Xactly Augments Mobile Sales Apps

On the heels of Xactly's launch of Xactly Express for iPad, the San Jose-based on-demand sales compensation and sales performance management (SPM) provider is grooming a similar mobile application for its enterprise software solution, Xactly Incent.

This app will be geared toward "the on-the-road sales rep who gets [sales programs] on the fly," says Chris Newton, vice president of marketing for Xactly. "That's really been core to the application from the beginning."

Newton says this particular platform, Xactly Incent, best services companies with more than 100 sales representatives; Xactly Express is more suitable for SMBs with less complexity of solutions needed.

The Xactly Express for iPad app allows salespeople to track transaction progress and payments right from their tablet, as well as to follow quarterly or annual pay-outs; sales managers can share dashboards with their sales teams via their device. The app is currently available for download via the Apple App Store and Salesforce.com's AppExchange Mobile.

The enterprise counterpart to Xactly Express, Xactly Incent is broken down into service modules, which include Xactly Analytics, Xactly Modeling (to forecast expenses), Xactly Territories (for territory-planning and management), Xactly eDocs & Approvals, Xactly Sandbox (an on-demand data production solution), and Xactly Views (for customized reports).

Xactly will continue to add products in 2012, but Newton predicts the market will be less about the "new bells and whistles," and more about the drive toward adoption, awareness, and usage of SPM systems as a viable "way to minimize effort and upkeep while getting commissions paid accurately.

"We're watching online, social media, and gamification very closely," Newton says of Xactly's strategy in the coming year. "Compensation [in theory] is really not social, but we have dashboards driven by what's coming out of the CRM realm...to drive competition among teams [to] go beyond the standard compensation structure."

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