CRM - January 2008 - (Page 49)

in this issue ■ CRM USER COMPANIES References are to the first page of the story or section in which the company appears. Amazon.com 24 Ciena Corp 43 Education.com 24 Facebook 17 Honeywell Aerospace 43 Insurance.com 43 McMahon Truck Group 43 RE:TOOLING BY COLIN BEASTY Business Problem: Sales compensation management Tech Solution: solutions Compensating salespeople is at the very core of the selling process, but being able to accurately track those bonuses across multiple lines of business, tiered sales plans, and third-party reps has always been a challenge. Fortunately, that’s now the job of sales compensation management (SCM) solutions. These tools give companies modeling and forecasting abilities to accurately track compensation, more quickly deploy new sales plans and revised distribution strategies, and drive a salesperson’s behavior to align with corporate sales strategies. > > Product: Inability to drive a sales force’s behavior, rapidly deploy new sales plans, or effectively track and pay compensation and bonuses. Netflix 24 Red Pocket Mobile 43 Siquis 24 Smith Barney 30 Spirit Airlines 24 US Appliance 24 Viacom Brand Solutions International 24 Callidus TrueComp Delivery Model: Web-based or installed software Price: TrueComp On-Demand starts at $50 per user per month. The on-premise solution offers identical features and pricing is available upon request. Business Benefits: TrueComp helps executives make better incentive decisions and provides timely visibility into channel operations and the flexibility to deploy new sales and distribution strategies and tactics. These solutions help align individual sales strategies with overall corporate objectives. Functionality: TrueComp comes with support for multiple business units and multiple currencies for global deployments, and includes modeling and forecasting capabilities to eliminate financial surprises. TrueComp also comes with out-of-the-box functionality for compensating direct and indirect sales channels, such as third-party vendors and sales forces. Contact: Callidus Software at 1-866-812-5244; email at info@callidussoftware.com; or visit www.callidussoftware.com. > > Product: > > Product: ■ADVERTISERS Accent back cover www.accentonline.com 1-866-623-0018 Centive Compel Delivery Model: Web-based software Price: Subscription-based with a tiered structure and a maximum fee of $50 per user per month. Business Benefits: Compel helps create, manage, and optimize effective sales compensation programs to improve performance and increase revenue growth. The software aligns sales teams with missioncritical goals; helps manage individual and team performance; and provides an automated, centralized, and Sarbanes-Oxley–compliant solution for modeling compensation plans, forecasting commission expenses, and accurately calculating and reporting commission and bonus earnings. Functionality: Interactive Web-based dashboards provide sales reps and their managers with secure access to key performance and earnings information. By integrating with CRM systems, Compel displays potential commissions based on specific opportunities in the rep’s pipeline—information that helps managers focus on the right business to maximize company revenue, profitability, and sales-rep earnings. Compel provides administrators with an easy-to-use, patent-pending solution for building and modeling sales compensation plans and automating the entire commission accounting process. CRM magazine 23 www.destinationCRM.com/subscribe destinationCRM.com inside back cover www.destinationCRM.com LongJump inside front cover www.longjump.com/crm sales@longjump.com Packet8 11 www.Packet8.net 1-866-913-7684 RightNow Technologies 9 www.rightnow.com/nikon SalesGuru.com 37 www.salesguru.com Sterling Commerce 5 www.sterlingcommerce.com/retail Contact: Centive at 1-877-CENTIVE; email at info@centive.com; or visit www.centive.com. Xactly Incent Delivery Model: Web-based software | Price: Subscription-based pricing; $50 per user per month. Business Benefits: Xactly’s flagship application enables companies to improve sales effectiveness and maximize profits by helping design, implement, manage, audit, and optimize an SCM program to the specific needs of each business. The software is designed to leverage business data to further automate complementary business processes—sales performance management, finance, and human resources—with operational performance improvements, processes, and analytics. Functionality: The suite of modules includes Xactly Data Management, which facilitates data integration with disparate data sources such as ERP, CRM, and HR applications; Xactly Analytics (provides a rich set of analysis and reporting tools, as well as trend-revealing dashboards); Xactly Modeling (automates compensation-plan, organizational, and forecast-expense modeling); and Xactly Rewards (manages comprehensive noncash reward programs to motivate and reward performance). ■WEB EVENTS Microsoft Webinar 21 www.destinationcrm.com/webevents/ microsoft/09jan2008 Contact: Xactly Corporation at 1-866-GO-XACTLY; or visit www.xactlycorp.com. Contact the editors at editor@destinationCRM.com. CUSTOMER RELATIONSHIP MANAGEMENT | JANUARY 2008 49 http://www.callidussoftware.com http://www.callidussoftware.com http://www.centive.com http://www.accentonline.com http://www.destinationCRM.com/subscribe http://www.destinationCRM.com http://www.longjump.com/crm http://www.centive.com http://www.Packet8.net http://www.xactlycorp.com http://www.rightnow.com/nikon http://www.salesguru.com http://www.sterlingcommerce.com/retail http://www.xactlycorp.com http://www.destinationcrm.com/webevents/microsoft/09jan2008 http://www.destinationcrm.com/webevents/microsoft/09jan2008

Table of Contents Feed for the Digital Edition of CRM - January 2008

CRM - January 2008 Contents Front Office Reality Check Customer Centricity The Tipping Point Facebook's About-Face On the Scene: Oracle OpenWorld 2007 CRM Market Set to Double Customers, Meet your Makers Required Reading Oh, Behave! Fine-Tuning the Channel Listen Up! The Master Piece Flying High on Customer Service Let's Get Digital The Big Rigs Get Revved Up Putting Asia in Your Pocket Secret of My Success Connect Re:Tooling Pint of View

CRM - January 2008

For optimal viewing of this digital publication, please enable JavaScript and then refresh the page. If you would like to try to load the digital publication without using Flash Player detection, please click here.