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REVENUE OPERATIONS & INTELLIGENCE


WHAT IS INTELLIGENT REVENUE?

Intelligent Revenue is a new approach to creating the resilience that your
business needs to grow profitably and predictably, regardless of changes in the
market. It not only considers the boardroom strategy for business growth, but
also the system of incentives that drive seller behavior.

Want to see Intelligent Revenue in action?

Guide


THE STATE OF GLOBAL ENTERPRISE SALES PERFORMANCE 2021

Get the Guide


INTELLIGENT REVENUE 101

In order to generate revenue, you need two parties: the customer and the seller,
each of whom need support.


THE CUSTOMER

Modern CRM approaches, like Salesforce Customer 360, place the customer at the
center of the enterprise and focus on supporting their engagement.


THE SELLER

The Xactly Intelligent Revenue Platform puts the seller at the center of Revenue
Operations to optimize their opportunity, increase their intelligence and
support their performance.

While CRM provides the foundation for assigning territories and managing
opportunities, it’s not enough to help a seller go from pipeline to paycheck.
Sellers thrive when they have aligned incentives, equitable quotas, and balanced
territories. They deliver better outcomes for the business when pipeline
insights and benchmarks help them prioritize the right deals. And AI forecasting
takes the stress out of the process for sellers and revenue leaders alike.




THE CHARACTERISTICS OF INTELLIGENT REVENUE

There is good revenue and bad revenue. Both drive growth, but strategic growth
is built on go-to-market strategies that identify and capture good revenue. Good
revenue is:


PREDICTABLE

RELIABLE REVENUE WITHOUT THE GUESSWORK

Good deals come in at the right time - the trick is to use data, not just
gut-feel. Linearity drives steady growth and is built on benchmarks and
intelligent forecasting.




PROFITABLE

GOOD REVENUE FOR TODAY. BETTER REVENUE FOR TOMORROW

Some deals are just better than others, but they may be harder to negotiate.
Longer terms and automatic price increases are possible when sellers have the
right incentives.




RESILIENT

DISASTER-PROOF REVENUE THAT WEATHERS ANY STORM

Pandemics, trade wars, natural disasters and political uncertainty don’t impact
revenue when planning is agile and sellers can pivot on a dime (and then put it
in their pocket).



> At this scale and stage of our business, it would be nearly impossible to do
> strategic sales planning without the agility that Xactly provides. Managing
> compensation effectively at this scale without an automated solution would
> limit our ability to make strategic decisions, because our time would be spent
> calculating comp on spreadsheets, which is unnecessary. We’d still be stuck in
> the mentality of ‘what can we do?’ versus ‘what do we want to do, that will
> drive results.
> 
> Matt Sheppard
> ,
> Global Sales Compensation Operations and Systems
> LinkedIn

Read More


> The only way we were able to have done this seamlessly was because we had the
> architecture and seamless technology across all these systems. We can define
> an incentive strategy that motivates our folks and ensures the company success
> metrics are met, but if you can’t execute against that, you’re not relevant
> anymore…. CPQ + Salesforce + Xactly Corp has been our underpinning for
> success.
> 
> Nandini Ramaswamy
> ,
> SPHR, CCP, GRP, SVP of Global Incentive Compensation Strategy & Ops
> Salesforce

See it in Action


> Xactly's insights help us understand probabilities to allow our sales team to
> adjust tactics. This is imperative to achieve sustained and profitable growth.
> 
> Chris Kontes
> ,
> Founder and COO
> Balto

Read More


> We went from our best endeavors to a sales forecasting accuracy rate of nearly
> 100%. In addition to the increased sales forecasting precision, we are
> listened to and treated exceptionally well, relationships matter, therefore we
> have never attempted to find another Forecasting solution. There is mutual
> respect and care between our teams.
> 
> Keith Robinson
> ,
> Head of Inside Sales
> MetaCompliance

Read More


> I've been with Flowserve for 27 years. I know our customer base, our products,
> and our organization. What I don't know is if what we're doing is the most
> effective thing. That’s why I rely on experts, and through solution workshops
> and assessments, Xactly helps us travel that path. They can inform our choices
> as a true partner in a relationship.
> 
> David Lowe
> ,
> Global Director of Sales Operations
> Flowserve

Read More


> At this scale and stage of our business, it would be nearly impossible to do
> strategic sales planning without the agility that Xactly provides. Managing
> compensation effectively at this scale without an automated solution would
> limit our ability to make strategic decisions, because our time would be spent
> calculating comp on spreadsheets, which is unnecessary. We’d still be stuck in
> the mentality of ‘what can we do?’ versus ‘what do we want to do, that will
> drive results.
> 
> Matt Sheppard
> ,
> Global Sales Compensation Operations and Systems
> LinkedIn

Read More


> The only way we were able to have done this seamlessly was because we had the
> architecture and seamless technology across all these systems. We can define
> an incentive strategy that motivates our folks and ensures the company success
> metrics are met, but if you can’t execute against that, you’re not relevant
> anymore…. CPQ + Salesforce + Xactly Corp has been our underpinning for
> success.
> 
> Nandini Ramaswamy
> ,
> SPHR, CCP, GRP, SVP of Global Incentive Compensation Strategy & Ops
> Salesforce

See it in Action


> Xactly's insights help us understand probabilities to allow our sales team to
> adjust tactics. This is imperative to achieve sustained and profitable growth.
> 
> Chris Kontes
> ,
> Founder and COO
> Balto

Read More


> We went from our best endeavors to a sales forecasting accuracy rate of nearly
> 100%. In addition to the increased sales forecasting precision, we are
> listened to and treated exceptionally well, relationships matter, therefore we
> have never attempted to find another Forecasting solution. There is mutual
> respect and care between our teams.
> 
> Keith Robinson
> ,
> Head of Inside Sales
> MetaCompliance

Read More


> I've been with Flowserve for 27 years. I know our customer base, our products,
> and our organization. What I don't know is if what we're doing is the most
> effective thing. That’s why I rely on experts, and through solution workshops
> and assessments, Xactly helps us travel that path. They can inform our choices
> as a true partner in a relationship.
> 
> David Lowe
> ,
> Global Director of Sales Operations
> Flowserve

Read More


> At this scale and stage of our business, it would be nearly impossible to do
> strategic sales planning without the agility that Xactly provides. Managing
> compensation effectively at this scale without an automated solution would
> limit our ability to make strategic decisions, because our time would be spent
> calculating comp on spreadsheets, which is unnecessary. We’d still be stuck in
> the mentality of ‘what can we do?’ versus ‘what do we want to do, that will
> drive results.
> 
> Matt Sheppard
> ,
> Global Sales Compensation Operations and Systems
> LinkedIn

Read More




INTELLIGENT REVENUE RESOURCES

Link


4 REVENUE LEADERS SHARE HOW INTELLIGENT REVENUE OPERATIONS IS CHANGING THE GAME

The global pandemic exposed a need for more visibility into how businesses are
generating revenue. Discover how four revenue leaders are using intelligent
revenue operations to maintain consistent growth throughout any situation.

Learn More
Link


THE SALESFORCE APPROACH TO REVOPS

Discover the future of Revenue Operations through the lens of Salesforce as an
Xactly customer and partner. Watch lively dialogue from seasoned veterans
sharing their perspectives on this trending topic.

Watch Now
Link


INTELLIGENT REVENUE: EVERYTHING YOU NEED TO KNOW

Intelligent Revenue gives you a deeper view into how your organization generates
revenue. Learn how it helps you improve forecasting accuracy, increase
profitability, and gain agility and resilience.

Learn More
Discover Xactly's Intelligent Revenue Platform
Request a Demo
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