Xactly, a leading intelligent revenue software provider, helped a growing telecommunications company solve its significant incentive compensation challenges. The company’s focal pain point was compensation accuracy — its team was inundated with manual adjustments that were difficult to manage and prone to errors. By implementing Xactly's incentive compensation solution, Xactly Incent, the company achieved accurate compensation and gained the flexibility to scale as the company grew. Read on to learn how.
The Challenge
With more than 11,000 employees, the company needed a way to streamline its incentive compensation processes and ensure that its plans were driving the right behavior across its Sales team. The company’s goal was to get its calculations right the first time, without the time-consuming additional work of going back to correct errors. Due to the arduous process of managing compensation in an access database, it was often difficult for the company to reach this goal and accurate calculations became a central pain point.
The Solution
Xactly’s Sales Performance Management (SPM) platform was the best solution in the space due to its flexibility and ability to scale. By utilizing Xactly Incent, the company could spend less time validating data and making sure that the process was correct. In addition to its large Sales team, the company has been able to use Xactly to compensate and credit the right people on every deal, all while increasing the efficiency of those payments.
Xactly Incent offers the following key benefits:
- Focused visibility: Easily accessible compensation data and reports that provide insight into precise quotas, incentives, and performance.
- Accuracy and efficiency: Customizable crediting rules that enable employees outside of Sales, like the Support team, to be compensated based on a roll-up of activities.
- Transparency and trust: Data integrity that executives can trust to make critical business decisions.
Results
Following the implementation of Xactly Incent, the company observed the following results:
- Dramatic reduction in compensation errors
- Flexibility to scale as the company grows
- Better communication between the Compensation and Sales team
- Increased visibility and transparency into compensation for those on plans
