steady growth and is built on benchmarks and intelligent forecasting.
Profitable
Good revenue for today. Better revenue for tomorrow
Some deals are just better than others, but they may be harder to negotiate. Longer terms and automatic price increases are possible when sellers have the right incentives.
Resilient
Disaster-proof revenue that weathers any storm
Pandemics, trade wars, natural disasters and political uncertainty don’t impact revenue when planning is agile and sellers can pivot on a dime (and then put it in their pocket).
The only way we were able to have done this seamlessly was because we had the architecture and seamless technology across all these systems. We can define an incentive strategy that motivates our folks and ensures the company success metrics are met, but if you can’t execute against that, you’re not relevant anymore…. CPQ + Salesforce + Xactly Corp has been our underpinning for success.
Xactly's insights help us understand probabilities to allow our sales team to adjust tactics. This is imperative to achieve sustained and profitable growth.
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.
I've been with Flowserve for 27 years. I know our customer base, our products, and our organization. What I don't know is if what we're doing is the most effective thing. That’s why I rely on experts, and through solution workshops and assessments, Xactly helps us travel that path. They can inform our choices as a true partner in a relationship.
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.
