Xactly
Overview
Xactly is a leading provider of cloud-based sales performance management solutions, specializing in incentive compensation, sales forecasting, and revenue planning. The company leverages over 19 years of pay and performance data, combined with AI, to help organizations optimize their sales processes, improve forecasting accuracy, and drive revenue growth. Xactly's platform is designed to unify the revenue lifecycle, providing tools for sales, operations, and finance teams to collaborate effectively and achieve their business goals.
Industry: Software
Ideal Customer Profiles: Xactly's ideal customers are medium to large enterprises with complex sales operations, particularly those in industries such as technology, finance, and professional services. These organizations typically have large sales teams and require sophisticated tools to manage incentive compensation, sales forecasting, and revenue planning.
Website: xactlycorp.com
Products
Incentive Compensation Management (ICM)
Xactly Incent simplifies and automates the end-to-end incentive compensation process, providing real-time transparency and seamless automation to ensure compliance and accuracy.
Features
Strategic Compensation
Description: Inspire sales representatives to close the right deals at the right time by aligning compensation plans with high-quality revenue goals.
Benefit: Motivates sales teams to focus on high-value deals, increasing overall revenue quality.
Real-time Transparency
Description: Provides sales reps with immediate access to their earnings and bonus reports, enhancing visibility into their compensation.
Benefit: Builds trust and motivation among sales teams by ensuring they have clear insights into their earnings.
Seamless Automation
Description: Automates complex compensation calculations and compliance tasks, reducing manual effort and errors.
Benefit: Increases efficiency and accuracy in compensation processes, freeing up time for strategic activities.
Compensation Configurator
Description: Allows for the creation and management of diverse compensation plans using AI-optimized elements like rules and quotas.
Benefit: Enables the design of effective and scalable compensation programs tailored to business needs.
Real-Time Reports and Dashboards
Description: Offers dashboards to monitor sales performance and the effectiveness of compensation plans, providing actionable insights.
Benefit: Empowers sales leaders to make informed decisions and optimize sales strategies.
Sales Forecasting Software
Xactly Forecasting combines CRM data with AI to deliver accurate and predictable sales forecasts, helping organizations manage their pipeline effectively and drive revenue growth.
Features
CRM Data Integration
Description: Integrates CRM data to provide a comprehensive view of the sales pipeline, enhancing forecast accuracy.
Benefit: Improves forecast reliability by leveraging existing CRM data for better insights.
Pipeline Visibility
Description: Provides detailed insights into pipeline changes, helping sales teams track deal progress and address potential issues.
Benefit: Enables proactive management of sales opportunities, reducing the risk of deal slippage.
AI-Driven Forecasting
Description: Utilizes AI to eliminate bias and provide objective forecasts, enhancing decision-making accuracy.
Benefit: Supports data-driven decision-making by providing unbiased revenue projections.
Guided Selling
Description: Offers actionable insights and alerts to guide sales reps on the best next steps in the sales process.
Benefit: Improves sales execution by providing clear guidance on advancing deals.
Consolidated Data Dashboard
Description: Aggregates data from multiple sources into a single dashboard for comprehensive performance tracking.
Benefit: Enhances visibility and performance management across sales teams.
Sales and Revenue Planning
Xactly's Planning Solutions streamline sales capacity, quota, and territory planning, enabling organizations to optimize their go-to-market strategies and drive revenue growth.
Features
Automated Sales Planning
Description: Automates the planning of sales coverage and capacity, ensuring optimal resource allocation to meet sales targets.
Benefit: Increases efficiency and accuracy in sales planning, aligning resources with business goals.
Dynamic Dashboards
Description: Provides real-time dashboards to monitor sales performance and ensure alignment between planning and execution.
Benefit: Enhances strategic alignment and execution by providing up-to-date performance insights.
Collaborative Planning
Description: Facilitates cross-departmental collaboration and scenario modeling to refine sales plans and forecasts.
Benefit: Improves planning accuracy and adaptability through collaborative and iterative processes.
Territory Optimization
Description: Helps design and maintain balanced sales territories to maximize revenue potential and boost sales performance.
Benefit: Ensures fair and effective territory distribution, enhancing sales team motivation and performance.
End-to-End GTM Planning
Description: Supports comprehensive go-to-market planning from demand creation to revenue recognition, ensuring strategic alignment.
Benefit: Drives consistent revenue growth by aligning all aspects of the go-to-market strategy.
Commission Expense Accounting
Xactly's Commission Expense Accounting automates the management of commission expenses, ensuring compliance and accuracy in financial reporting.
Features
Amortization Scheduling
Description: Automates the creation of detailed amortization schedules for commission expenses, ensuring compliance with accounting standards.
Benefit: Reduces manual effort and ensures compliance in financial reporting.
Reconciliation Efficiency
Description: Streamlines the reconciliation process, reducing the time needed to address discrepancies in commission expenses.
Benefit: Increases efficiency and accuracy in financial reconciliation processes.
Expense Categorization
Description: Facilitates the breakdown and categorization of commission expenses, simplifying accounting processes.
Benefit: Enhances financial management by providing clear insights into expense allocations.
Accelerated Financial Close
Description: Supports faster financial closing processes, helping organizations achieve timely and accurate financial reporting.
Benefit: Enables quicker financial decision-making and reporting, supporting strategic business objectives.
Compliance and Audit Support
Description: Provides tools to ensure compliance with accounting standards and supports audit processes with detailed records.
Benefit: Facilitates compliance and audit readiness, reducing risk and enhancing financial transparency.
Xactly Connect
Xactly Connect provides seamless integration capabilities, allowing organizations to manage data flows across CRM, ERP, and other systems to support comprehensive sales performance management.
Features
CRM Integration
Description: Offers open and scalable architecture to integrate with various CRM solutions, ensuring seamless data flow.
Benefit: Enhances data consistency and accessibility across sales and financial systems.
Data Flow Management
Description: Enables administrators to manage data flows across incentive compensation, sales performance management, and revenue processes.
Benefit: Improves operational efficiency by ensuring accurate and timely data management.
Integrated Financial Management
Description: Combines with other Xactly products to provide comprehensive financial management capabilities, supporting strategic financial planning.
Benefit: Facilitates strategic financial planning and management by integrating key financial processes.
Scalable Architecture
Description: Provides a scalable architecture that supports integration with various business systems, accommodating growth and complexity.
Benefit: Ensures the solution can grow with the business, supporting increasing data and integration needs.
Customizable Integrations
Description: Allows for customizable integrations with existing business systems, ensuring tailored solutions for unique business needs.
Benefit: Provides flexibility to adapt the solution to specific business requirements, enhancing operational effectiveness.
Quantitative Benefits
"90% Average reduction in overpayments."
"99.8% On-time commission payment accuracy."
"60% LESS time needed to create compensation plans."
"99.6% commission forecasting accuracy."
"Ace your audits every time and increase compliance efficiency by 65%"
"Increase accuracy up to 99% by eliminating payout errors"
"Process over $7 billion calculated commissions and bonuses monthly"
">80% of sales orgs DO NOT have a forecast accuracy of greater than 75%"
"~67% of sales orgs have NOT formalized their approach to forecasting"
"6% of CSOs are confident they'll make their numbers."
"Pendo first partnered with Xactly to automate and improve their incentive compensation programs and workflows when their sales force consisted of 55 sales team members. Since then, this number has increased 6x as the company has seen continued success in the marketplace and has no plans to pause this growth anytime soon."
"One of the critical objectives that William's team is currently focused on is getting to a 5-day close in anticipation of Pendo potentially going public at some point."
"With Xactly Incent, Marcura improved its commission processing time from 3 weeks to 5 days — a 76% reduction in cycle time."
"91% of companies miss their forecasts"
"65% of the senior leaders we interviewed are unfamiliar with the concept"
Testimonials
"Xactly takes its customers' needs and feedback into account when it comes to product development. When we ask for specific functionality, Xactly listens. That's part of what makes Xactly a business partner and not just a vendor. We have tremendous support and experience new intelligence and innovations with Xactly."
Source: Incentive Compensation Management Software | Incent®
"Xactly Incent is the solution that people in the sales compensation industry use most widely, and the amount of support my team receives from Xactly and its extensive partner network is exceptional."
Source: Incentive Compensation Management Software | Incent®
"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."
Source: Incentive Compensation Management Software | Incent®
"Connecting Salesforce and Xactly was a turning point. The downstream effect of compensation within the entire revenue lifecycle is lost without a solution like Xactly. You have to measure it if it matters. What other way do you have to measure if people are happy, if an incentive worked, and if your organization's goals are being hit?"
Source: Incentive Compensation Management Software | Incent®
"Xactly is very easy for reps to use. They simply click on their incentive statement to see their results, and click again to drill down to deal details. Salespeople now trust their compensation calculations, which has given them back some time to focus on selling rather than calculating."
Source: Incentive Compensation Management Software | Incent®
"Using Xactly gives us a competitive advantage in retaining top performers. When I talk to my peers and potential employees, they are impressed that we are doing this and it's a draw for them to work at the company."
Source: Incentive Compensation Management Software | Incent®
"It's more than just the metrics. It's about streamlining and collating activities. By limiting the time people spend juggling information, we can provide the centralized data our C-suite needs in real-time."
Source: Sales Forecasting Software for Pipeline Analytics & Revenue Projection | Forecasting®
"There is no paper floating around anymore. Everything is online, dynamic, and in real-time. This has been our strategy, and Xactly's products complement this strategy with their availability in the cloud."
Source: Sales Forecasting Software for Pipeline Analytics & Revenue Projection | Forecasting®
"With Xactly Forecasting, we turn CRM data into actionable information leading to improved quality of the pipeline, on-time activities of the sellers about the customer buying journey and enhanced visibility of the pipeline performance to the leadership."
Source: Sales Forecasting Software for Pipeline Analytics & Revenue Projection | Forecasting®
"One of the things that stood out for me was the partnership element in respect of the fact that you had a Commissions team that we could lean on whether for a commission or a best practice question or whether to go look at my comp plans and tell me where we've got things that we don't need. And frankly, Xactly's track record and client list in terms of being able to manage commissions with some really complex businesses."
Nathan Seldon, SVP of Go-to-Market at Marcura
Source: Marcura Navigates the Waves of Incentive Compensation Management With Xactly | Xactly
"We just hit a critical point in time where we had been managing it on spreadsheets. And it just hit a point where it was like, this just doesn't make sense that it needs to become more of a non-event where it's like we are just running a couple of checks and then putting it through the approval layers that we have to get things paid."
Nathan Seldon, SVP of Go-to-Market at Marcura
Source: Marcura Navigates the Waves of Incentive Compensation Management With Xactly | Xactly
"The time to opening up the process to closing it down was around 3 weeks which for us was just insane. And also reps had no visibility of what they were earning as well. So they were in the dark. Now we close everything down within 5 days. But I mean, the work within that is tiny. I might spend half an hour. RevOps might take 2 hours. Finance might spend 20 minutes."
Nathan Seldon, SVP of Go-to-Market at Marcura
Source: Marcura Navigates the Waves of Incentive Compensation Management With Xactly | Xactly
Customer Stories
Blackbaud
Problem: Needed to improve sales performance management
Value Add: Implemented Xactly Incent®
Outcome: Achieved seven things since implementation (specific details not provided in the source)
Source: Sales Performance Management, Incentive Compensation, Forecasting & Planning Solutions
Pendo
Problem: Needed help with growth acceleration and scale management
Value Add: Implemented Xactly's solutions
Outcome: Relies on Xactly to help accelerate growth and manage scale
Source: Sales Performance Management, Incentive Compensation, Forecasting & Planning Solutions
Marcura
Problem: Faced challenges with incentive compensation
Value Add: Implemented Xactly's solutions
Outcome: Successfully navigates the waves of incentive compensation with Xactly
Source: Sales Performance Management, Incentive Compensation, Forecasting & Planning Solutions
Finastra
Problem: Needed to drive revenue and foster RevOps team alignment
Value Add: Xactly empowered Finastra to address their revenue and alignment challenges
Outcome: Improved revenue performance and better alignment within the RevOps team
Source: Customer Story Overview | Xactly
LogicMonitor
Problem: Relied on spreadsheets for compensation management
Value Add: Xactly offered automation and scalability for compensation processes
Outcome: Transitioned from spreadsheets to an automated and scalable solution
Source: Customer Story Overview | Xactly
Desert Financial
Problem: Needed to improve compensation plans and save time
Value Add: Xactly Incent® provided tools to enhance compensation planning and efficiency
Outcome: Improved compensation plans and achieved time savings
Source: Customer Story Overview | Xactly
Workiva
Problem: Required an overhaul of compensation processes
Value Add: Xactly Incent offered a solution to simplify compensation work
Outcome: Successfully overhauled compensation processes and simplified related work
Source: Customer Story Overview | Xactly
FiberLight
Problem: Needed to save time and money in their processes
Value Add: Xactly® CRM Accelerator provided efficiency improvements
Outcome: Achieved time and cost savings in their operations
Source: Customer Story Overview | Xactly
Similar Tools
CaptivateIQ
CaptivateIQ is a leading provider of sales commission management software that helps businesses automate and optimize their incentive compensation programs. The platform is designed to improve accuracy, save time, and empower sales teams by providing real-time insights and transparency into commission calculations. CaptivateIQ is trusted by a significant portion of Forbes Cloud 100 organizations and is recognized for its flexibility, scalability, and ease of use.
Everstage
Everstage is a leading provider of sales commission software designed to automate and optimize incentive compensation processes for businesses. The platform offers a comprehensive suite of tools to streamline commission calculations, enhance payee experience, and provide actionable insights through advanced reporting and analytics. Everstage is highly rated by its users for its ease of use, flexibility, and ability to integrate seamlessly with existing tech stacks.
QuotaPath
QuotaPath is a software company that specializes in sales compensation and commission tracking solutions. Their platform is designed to help businesses automate and manage their sales compensation plans, ensuring accuracy, transparency, and efficiency in commission calculations and payouts. QuotaPath integrates with various CRM and financial systems to streamline data flow and provide real-time insights into sales performance and compensation metrics.