S O P002 Queener 091707

Optimizing Sales Operations with Sales Performance Management Christopher W. Cabrera, Xactly Corporation Joanna Bloor, CNET Networks Sam Chung, Salesforce.com Sales: Operations & Performance

Safe Harbor Statement ,[object Object],[object Object],[object Object]

Christopher W. Cabrera Founder, President & CEO [email_address]

About Xactly Corporation ,[object Object],[object Object],[object Object],[object Object],[object Object],Xactly Corporation is the market leader in on-demand sales performance management. The company’s flagship product, Xactly Incent, enables sales and finance executives to design, implement, manage, and audit sales compensation management programs easily and affordably. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance and maximize profits.

Sales Performance Management: Four Core Process Components Monitoring and Analyses Territory Management Sales ICM Quota Management Source: Gartner What's Going On? What to Expect? How Am I Going to be Rewarded? What's My Role? To Whom do I Sell? What do I Need to Sell and How Much?

On-Demand Sales Performance Management Quota Territory Price Execution Forecast/ Planning Reporting & Analytics Workflow Sales Comp Rewards & Incentives Credit Assignment Business Data

Quota Territory Price Execution Forecast/ Planning Reporting & Analytics Workflow Sales Comp Rewards & Incentives Credit Assignment Business Data

On-Demand Sales Performance Management Customer-driven Product Development

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Xactly Commissions Mash-up with Salesforce

Use Incentive Compensation Management to Align Payments to Performance ,[object Object],[object Object],[object Object]

Augment Cash Incentives with Non-Cash Rewards ,[object Object],[object Object],[object Object],[object Object],[object Object]

Eight Requirements for Effective Sales Performance Management Secure, hosted repository with actionable post-sales business data 1 Intuitive compensation plan design, implementation and maintenance 2 Rich analytics, reporting and dashboards for sales and finance analytics 3 Ability to model and forecast compensation plan changes in advance of implementing 4 Integration with CRM applications for visibility and insight into sales opportunities in the pipeline 5 Ability to automate quota allocation and analysis based on territory goals 6 Optimize pricing strategy and execution by identifying and analyzing what products have been sold 7 Motivate and reward performance through automated sales contests and SPIFs with non-cash rewards 8

Joanna Bloor AVP Sales Operations [email_address]

What Were We Trying to Solve? ,[object Object],[object Object],[object Object],[object Object]

Why Was All of This So Challenging? Complicated Compensation Plan More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations More Calculations Complicated Calculations

How Has Xactly Helped Us Out? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What’s Next For Us? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Sam Chung VP Finance Systems & Compliance [email_address]

About Salesforce.com ,[object Object],[object Object],[object Object],[object Object],[object Object],Salesforce.com is the worldwide leader in on-demand customer relationship management (CRM) services. Salesforce.com is constantly building on that legacy by improving and expanding our award-winning suite of on-demand applications, our Apex platform for extending Salesforce, and our one-of-a-kind AppExchange directory of on-demand applications.

Key Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Solution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Solution – Process Architecture Create Oppty Activate Edit Oppty Microsoft Access ® Database Opportunity Custom Object Amortization Engine General Ledger manual manual Microsoft AE Order Contract Sales Operations AE

Benefits ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What’s Next ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Christopher W. Cabrera Founder, CEO & President Sam Chung VP Finance Systems & Compliance Joanna Bloor AVP Sales Operations QUESTION & ANSWER SESSION

S O P002 Queener 091707

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