cloud: session 9: compensation and motivation in the cloud
TRANSCRIPT
Compensation and Motivation in the Cloud
Cloud
Chris Newton
VP Marketing, #XactlyCorp, www.xactlycorp.com
4/26/2012 ©2012 SugarCRM Inc. All rights reserved. 2
Compensation and Motivation in the Cloud
VP Marketing | Xactly
Chris Newton
LEADER IN SAAS INCENTIVE
COMPENSATION MANAGEMENT
FASTEST GROWING PROVIDER
– OVER 400 CUSTOMERS
FOCUSED EXCLUSIVELY ON
INCENTIVES AND COMPENSATION
MANAGING >$6 BILLION IN
COMPENSATION ANUALLY
MEET XACTLY
COMPENSATION
EXPERTSNOT PROGRAMMERS
FOCUS AND EXPERIENCE MATTER
NBC UNIVERSAL
“We looked at all the major players and
Xactly blew everyone away. They are all
IT & comp geeks – exactly what I was
looking for.”
Eric Johnson, VP of Commercial
Excellence, NBC Universal
TECHNOLOGY
CUSTOMER
1
CUSTOMER
2 CUSTOMER
3
CUSTOMER
4CUSTOMER
5
RAPID PREDICTABLE DEPLOYMENT
FASTER TIME TO VALUE
SELFCONFIGURABLE
AGILITY
MEET DYNAMIC NEEDS
WITHOUT MESSY CUSTOMIZATIONS
SERVICE
INNOVATION
KEEP COSTS DOWN
TEST ONE VERSION
BETTER QUALITY
PRODUCT
ALWAYS CURRENT
HIGHLYSECURE
SECURITY
INTEGRATION
SCALABILITY
F500 CUSTOMERS
THOUSANDS OF PAYEES
Incentives Work
How do we know: Science
How do we know: Stop smoking now!
How do we know: The Math Problem
Why don’t we use incentives more?
Wrong
Lack of Visibility
Misalignment
Why do we mess it up?
146%
7%
36%37%
25%
PROVEN CUSTOMER SUCCESS
FASTER REVENUE GROWTH
MORE REPSMAKE
QUOTA
SHORTERSALES
CYCLES
QUICKER
SALESLOWERSALES
TURNOVER
Return to science
Fix: Use the right technology
Right tools: Leaderboards
Right tools: Mobile
Fix it: Expand it
Expanded incentives in effect
Expanded incentives in effect
Too Soon!
Too Late!
On Time.
INSIGHTS
TURNOVER AMONG TOP PERFORMERS?
QUOTA ATTAINMENT BY POSITION?
HOW MANY PAID ON EACH DEAL?
COMPARED TO YOUR PEERS…
Incentives
4/26/2012 ©2012 SugarCRM Inc. All rights reserved. 33
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