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Xactly, Intaact Announce Joint Sales, Marketing Partnership
TMCnet Contributing Editor
Xactly Corporation, a vendor of automated on-demand sales compensation management products, and Intacct Corporation, which sells on-demand financial applications, have announced what officials of both companies are calling "a strategic sales and marketing partnership to help drive customer adoption" and market awareness for their on-demand sales compensation and financial management products.
The companies will go to market with this partnership via a series of collaborative lead-sharing and lead-generation initiatives that will kick off in 2007.
Steve DeMarco, Xactly, vice president of business development, said both companies are "firm believers in multi-tenant on-demand as the preferred software delivery model," and each markets to finance executives who "have a pressing need to track the entire customer lifecycle, from the point of transaction through the commission paid to the sales rep."
"A company's financial data is incomplete without its sales compensation plan," said Robert J. Jurkowski, CEO and president of Intacct Corporation.
Intacct customers will be able to use the Xactly Data Management application module to facilitate deployment and integration of Xactly Incent within their Intacct applications.
When Xactly Incent is used alongside Intacct's on-demand financial, supply chain, project management and business intelligence suite, Xactly officials say, finance executives "gain a real-time, comprehensive view of the customer." Users pay neither for hardware nor software as the applications are delivered as a monthly subscription service over the Internet.
In November Xactly said that recent market research findings and growth projections support its focus and strategy to deliver on-demand sales compensation products. Recent market analyst research cited by the firm suggests sales performance management is "a fast-developing category" which is "likely to be dominated by the leading sales incentive compensation management vendors," company officials say.
"There exists a tremendous green field opportunity for Xactly to capitalize on the intersection of sales performance management and Software-as-a Service," according to Christopher W. Cabrera, Xactly founder, president and CEO.
Cabrera said his company offers "a true multi-tenant on-demand sales compensation management application with data management and analytics capabilities," giving companies "access to a central repository for sales performance-related data from ERP/order management, HR, product, CRM and other front- and back-office applications."
The Xactly Incent on-demand sales compensation management tool is sold primarily to sales and finance executives, compensation analysts, sales operations and sales pros. Its rules-based, services-oriented architecture lets customers build different compensation plans and manage incentive compensation with what Xactly officials describe as "minimum initial investment and low cost of ownership."
A couple weeks ago oft-quoted tech research firm Gartner (News - Alert), released their "Predicts 2007: Diversity Persists in the CRM SFA Market," in which analyst Michael Dunne writes that a sales performance management market "will coalesce around best-of-breed vendors largely originating from the sales incentive compensation management market. This is the domain that has developed into a sustainable, discrete market."
David Sims is contributing editor for TMCnet. For more articles please visit David Sims’ columnist page.
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