KPI Analytics Selects Xactly to Improve Sales Intelligence and Results

November 1, 2011

Tools

Demand Generation and Telesales Consultancy Taps Xactly Express to Drive More Impactful Leads for its Customers

SAN JOSE, Calif.--(BUSINESS WIRE)-- Xactly Corporation, the leader in on-demand sales compensation and sales performance management (SPM), today announced that KPI Analytics Inc., a demand generation and telesales leader, has selected Xactly Express to automate sales commission management and improve visibility for its growing sales team.

Founded in 2008, KPI Analytics delivers integrated business to business (B2B) sales and marketing support programs by leveraging world class tele-sales services, interactive marketing programs, sophisticated campaign and lead management technology. As the company grew, so did the complexity of its sales compensation initiatives – which recognizes both the lead and the quality of the lead. Tracked on spreadsheets, sales compensation was becoming unruly and time consuming to manage and could sometimes lead to sales rep being paid twice. In addition, the processes provided no real visibility to the sales team or leadership in terms of real-time sales performance.

“KPI Analytics is a firm believer that all leads are not created equal,” said Dowd McDonald, vice president of operations, KPI Analytics Inc. “Though managed on spreadsheets, it was hard to track and pay reps for the initial lead and then when the lead was validated as a strong prospect for customers. Xactly was exactly what we needed to alleviate this issue. Now we are able to incent reps to get higher quality leads for their customers’ right out of the gate. We are freeing up the hours it took management to calculate comp, enabling us to focus on what really will drive our business forward. With Xactly Express, we can now view sales compensation as a strategic differentiator.”

KPI Analytics is in the process of rolling out Xactly Express to half of its 60-person sales team and expects to be fully up and running within the next month. By managing sales comp with Xactly Express, KPI Analytics forecasts it will cut down the time spent calculating compensation and reduce payment disputes and inaccuracies. The company is also in the process of updating its sales comp structure, and will be able to weigh compensation based on results, incenting its sales team to hone its focus on the most profitable leads for their clients.

“With real-time visibility into payouts and the opportunity to earn larger incentives for driving the most profitable leads for our clients, we expect Xactly Express will help our team keep up its reputation as the most voracious and successful in the demand gen industry,” added McDonald.

“Effective sales compensation can help companies of all sizes sell more and compete better in the marketplace. By choosing Xactly as the backbone of their sales compensation initiatives, companies like KPI Analytics can incent sales and lead generation reps to perform in line with corporate objectives – improving results, productivity and morale,” said Chris Newton, vice president of marketing, Xactly Corporation.

Xactly Express is the industry’s first self-service sales compensation management software designed specifically for SMBs. With a guided, intuitive workflow, Xactly Express enables users with little to no compensation administration experience to rapidly create sales commission plans, calculate commissions, and export payments to payroll, all from a single, easy-to-use solution. An easy-to-navigate dashboard and Express Estimator functionality also help keep sales reps motivated and on track by always keeping them up to date on their compensation and potential earnings on any opportunity. Delivered in the cloud using the salesforce.com Force.com platform, Xactly Express can be up and running in a matter of hours, with no additional hardware or professional services investments.

Additional Resources

Xactly Express
Customer Testimonials
Follow Xactly on Twitter, Facebook and the Xactly Blog
Tweet this: To streamline #salescomp for its #SMB, @KPIAnalytics selects @XactlyCorp Express

About KPI Analytics

KPI Analytics offers an array of services specific to both the sales and marketing goals of any business. Through more than a half century of experience in supporting sales and marketing initiatives for the SMB and Fortune space, KPI Analytics has developed a deep understanding of corporate sales and marketing environments. From prospect list building to lead generation, creative services to marketing automation, or joint channel marketing initiatives to contract tele-sales, KPI offers comprehensive solutions that meet the very distinct needs of sales and marketing professionals…solutions that successfully drive revenue.

About Xactly Corporation

Xactly Corporation is the market leader in on-demand sales compensation and sales performance management. The company’s suite of sales compensation and related sales performance management products, enables sales and finance executives to design, implement, manage, audit and optimize sales commission management programs easily and affordably. Xactly’s solutions automate the process of aggregating data from disparate systems into a secure, hosted repository, and enable companies to leverage this business data, which is the lifeblood of sales performance management. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance, and maximize profits. The Xactly family of products is used by sales and finance executives, compensation analysts, sales operations and sales professionals across a variety of industries, ranging from SMBs to large enterprises. For more information, visit www.xactlycorp.com or call 1-866-GO-XACTLY (469-2285).