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Microsoft Cloud Authors: Jayaram Krishnaswamy, Elizabeth White, Andreas Grabner, Jim Kaskade, Pat Romanski

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Customer Success and Company Expansion Mark Xactly’s 7th Consecutive Year of Record Business Performance

Demonstrating the strong market demand for effective compensation solutions that enable companies to align and incent their workforce to achieve more, Xactly recently closed its 7th consecutive year of record customer and company growth.

In its fiscal year ending January 31, 2012 (FY13), Xactly grew revenue by 32 percent over the prior year. The company also grew its customer base by more than 60 percent, exceeding the 500 customer mark and notably increasing the number of large customers compensating more than 1,000 people.

New Xactly Incent and Express customers, spanning businesses of all sizes and across nearly every industry, include Angie’s List, Barracuda Networks, Box Inc., BrightTALK, Centrify Corporation, Computer Sciences Corporation (CSC), Compuware, CooperSurgical, Cornerstone OnDemand, Dice, Dyn, Envivio, Genworth Financial Inc.,, GoodData, Lexmark, LiveOps, Nimble Storage Inc., Palo Alto Networks, Pervasive Software Inc., Ping Identity, Rosetta Stone Inc., Schneider Electric Buildings Americas, TRUSTe, Verdasys and Zendesk Inc.

The company maintained a customer renewal rate of more than 92 percent in FY13 and was recently selected as a winner in the Salesforce AppExchange Customer Choice Awards. Read the positive customer reviews that propelled the win here:

“Service is the critical part of Software-as-a-Service, and stellar products are paramount as customers are empowered to easily switch from vendors that don’t deliver on their promises,” said Christopher Cabrera, president and CEO of Xactly Corporation. “Our strong customer growth and renewal rates, countless awards and continued momentum speak volumes about our service, people and products and the value we deliver to our customers every day.”

Xactly was named to the Wall Street Journal’s “Next Big Thing” list of the top 50 venture-backed companies in the United States for the second year running and featured as one of the top 25 small workplaces in the nation by Great Places to Work in FORTUNE Magazine.

To support its strong company momentum and ability to rapidly deliver new innovations to market, Xactly significantly expanded its global workforce in FY13, extending its presence in the U.S., EMEA and India. Today, more than 25 percent of Xactly’s subscribers are outside North America and are being paid in more than 50 different currencies.

Recently, the company 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.

Motivating Better Performance and Rep Engagement

In FY13, Xactly continued to enhance its award-winning product lines with new features geared to help customers engage and motivate employees to achieve more. New gamification features including non-cash contests, leader boards, badges and social notifications allow sales managers to incent smarter for enhanced selling behaviors and allow sales reps to compete, win contests and be recognized amongst their peers.

In addition, Xactly continued to deliver new mobile innovations including Xactly Incent and Express for the iPad®, providing sales reps the intelligence they need to optimize each deal and manage their sales commission payments anytime, anywhere.

Connecting the Cloud Ecosystem for Better Customer Insights and Performance

With key partnerships across the SaaS ecosystem, Xactly enables customers to easily integrate sales Big Data with other key applications to improve forecasts and get critical insights faster, from initial customer interaction through to the final sale. Xactly’s partner community grew more than 100 percent in FY13 and the company strengthened its position as a leading compensation management provider for all three major CRM platforms:, Oracle Sales and Marketing Cloud Service and Microsoft Dynamics CRM.

Xactly also added new integrations with key finance solutions, including Intuit QuickBooks, allowing growing businesses to easily manage every aspect of their revenue stream, including the payment of sales commissions.

In addition, Xactly extended its Xactly Express Connect service, powered by Informatica, Scribe and, allowing customers to easily integrate information between Xactly Express and other business-critical applications.

Throughout FY13, Xactly continued to add new functionality to Incent and Express – from enhanced workflows to a plan store of templates – designed to help sales, finance and administrators manage compensation quicker and more accurately.

The company also expanded the underlying architecture of its platform to meet the demands of its rapidly-expanding customer base. Xactly’s calculation engines can now process hundreds of millions of transactions for customers with tens of thousands of payees, further increasing the large addressable market the company focuses on.

“The last year has been the most successful in our company’s history and we are well positioned to accelerate our growth in 2013,” continued Cabrera. “Compensation is one of the most proven mechanisms for driving the right behaviors and results – not only in sales, but in any department. A huge opportunity remains for most companies to truly experience the impact that an effective and aligned compensation program can have on employee performance and bottom-line results.”

Additional Resources

About Xactly Corporation

Xactly Corporation is the market leader in on-demand sales compensation and sales performance management. The company’s suite of sales compensation and related sales performance management products, enables sales and finance executives to design, implement, manage, audit and optimize sales commission management programs easily and affordably. Xactly’s solutions automate the process of aggregating data from disparate systems into a secure, hosted repository, and enable companies to leverage this business data, which is the lifeblood of sales performance management. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance, and maximize profits. The Xactly family of products is used by sales and finance executives, compensation analysts, sales operations and sales professionals across a variety of industries, ranging from SMBs to large enterprises. For more information, visit or call 1-866-GO-XACTLY (469-2285).

© 2005-2013

Xactly Corporation. All rights reserved. Xactly, Xactly Incent, Xactly Express and “Incent right.” are trademarks or registered trademarks of Xactly Corporation.

All other trade names, products, trademarks or registered trademarks are the property of their respective holders.

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