Leverage Your EBusiness Suite as Part of Your Sales Performance Management Strategy

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Leverage Your E-Business Suite as Part of Your
Sales Performance Management Strategy

• January 17, 2008

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Agenda

• Xactly Overview
• On-Demand Sales Performance Management
• Best Practices for Sales and Finance Integration
• QA

Mark Bowman Xactly Corporation
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About Xactly

• Leader in on-demand sales compensation and sales
  performance management
• Target companies with 2,000 or fewer payees
• Focused on automating key business processes for
  finance and sales
• World-class management team with 30 years of
  combined domain experience
• Significant customer and partner traction

Pioneering a New Paradigm in Automating Sales
Performance.
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Automating the Process of Sales Performance
Management
On-Demand Hosted Repository
HR/Payroll Processing

• Sales Compensation Analytics
• Product Profitability Analytics
• Customer Analytics
• Sales Performance Analytics

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Delivering Cross-Functional Value
Sales
Finance
IT

• Sell more of theright stuff
• Improve sales behavior
• Forecast and automate incentives
• Increase profits
• Real-time visibility commission statements,
  Contests, SPIFs

• Easy automation of complex compensation plans
• Reduce errors
• Comply with Sarbanes-Oxley
• Route and track compensation plans and
  certification letters
• Model and analyze plan changes

• 100 on-demand delivery
• True multi-tenant solution with SAS 70 Type II
  certification
• No software or hardware to support
• Cost-effective, pay-as-you go subscription fees
• Seamless data integration

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Experiencing the Benefits
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• Flexible, rules-based compensation engine
• Intuitive compensation plan design,
  implementation and maintenance
• Real-time visibility into incentive compensation
  plans commissions, bonuses, draws, SPIFs
• Real-time what if calculations
• Web-based reporting for the entire organization
• Plan Document and Certification Letter
  configuration, routing and tracking
• Integration with leading on-demand CRM
  applications

• Benefits
• Increase profits
• Increase sales effectiveness
• Gain competitive advantage
• Reduce TCO
• Comply with Sarbanes-Oxley

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On-Demand Sales Performance Management
Company Confidential
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Sales Performance Management Four Core Process
Components
Monitoring and Analyses
TerritoryManagement
QuotaManagement
Sales ICM
Source Gartner
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On-Demand Sales Performance Management
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Best Practices for Sales and Finance Process
Integration
Company Confidential
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Best Practice 1Automate the Process of
Collaborative Communication Compliance

• Automate the process of creating, routing and
  approving compensation plans, certification
  letters and other sales documents
• Review and approve incentive payments before
  releasing to payroll
• Provide sales management visibility into
  individual, group and company performance
• Resolve issues quickly with a single point of
  reference for compensation and sales performance
• Easily audit payments to order details
• Enhanced regulatory compliance support

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Best Practice 2Provide Immediate Response to
Stakeholders

• Proactively manage disputes and foster trust with
  stakeholders
• Enable fast and proactive responses to
  ever-changingmarket conditions
• Provide sales and finance real-time Web-based
  visibility
• Motivate sales through real-time incentive
  estimations and sales performance analytics
• Enable easy and auditable communication between
  the sales team and administrators such as
  real-time chat
• Facilitate sales team blogs for sharing best
  practices

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Best Practices 3 Proactively Manage Credit
Allocation for the Channel

• Manual Process
• Collect data from partners
• Cleanse data
• Assign credits to channel partner
• Feed to spreadsheet
• Eventually reps get paid

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Streamline and Automate Channel Sales Compensation
Company
Dealer Reps

• Automatically collects POS data
• Automatically assigns sales reps and teams based
  on your rules
• Reps get Web-based visibility
• Timely payments
• Visibility into channel performance

Dealers/VARs
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Best Practices 4 Provide Informative Modeling
Create Multiple Model Scenarios
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Best Practices 4 Provide Informative Modeling
Calculate Results Based on Scenarios Analyze
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Best Practice 5 Provide Seamless Integration
to Front- and Back-end Systems

• Ensure seamless connectivity to CRM and other
  sales and finance applications
• Facilitate easy transfer of compensation data for
  payroll processing
• Provide connectivity to all major front-end and
  back-end systems in the Sales Performance Process

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Integration with Siebel CRM On Demand and others
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• Worlds first on-demand SPM integration platform
  that connects any system to Xactly Systems
• Connect customer and sales data with other
  enterprise systems and business processes

Data
Data
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Seamless Connectivity to Any Payroll Processing
Provider

• Provide accurate and efficient incentive payment
  processing
• Provide seamless connectivity to all payroll
  processing providers via easy to use Xactly
  Payroll Navigator
• Ability to create and configure multiple payroll
  templates for immediate payroll processing

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Eight Requirements for Effective Sales
Performance Management
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Call or visit our web site to learn how to
http//www.xactlycorp.com
1-866-GO-XACTLY
Company Confidential