Xactly Upgrades On-Demand Sales Compensation Management Tools - InformationWeek

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Xactly Upgrades On-Demand Sales Compensation Management Tools

Xactly unveils an upgrade of its online sales compensation management service, and launched a set of application programming interfaces for connecting to other business systems.

Xactly Corp. on Monday introduced an upgrade of its online sales compensation management service, and launched a set of application programming interfaces for connecting to other business systems.

In addition, the San Jose, Calif., company introduced two complementary modules for its flagship product.

Xactly Incent 3.2 includes more flexible calculation controls, and the ability to evaluate order information through custom validation checks before processing, company officials said. Other upgrade enhancements include the ability to manage certification letters, which sales reps must sign to state they are not involved in any third-party side agreements. The feature is meant to augment a company's Sarbanes-Oxley compliance initiative.

Xactly Incent is focused on the compensation side of a mid-sized company's sales performance management system. The software-as-a-service offering is meant to make the tracking and design of sales compensation plans more efficient by reducing the need for traditional spreadsheet-based processes.

Xactly Incent can be used with SaaS systems focused on managing customer and sales data, such as Salesforce.com. The company's new Xactly Connect is a set of XML-based APIs for connecting to other on-demand systems or internal business applications, such as financial systems. Xactly also offers connectors to SAP, Oracle and other ERP systems through partnerships with Pervasive Software and Informatica.

Along with the Incent upgrade, Xactly unveiled its Modeling module that helps business and finance managers determine the impact of changes to commission expense forecasts and compensation plans before the changes are implemented. The company also released a Rewards module that's integrated with Incent, and manages a company's non-cash sales incentive plans.

Xactly Incent 3.2 costs $50 per subscriber per month. The Rewards and Modeling modules cost an additional 5% to 10% a month each.

Over the next 18 months, Xactly plans to ship other modules to extend the capabilities of Incent. The applications include Territory Management, which enables companies to define accounts, territories, and hierarchies; Quota Management, which automates quota allocation and analysis based on territory goals and makeup; and Price Management, which identifies, analyzes, plans and manages what products have been sold to which customers and at what price point.

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