Cloudbyz + Xactly

Drive sales performance success with the power of Xactly and Cloudbyz’s deep implementation expertise. Cloudbyz helps customers on Sales Performance Management advisory and consultation for customers in end to end sales performance management covering Sales Planning, Sales Operations, Sales Forecast, Compensation, Finance, and IT. We are trained and certified in several SPM disciplines, specializing in project planning, requirements-based vendor selection, implementation services and post-implementation support.

Xactly

Sales Performance Management

Sales performance management (SPM) is a data-driven approach to capacity and quota planning, territory mapping, incentive design, and continuous analysis to help organizations plan more effectively and maximize performance.

Sales Performance Management should start at the top of the company with a buyer-focused sales strategy including go-to-market strategy, value differentiation, and a high-level view of the technologies, tools, processes, and training solutions necessary to support the strategy.

A clearly defined structure gives your organization the firm base or foundation on which to implement Sales Performance Management. This includes the sales process, enablement, Customer Relationship Management, and Incentive Compensation Management that support consistent execution across the organization.


Strategic Sales Planning

Sales performance starts with sales planning. And as market pressures continue to reach new heights, growth strategy leaders are striving, but failing, to accelerate their planning processes fast enough. In order to be successful, sales organizations need a data-driven strategic sales plan that empowers teams to drive performance and achieve organizational goals that include the people, vision, and data of your business.

Strategic Sales Performance Planning Capabilities include:

  • Understand key challenges
  • Perform Review and Assessment of Capabilities, Process and Environment
  • Define Future Capabilities, Process and Solution Architecture
  • Requirements, Business Process Gap Analysis
  • Compensation Plan Design
  • Territory & Quota Optimization
  • Provide Recommendations & Roadmap

Best in class customer relationship management and sales process include:

  • Lead Management
  • Account & Contact Management
  • Opportunity Management
  • Sales Forecast Management
  • CPQ & Contract Management

Sales Performance Planning Capabilities include:

  • Sales Quota Planning
  • Territory Planning
  • Sales Compensation Plan Design
  • Commision Calculations
  • Compensation Payouts & Dispute Resolutions
  • Reporting & Analytics

Cloudbyz Sales Performance Management Services

Cloudbyz helps customers on Sales Performance Management advisory and consultation for senior management including Sales Operations, Sales, Compensation, Finance and IT. We are trained and certified in several SPM disciplines, specializing in project planning, requirements-based vendor selection, implementation services and post-implementation support.


Cloudbyz Services include:

Strategy Advisory Services:

Assess and Analyse current sales performance capabilities, processes and technology/tools and provide recommendations on future capabilities, process and technology/tools.

  • Understand key challenges
  • Perform Review and Assessment of Capabilities, Process and Environment
  • Define Future Capabilities, Process and Solution Architecture
  • Requirements, Business Process Gap Analysis
  • Compensation Plan Design
  • Territory & Quota Optimization
  • Provide Recommendations & Roadmap

lmplementation Services:

Plan, Design and Implement Sales, CPQ and Sales Performance Management solutions covering:

  • Project planning and management
  • Functional requirements and solution design
  • Configure Xactly Incent and Connect as per requirements
  • Data integration
  • Build, test and deploy
  • Develop Customer Training/Enablement Plan

Managed Services:

Provide operational support to Sales Operations and incentive compensation support covering plan changes, component configuration changes, approvals, commission payout reports and communications, dispute resolutions etc. Our managed services also include Xactly application support covering:

Post-Implementation Support Services
  • lssue management - acting as liaison with vendor help desk
  • Fiscal year plan changes and migration support
  • Ad hoc enhancements, report requests and miscellaneous technical support
Health Check Review
  • Understand key challenges
  • Perform detailed review of the environment
  • ldentify action items
  • Provide game plan for resolving issues/pain points

Case Study

Overview

An Information Services Company is a global provider of professional information, software solutions, and services for clinicians, accountants, lawyers, and tax, finance, audit, risk, compliance, and regulatory sectors. The Company is committed to helping professionals improve the way they do business and solve complex problems with confidence in an ever-changing world. The Company has an over 183-year legacy and their portfolio represents thousands of customers worldwide including 93% of the Fortune 500 companies.

The Challenge

Sales performance and compensation were manual and extremely difficult and inaccurate. With multiple globally spread divisions and complex compensation structures, the team at the Information Services Company was spending the bulk of their time manually calculating compensation for their growing sales team. Not only did this limit visibility, but it also prohibited them from looking at their data more strategically and designing programs that would inspire performance across the sales organization.

The Solution

The Information Services Company selected Xactly Incent™, along with Xactly Analytics™ for reporting and analysis. The Company integrated Xactly with its back office systems and Salesforce CRM to create an on-demand infrastructure to support its team of account managers, territory managers, channel managers and product specialists across the globe. Xactly’s rules-based commissions engine accurately calculates the proper pay-outs based on the plan’s many conditions. Now members of the sales team can log into Xactly from Salesforce using Xactly’s single sign-on feature and see where they stand in their compensation plan. The Company now uses a single system to manage sales compensation and drive sales performance for all of its sales regions around the world.

Results

With Xactly, the Information Services Company is supporting a highly sophisticated global compensation plans that aligns sales behaviors across its seven regions with strategic corporate goals, offering sales team members visibility into how they are being compensated, and why. The Company is also using Xactly Analytics to enhance information to sales people, via their incentive statement, as well as creating management reports. Having standardized on Xactly, the Company is enjoying the far-reaching advantage of a 100 percent SaaS solution, including easy integration, seamless and cost effective scalability, low entry costs and simple maintenance.

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