Cox Automotive Digital Transformation Initiatives

About the Customer

Cox Automotive is an Atlanta-based business unit of Cox Enterprises, formed in 2014 to consolidate all of Cox's global automotive businesses, including Kelley Blue Book, Xtime, Autotrader.com and Manheim

Scope and Challenges

“People are our most valuable resource. We recognized that if we wanted to inspire our sales organization we had to first inspire the team that supports them – the compensation team,” said Justin Richie, senior director of sales compensation, Cox Automotive. 

To make this reality they opted for Xactly Connect, an SPM solution from Xactly.

Outcome and Implications

Working closely with Xactly Strategic Services, Cox was able to automate its entire compensation process, achieving 99 percent accuracy on more than 1 million transactions monthly. The company was also able to eliminate previously painful data integration between core systems.

“Xactly Connect has taken our multitude of source systems and pulled them all together – saving 172 hours per month. We have been able to repurpose all of that time adding more value to the business,” noted Jessica Owen, director of sales incentive compensation, Cox Automotive.

Today, sales reps have a clear view into their quota attainment and peace of mind knowing their payments will be accurate and on time. In tandem, sales operations have eliminated manual data entry and extensive adjustments that caused long, hectic days enabling them to focus their time on being strategic leaders to the business.

The digital transformation began in 2016 and went live in 2017