Love Your Sellers—From Pipeline to Paycheck

It is time to bring Revenue Operation teams together to support salespeople with precise plans, better incentives, and data-informed insights to give them more confidence in their pipeline. That’s why we built the Xactly Intelligent Revenue Platform. Watch now to get started.

Intelligent Revenue 101

Intelligent Revenue is achieved by unifying go-to-market teams with the technology, processes and data to operate more efficiently and grow top-line revenue without sacrificing bottom-line margins. Intelligent Revenue drives strategic growth and 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 to identify those deals. Linearity drives steady growth and is built on benchmarks and intelligent forecasting.

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Profitable

Focused revenue that unlocks new market growth

Drive the right behavior. Some deals are just better than others because they demonstrate more potential for the business in the long run, but they may be harder to negotiate. Longer terms and automatic price increases are possible when sellers have the right incentives.

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Resilient

Consistent revenue that endures disruption

Pandemics, trade wars, natural disasters and political uncertainty don’t have the same impact on revenue when planning is agile and sellers can pivot on a dime.

Webinar: 3 Ways to Overcome ASC 606 Commission Accounting Challenges

Putting Intelligent Revenue Into Practice

It’s all about breaking down the silos across your GTM teams (think finance, sales, marketing, customer success) to create an agile org that unifies planning, processes, systems, and data. Here’s how to put it all into practice:

5 Tools to Unleash Intelligent Revenue

Pursuing the deals aligned with your revenue objectives is critical if your company’s going to build revenue teams that are long-lasting, predictable, and resistant to unexpected market forces. But too many companies can’t identify the deals that will get them to Intelligent Revenue, and others have a hard time leveraging that data. Only a complete set of tools can unleash the power of Intelligent Revenue in your organization.

What are those tools? Download the full guide to learn more.

5 Tools to Unleash Intelligent Revenue

How Agile GTM Teams Operate to Achieve Intelligent Revenue

Intelligent Revenue Platform GTM: Plan

Understand → Formulate → Decide

Plan

Executive teams make informed decisions about everything from market entry to product sales mix, then formulate GTM plans that support those objectives.  These plans connect demand generation to sales and channel execution through to revenue recognition.

Implement → Incent → Support

Perform

Execution teams across organizations operate in a coordinated way to create, close and collect on the pipeline required for the business to grow.  Execution is driven by a system of individual objectives and incentives, and is supported by frictionless revenue operations processes.

Intelligent Revenue Platform GTM: Perform
Intelligent Revenue Platform GTM: Predict

Analyze → Forecast → Assess

Predict

Leadership teams continuously monitor execution, forecast business outcomes and assess progress against plans and objectives.  The correlations between execution and both projected and actual outcomes are used to make real-time adjustments to both planning and performance.

 

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.

Nandini Ramaswamy
,
SPHR, CCP, GRP, SVP of Global Incentive Compensation Strategy & Ops
Salesforce
salesforce

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.

Keith Robinson
,
Head of Inside Sales
MetaCompliance
MetaCompliance Customer Story

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.

Matt Sheppard
,
Global Sales Compensation Operations and Systems
LinkedIn
LinkedIn Customer Story

If you didn’t have a solution like Xactly, you would be spending all your time doing calculations and just making payroll. With Xactly, you are freed up and can start to give insights to the business on top performers. You have access to more analytics versus just cranking a commission calculator. We are now able to provide the high-level data analytics our finance team needs to make critical decisions.

Juli Spagnuolo
,
Senior Manager, Global Sales Compensation
Databricks
Databricks Customer Story
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From RevOps Vision to Execution

We built the Xactly Intelligent Revenue Platform to helps organizations achieve an agile go-to-market by breaking down silos to align people, processes, and technology across the revenue engine.

Discover Xactly's Intelligent Revenue Platform