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Company: Xactly Corporation
Started: 2005
Located: San Jose, California
Geography: Global
Market: Sales Performance Management
Products: Xactly Incent
Key Customers: Cablevision, CNET, DHL, Invitrogen, John Hancock, Motorola, PayPal, Salesforce.com, SuccessFactors, and Time Warner Cable.
Website: Xactly Corporate Website
Recent News:
XACTLY NAMED TO JMP SECURITIES’ HOT 100 SOFTWARE COMPANIES
XACTLY NAMED FINALIST FOR 2009 SOFTWARE INNOVATION AWARD
XACTLY NAMED 2009 AMERICAN BUSINESS AWARDS FINALIST
XACTLY CORPORATION WINS BEAGLE RESEARCH’S 2009 “CRM WIZKIDS” AWARD
I asked Chris Cabrera, Xactly’s Chief Executive Officer a few questions about his business and his view of the SaaS market in 2009.
Did you start out as a Software-as-a-Service company?
From the company’s inception, Xactly architected its application suite from the ground up to be 100% multi-tenant SaaS. Xactly currently provides the market’s leading SaaS application allowing companies to replace spreadsheets and automate the process of sales compensation management.
Why do your customers buy from Xactly?
The vast majority of companies today rely on a disjointed combination of Excel spreadsheets, email, manual and paper-based methods to manage the sales compensation function. Some companies evaluate packaged or on-premise sales compensation management solutions, but typically find these products complex, time-consuming, and too expensive to purchase, deploy, operate and manage
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Xactly offers the leading pure SaaS solution for automated sales compensation management, allowing customers to move beyond spreadsheets to effectively design, deploy, manage, communicate and audit their sales compensation programs—and more effectively drive greater top- and bottom-line performance.
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What do you see as the key trend emerging in the SaaS industry?
There seems to be a theme around cloud computing recently which can confuse buyers with promises of hosted infrastructure providing scalability versus true multi-tenancy which provides ultimate flexibility, productivity and sharing of one application for many. The cloud is not meant to reduce the imperative of multi-tenancy (as compared to single-tenancy or virtual-tenancy), but does serve as a better visual to aid in the notion that there is no need for anything on-premise. The cloud also helps companies to better appreciate the interoperability benefits between best-of-breed SaaS vendors (e.g. Xactly, Salesforce.com, SuccessFactors, Workday, etc.).
What is your outlook for 2009?
We are very bullish on the future of SaaS and specifically the sales performance management market. Regardless of company size or industry, Xactly helps companies impact the behavior of their sales teams, enabling customers to discover new and innovative ways to motivate sales behaviors to directly impact the bottom line. We certainly expect to see more consolidation in the SaaS market, but at the same time, we expect to see deeper interoperability between true SaaS applications, offering customers best-of-breed integrated solutions exposing the power of what is possible with SaaS.
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Thank you to Chris Cabrera, Karen Steele and Samantha Morre for contributing to this profile.
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