Xactly Incent

Using Xactly’s solution, Blackbaud has seen solid growth in quota attainment for salespeople. During this particularly challenging time for many businesses, Blackbaud was able to drive increased company performance with reps reaching quota at a 15% higher rate and the percentage of reps with greater than 100% of quota increasing.

You need to buy in yourself. When we were implementing Xactly, we had sales reps, finance team members, HR, and more at the table to be champions for the product. When you are implementing a new product, you need the buy-in from the bottom-up and top-down. Xactly is so much more than the ICM aspect of the product. You need to find that champion or be that champion that understands how to use Xactly for revenue intelligence.

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.

Every healthy growing company has to reinvent themselves every five years or so, or risk falling behind. LinkedIn has grown from 125 reps to 5000 reps using Xactly. It’s a natural transformation to reassess how things are working and adopt a mindset of asking what will get us to and beyond $30 billion. Xactly’s solution has supported our ability to do just that. You can’t drive a business forward with status quo thinking - you have to evolve from a “tactical do-er” to becoming a strategic thinker. That drives business forward.

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.

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.

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.

Xactly provides sales leaders and teams real-time data on how they are performing – and that is a great motivator.

The markets are severely impacted and we had to immediately redirect sales to not only drive more revenue for the company, but for our reps. We wanted to optimize our salesforce, and one of the first things we did was to look at our territories and re-purpose them. By using Xactly we were able to do that, simply with what we know, right now.