• October 2, 2006
  • By Colin Beasty, (former) Associate Editor, CRM Magazine

Xactly Ties SCM to Data Management and Analytics

Xactly released two new products today that support its on-demand sales compensation management solution. Xactly Data Management is an integration solution that facilitates deployment and integration with the company's flagship compensation application (Xactly Incent), according to the company. The company also released Xactly Analytics, an on-demand BI solution to allow users to slice-and-dice sales compensation data.

Xactly Data Management will allow companies to integrate Incent with the disparate data sources of other enterprise applications, such as ERP, CRM, and HR, along with a multitude of other databases. The solution comes equipped with approximately 180 prebuilt connectors to a number of CRM applications, including Salesforce.com, SAP, all Oracle product lines, Great Plains, Microsoft CRM, and SalesLogix, according to Chris Cabrera, CEO and president of Xactly. On average, Xactly customers were being forced to pull data from six to 10 disparate data sources, according to Cabrera, which provided much of the motivation for designing a data management solution.

The data repository that Xactly Data Management creates also provides the foundation for Xactly Analytics. The postsales data that is stored in Xactly Data Management provides the perfect information to conduct sales analytics with, Cabrera says. "It has all the data, such as what products were sold, to whom, through what channels, and for what prices. A sales team can look back at those numbers, slice and dice them, and draw conclusions about their sales force and products."

The company partnered with Cognos for Xactly Analytics, selecting the vendor for its strong emphasis on on-demand BI, which fit perfectly with Xactly's delivery model. The software leverages the capabilities and functionality of Cognos 8 BI, which forms "the foundation of Xactly Analytics," Cabrera says.

The data management abilities that Xactly now offers is a step in the right direction for the on-demand market, says Laurie McCabe, vice president of SMB insights and solutions at AMI-Partners. She says there have been questions about the integration capabilities of on-demand solutions with other enterprise applications. "Historically, this has been a problem for vendors," [Xactly's] data management solution is an example of a solution that helps bridge that gap."

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