Xactly Strengths, Domain Expertise, and Key Differentiators
Xactly has helped thousands of companies and millions of sellers around the world beat their revenue targets. Using the Xactly Intelligent Revenue Platform (IRP), leaders look past the current quarter to create revenue streams for long-term growth. It is the only solution that aligns seller behavior with boardroom strategy to create a resilient, predictable, and profitable business.
With an open, standards-based architecture, Xactly seamlessly integrates within an enterprise’s existing infrastructure, with the ability to work with any ERP, CRM, or HCM application, while meeting the highest enterprise standards in security, reliability, and privacy. Combined with Xactly Insights, the industry’s only empirical data platform, Xactly empowers companies with real-time compensation insights and benchmarking data that maximize the bottom line.
With over 16 years in market and four major software acquisitions, Xactly has built out a complete Intelligent Revenue Platform that drives automation, collaboration, data-informed decision making, forecasting and, ultimately, the ability to prioritize the right deals and adjust to go-to-market changes in order to drive profitability, predictability and resiliency. Xactly customers can leverage Xactly's 16 years of objective, relevant benchmark data from thousands of companies and millions of sales reps to answer critical questions.
A native SaaS model gives Xactly the ability to offer superior customer support since we're not managing and maintaining multiple product versions. Xactly was founded as a true SaaS software company in 2005. Following in the steps of the first client and longest standing customer and partner, Salesforce.com.
Xactly is all about Usability. Designed and built for the business user, Xactly’s solution provides the perfect combination robust flexibility and ease of administration. Our purpose-built but extensible approach allows best practices to be embedded in our applications without restricting the flexibility that enterprise organizations need. It is highly configurable by the end user, and all components boast point-and-click functionality utilizing business language. No programming skills are required. There are no coding, scripting or data mapping requirements for the business users.
Xactly Recent Developments
In May 2021, Xactly published its new, complementary revenue transformation service, Xactly Transform, which provides enterprise organizations with the expertise needed to unlock immediate and long-term value from Xactly’s revenue intelligence and performance solutions. With this new service, Xactly is helping clients accelerate digital modernization by creating a strategy, building the business case for these initiatives, and creating an execution roadmap.
In May 2021, Xactly made a new offering called Operational Sales Management (OSM). Advancing Xactly’s expanded industry mission, OSM unifies enterprise sales organizations with agility, by delivering pathways to revenue that connect data, increase ROI, and drive growth. By unlocking agility in sales, Xactly is powering digital transformation for its customers. With these new streamlined processes, customers are able to quickly change and take new approaches to quotas, territories, roles and targets with their sales organizations based on shifting market dynamics.
The first half of 2021 has been marked by product innovation and key launches which had an immediate and positive effect on the bottom line. The company introduced its Xactly Intelligent Revenue Platform, which aligns seller behavior with boardroom strategy to create a resilient, predictable and profitable business. To support adoption and shorten time to value for customers, the company also launched Xactly Transform, a service offering designed to accelerate digital transformation.
In May 2020, Xactly published the launch of Xactly Forecasting, a solution that leverages Xactly’s rich data analytics to provide sales leaders with an accurate picture of multi-level sales forecasts down to individual deal health. Xactly Forecasting is an extension of Xactly’s holistic SPM portfolio. Xactly Forecasting uses advanced artificial intelligence and machine learning capabilities to automate and systematize the sales forecasting process, which enhances the precision of forecast numbers — solving a major concern that has long impacted enterprise sales organizations.
The Xactly Forecasting product was also a key contributor to first-half revenues, as sales grew by 140 percent. The company anticipates continued acceleration in revenues from this solution based on strong customer outcomes, such as those seen by St. Louis-based Balto.
In October 2019, Xactly introduced a major enhancement to its SPM Platform: Xactly Forms. This new product creates interactive forms and logic to drive collaboration and data input across business processes. This announcement comes on the heels of AI capabilities that were rolled out in June to predict ramp, quota, and seasonality. Together, these enhancements represent the company’s commitment to extend the capabilities of its SPM platform while also empowering enterprises to optimize their sales organizations with the power of AI.
Xactly sources user-defined historical data to illuminate organizational patterns in sales, bookings and employee attrition, giving sales leaders precise insight into the ebb and flow of their sales activities and workforce. The product’s new capabilities predict factors that affect seasonality, such as headcount, new hire ramp-up, and early-stage quota-setting to help align planning with broader business objectives. Customers can leverage these predictive capabilities, tailor them to their needs, and break down planning by territory and information type.
In April 2018, Xactly opened a new EU data centre. Customers around the globe are rapidly adopting Xactly’s cloud-based incentive solutions to improve sales intelligence and performance. Fueled by this global demand, Xactly opened a new EU data centre and continues to add a record number of new customers in the region, including Beekeeper, Finastra, HighQ, Procurement Leaders, Quinyx.
In February 2018, Xactly acquired Obero, a growing sales performance management (SPM) company. With the acquisition, Xactly adds proven ASC 606 / IFRS 15, sales planning, and incentive management (ICM) capabilities to its market-leading enterprise SPM portfolio. Customers can now reduce risk, ensure compliance and maximize results with the industry’s most complete, enterprise-grade SPM suite, including sales and territory planning, quota management, incentive management, analytics, and big data intelligence.
In November 2017, Xactly incents for the Quip Collaboration Platform, empowering companies to embed sales compensation data in any quip document.
Xactly Mergers and Acquisitions (M&A) Activities
In March 2021, Xactly acquired TopOPPS, a company focused on artificial intelligence (AI), sales pipeline management and forecasting. With this strategic acquisition, Xactly is expanding beyond Sales Performance Management to deliver a first-of-its-kind, end-to-end platform for Revenue Operations (RevOps). The combination pairs Xactly’s rich empirical data set and purpose-built AI with TopOPPS’ capabilities in one platform to advance the quality and scope of data-driven decision making throughout the revenue lifecycle. By introducing behavioural data-driven forecasting and pipeline management, a new standard of intelligence is redefining revenue performance and shattering status quo thinking.
In September 2018, Xactly acquired OpsPanda, an artificial intelligence-based sales resource and capacity planning application provider. Xactly will now offer customers a data-driven, prepackaged and integrated sales planning solution that covers territory design and quota allocation, as well as workforce and capacity management. With the OpsPanda acquisition, Xactly brings AI to all aspects of SPM, from sales planning to incentive compensation.
By maximizing transparency in the planning process, Xactly’s sales planning solution suite empowers organizations to increase alignment with business goals. Most importantly, it provides an actionable and ongoing data-driven analysis of sales performance against financial targets, to continually inform hiring, capacity allocation, and quota management.
In February 2018, Xactly acquired Obero, a growing sales performance management (SPM) company. With the acquisition, Xactly adds proven ASC 606 / IFRS 15, sales planning, and incentive management (ICM) capabilities to its market-leading enterprise SPM portfolio. Customers can now reduce risk, ensure compliance and maximize results with the industry’s most complete, enterprise-grade SPM suite, including sales and territory planning, quota management, incentive management, analytics, and big data intelligence.
Xactly was acquired by Vista Equity Partners for $564M. The acquisition – which combines Xactly’s product and industry leadership with Vista’s strategic and operational expertise for high-growth SaaS companies – begins the next phase of growth for Xactly, in which the company will continue to focus on innovation and thought leadership in cloud-based incentive compensation solutions.
Xactly Customers in ARTW Customer Database
Leveraging a rigorous data-centric research methodology, APPS RUN THE WORLD asks the simple question: Who’s buying Xactly applications and why? And we provide the answers – supported by decades of research – to our clients around the world. Our Customer database has over 100 data fields that detail company usage of Xactly and other enterprise apps by function, customer size, industry, location, implementation status, partner involvement, Line of Business Key Stakeholders and IT decision makers contact details. List of Verified Xactly Cloud customers.
Xactly Overview
Ownership: - Vista Equity Partners
Number of Employees: 800
Functional Markets: SPM,
Key Verticals: Aerospace and Defense, Automotive, Banking and Financial Services, Communication, Construction, Real Estate, Consumer Packaged Goods, Distribution, Healthcare, Life Insurance, P&C Insurance, Specialty Insurance, Leisure and Recreation, Hospitality, Life Sciences, Manufacturing, Media, Special Cause Nonprofit, Oil and Gas, Chemicals, Professional Services, Retail, Transportation, Utilities,
Xactly Key Enterprise and Cloud Applications
Xactly Cloud
Xactly Revenues, $M:
| Type/Year | 2020 | 2021 | YoY Growth, % |
|---|---|---|---|
| Total Revenues, $M | Subscribe | Subscribe | Subscribe |
| Enterprise Applications Revenues, $M | Subscribe | Subscribe | Subscribe |
| Cloud Applications Revenues, $M | Subscribe | Subscribe | Subscribe |
* Enterprise Applications Revenues = License + Support & Maintenance + SaaS
** All revenue figures are estimates based on public records, Cloud and Non-Cloud business models in Apps Run The World's vendor database, and annual survey results including vendor feedback.
Xactly Revenue Breakdown By Type, $M:
| Type | License | Prof. Services | Hardware | Support & Maintenance | SaaS | PaaS | IaaS | Other (Non Enterprise Application Revenues) | Total |
|---|---|---|---|---|---|---|---|---|---|
| % of Total Revenues | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe | 100% |
| Revenues, $M | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe | Subscribe |
Xactly Enterprise Applications Revenues By Functional Markets, $M:
Xactly Enterprise Applications Revenues By Verticals, $M:
Xactly Revenues By Region, $M
| Region | % of Total Revenues | 2021 Total Revenues, $M | 2021 Enterprise Applications Revenues, $M | 2021 Cloud Applications Revenues, $M |
|---|---|---|---|---|
| Americas | Subscribe | Subscribe | Subscribe | Subscribe |
| EMEA | Subscribe | Subscribe | Subscribe | Subscribe |
| APAC | Subscribe | Subscribe | Subscribe | Subscribe |
| Total | Subscribe | Subscribe | Subscribe | Subscribe |
Xactly Direct vs Indirect sales
| Region | Direct Sales | Indirect Sales | Total |
|---|---|---|---|
| Type % | Subscribe | Subscribe | Subscribe |
| Revenues, $M | Subscribe | Subscribe | Subscribe |
Xactly Customers - Breakdown by Geo, Size, Vertical and Product
List of Verified Xactly Customers
No. of Xactly Customers: 1600
No. of Xactly Enterprise Applications Customers: 1600
No. of Xactly Cloud Customers: 1600
No. of Xactly Cloud Subscribers: 300000
In February 2020, Televerde the first and only fully integrated sales and marketing technology organization with a proven model for generating demand and accelerating sales announced a multi-year contract with Xactly. Focused on supporting the EMEA region, this alliance is part of Xactly’s global expansion as it strives to transform the customer experience.
Xactly will continue to work closely with Salesforce to increase adoption within Japan and across APAC, continuing the companies’ 16-year partnership. Xactly plans to leverage its Salesforce integrations to reach new customers and support businesses with the unmatched capabilities of its Intelligent Revenue platform and forecasting solutions.
Xactly’s total customer base grew to 1,600 during the fiscal year by meeting the growing need for SPM and delivering unmatched value to customers. Some of Xactly’s customers are Hyatt Hotels, Addison Group, Ahead, Blackbaud and many others.
Xactly Market Opportunities, M&A and Geo Expansions
In Nov 2020, Xactly introduced a new offering called Operational Sales Management (OSM). Advancing Xactly’s expanded industry mission, OSM unifies enterprise sales organizations with agility, by delivering pathways to revenue that connect data, increase ROI, and drive growth.
By unlocking agility in sales, Xactly is powering digital transformation for its customers. With these new streamlined processes, customers are able to quickly change and take new approaches to quotas, territories, roles and targets with their sales organizations based on shifting market dynamics.
To support adoption and shorten time to value for customers, the company also launched Xactly Transform, a service offering designed to accelerate digital transformation. This service along with other offerings including Xactly Show Me, helps organizations minimize the impact of bottlenecks associated with manual work.
Xactly sources user-defined historical data to illuminate organizational patterns in sales, bookings and employee attrition, giving revenue leaders precise insight into the ebb and flow of their revenue activities and workforce. The product’s new capabilities predict factors that affect seasonality, such as headcount, new hire ramp-up, and early-stage quota-setting to help align planning with broader business objectives. Customers can leverage these predictive capabilities, tailor them to their needs, use these insights to optimize revenue touching processes, and create plans that can be change resistant and operations that can remain agile.
Xactly Risks and Challenges
In October 2021, Xactly appointed Megan Ackerson as the company’s new Chief Human Resources Officer. As the demand for Xactly’s Intelligent Revenue solutions grows, she will focus efforts on driving talent acquisition globally. In addition, Ackerson will advance Xactly’s culture, belonging, inclusion and diversity (CBID) strategy to sustain high engagement and continue its award-winning workplace legacy.
Johann Wrede, a world-class marketer and former Global SVP of Marketing at SAP, joined the company as its new CMO. With extensive benefits, an inclusive culture, and increased investments in employee development, the company is drawing top-tier talent as it continues to expand its global team.
In June 2020, Xactly hired Jamie Anderson as the company’s new Chief Sales Officer. In his new role, Jamie will lead Xactly's global efforts to grow sales, increase profitability and enhance operating efficiency for the world’s top sales organizations. He will oversee the company’s Global Sales, Solutions Consulting, and Sales Operations and Enablement divisions, reporting directly to Xactly’s founder and CEO Chris Cabrera. In June 2020, Xactly hired Jamie Anderson as the company’s new Chief Sales Officer. In his new role, Jamie will lead Xactly's global efforts to grow sales, increase profitability and enhance operating efficiency for the world’s top sales organizations. He will oversee the company’s Global Sales, Solutions Consulting, and Sales Operations and Enablement divisions, reporting directly to Xactly’s founder and CEO Chris Cabrera.
Xactly was acquired by Vista Equity Partners for $564M. The acquisition – which combines Xactly’s product and industry leadership with Vista’s strategic and operational expertise for high-growth SaaS companies – begins the next phase of growth for Xactly, in which the company will continue to focus on innovation and thought leadership in cloud-based incentive compensation solutions.
Xactly Ecosystem, Partners, Resellers and SI
In October 2021, Xactly made further expansion into the Asia-Pacific (APAC) region with the upcoming launch of Xactly Forecasting in Japan. The company’s entry into Japan builds on the company’s sales momentum and 71% year on year growth.
Xactly will continue to work closely with Salesforce to increase adoption within Japan and across APAC, continuing the companies’ 16-year partnership. Xactly plans to leverage its Salesforce integrations to reach new customers and support businesses with the unmatched capabilities of its Intelligent Revenue platform and forecasting solutions.
In 2020, Xactly expanded its EMEA sales team by 82% over the past year and expects to double the team in 2021. With Oracle, Xactly will extend to new markets and among existing global customers, and expand its global footprint, a testament to the company’s rapidly growing presence in EMEA.
In 2020 Xactly had office expansion with new offices in Denver and an increase in total headcount of more than 50% across US, UK, Canada, Romania, Australia and India.
Xactly significantly expanded its global workforce and extended its presence in the US, EMEA, and India. Today, more than 25 per cent of Xactly’s subscribers are outside North America.
In April 2018, Xactly opened a new EU data centre. Customers around the globe are rapidly adopting Xactly’s cloud-based incentive solutions to improve sales intelligence and performance. Fueled by this global demand, Xactly opened a new EU data centre and continues to add a record number of new customers in the region, including Beekeeper, Finastra, HighQ, Procurement Leaders, Quinyx.
Xactly opened a new office in London to further support its traction in the region, which was aided by local partner support from ZS Associates, OpenSymmetry, and Westbrook International. The company also teamed with OpenSymmetry to introduce a new managed services offering.
Xactly has established a network of relationships that broaden and complement their solution offerings and increase value to their customers. Among their partners are Oracle, Salesforce, SAP, Workday, The Corporate Executive Board Company (CEB), Ceridian, DocuSign, FPX, Host Analytics, Inc.(Host Analytics), Intacct, Sage, Salesforce, SAP, SteelBrick, Canidium, LLC (Canidium), Deloitte, OpenSymmetry and many more.
Xactly Cloud Infrastructure Insights
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Research Methodology
Data used in research reports are derived from publicly available documents, continuous surveys of applications vendors, customers, resellers, Independent Software Vendors, systems integrators and other verifiable sources.
Vendor shares and market forecast results are based on a combination of existing databases as well as demand side and supply side research conducted throughout the year with validation from vendors, customers, channel partners and documentations such as earnings releases and 10Q and 10K filings, vertical industry studies, regional and country-level statistics from public and private institutions(i.e. colleges, universities, government agencies and trade associations).
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