Logo
BodyBGTop
Siebel Users Can Now Be Xactly Motivated
Xactly's compensation management software will give Siebel CRM On Demand users a quick look at future commissions.
Posted Nov 13, 2007
Page 1



In a move reflecting the acceleration of the market for sales incentive compensation management (ICM) software, and as part of the rash of product announcements coming out of Oracle OpenWorld, Xactly Corp. announced Monday its new Xactly Direct Connector for Oracle's Siebel CRM On Demand.

San Jose, Calif.-based Xactly promises the pairing can motivate salespeople -- and thereby increase a company's bottom line -- by enabling them to compute their future commissions. Xactly Incent handles the raw commission/bonus data while Siebel tackles the sales side by building forecasts and creating campaigns, among other tasks. The move integrates Xactly Incent with the CRM application, allowing users to sign onto only one system -- Siebel -- and to share data between the two systems, says Karen Steele, Xactly's vice president of marketing.

"We manage commissions and bonuses so we're the other end of people managing deals," Steele said. "But if you can tie the two so you can see incentives, that drives results."

While variable sales compensation plans can promote strategic sales behaviors, such plans work best when salespeople are also getting real-time visibility into how they're being paid. The new software integration allows Siebel users to call upon Xactly's incentive estimator feature to calculate potential sales commissions, bonuses, and payments, Steele says.

The salesperson's individualized compensation plan and incentive calculation rules are imported transparently into Siebel CRM On Demand, allowing the rep to run what-if scenarios against live Siebel CRM opportunities to maximize commissions and in accord with the strategic compensation plan.

"Say I'm an individual rep: I can run a 'what-if' in Siebel to see, 'If I close these five deals, what opportunities does that give me?' " Steele says. "I can see what my bonus would be if they land these particular five leads."

The integration aids not just individual salespeople, but the overall company, as well: A motivated sales force makes for greater sales. Managers can keep tabs on the sales force by drilling down within the integrated application to track how individuals are performing against a given plan, Steele says.

The integration of Xactly and Siebel -- and other similar pairings of CRM and ICM systems -- is a natural combination, Steele says, referring to the move as an example of the Web 2.0 trend known as a mash-up. This deal in particular allows Siebel customers to extend their CRM investments, says Mary Wardley, research vice president of CRM Applications at market analysis firm IDC.

In fact, the sales ICM market is quickly accelerating, as businesses come to realize the link that incentive compensation applications can create between back-office processes and customer-facing operations, adds Wardley, who co-authored an IDC report released earlier this month that characterized the ICM market as ripe for advancement. Increasingly complex compensation programs crying out for automation, Sarbanes-Oxley compliance pressures, and the advent of on-demand solutions that are affordable for a wide range of companies are all helping to drive market growth, she says.

"Sales incentive compensation management helps companies align selling strategies to corporate business objectives and has a measurable impact on execution," Wardley says. "With increased visibility, sales reps will see where to focus their energies based on potential commission payments while management will be better situated to align their sales efforts with corporate objectives."


Related articles:

Feature: Pay Day
You track your sales team's numbers -- and so does each member of the team. Here's what you need to know about the business of sales compensation, and how you can make it work for all of you.

Feature: Dangling the Carrot: Drive Your Sales Force to Profitability
Selecting and implementing the proper sales compensation tool to drive and motivate your sales force is more important than ever.

Feature: Is Your Compensation Plan Undermining Your CRM Initiative?
How to create incentive plans that are in line with your corporate strategy.

Sales Incentive Software Set to See More Sales
The market for incentive compensation management continues to expand, as more companies recognize its ability to drive growth.

ADP Hopes To See Deal with Centive Pay Off
The benefits-administration company looks to increase sales performance through Centive's incentive compensation management.

Xactly Does Incentive Management for SMBs
The sales compensation systems provider releases a managed service that takes the labor out of wrangling incentives.

Xactly Adds Breadth and BI
The on-demand sales compensation management vendor announces sales-driven analytics and more, along with a roadmap for diversified offerings.

Xactly Ties SCM to Data Management and Analytics
Two new products address the growing popularity of integrating on-demand apps with other solutions and analytics.

Xactly Incentivizes the Plan
The company adds plan-document approval to its on-demand offering and announces the latest AppExchange victim.

Sales Compensation Gets Into Relationships
A new application from Xactly provides currency conversion and the ability to calculate pay rates based on relationships with a company.

Money Matters
New incentive management solutions deliver top-flight tracking and compensation information to companies and reps alike.

More Than Just the Money
Money is a prime motivator when it comes to compensating a sales force, but a new study finds that there are incentives -- and barriers -- other than Uncle Sam.

Sales Compensation is Back, Baby!
The market is experiencing growth for the first time in years as vendors introduce new delivery models and applications to drive strategic value.

Homegrown Sales Compensation Systems Fail to Fly
Purpose-built sales management apps could solve problems, but smaller businesses haven't caught on yet.

Viewpoint: Automate Your Sales Compensation Program
On-demand systems eliminate sticker shock.

Viewpoint: Incentives in an On-Demand World
When it comes to software-as-a-service, automated incentives are their own reward.

Viewpoint: Leveraging Compensation to Drive Performance
Strategic sales compensation management goes well beyond simply calculating commissions.

Viewpoint: Bringing Sales Compensation Management into the 21st Century
Automate sales compensation management -- doing so adds significant value to the entire sales process.

Viewpoint: Sales Compensation Best Practices: Executive Analytics
Sales managers must beat the clock when it comes to executing compensation analytics.

Viewpoint: Sales Compensation Best Practices: Plan Design
Designing new plans.

Viewpoint: Sales Compensation Best Practices: Modeling
Plan modeling and forecasting.

Page 1
To contact the editors, please email editor@destinationCRM.com
Every month, CRM magazine covers the customer relationship management industry and beyond. To subscribe, please visit http://www.destinationCRM.com/subscribe/.
Learn more about the companies mentioned in this article in the destinationCRM Buyer's Guide:
{0}
Search
Popular Articles
 

BodyBGRight
Home | Get CRM Magazine | CRM eWeekly | CRM Topic Centers | CRM Industry Solutions | CRM News | Viewpoints | Web Events | Events Calendar
DestinationCRM.com RSS Feeds RSS Feeds | About destinationCRM | Advertise | Getting Covered | Report Problems | Contact Us