Be ready to scale while your business is growing

10 August 2023
Case study Commission

Unbabel case study


Lisbon, Portugal


  Business Intelligence Software

Employees: 840+



The challenge:

As the company experiences rapid growth, the number of commissioned sales representatives was increasing significantly. While the client had been using an ICM tool, it was the non-enterprise version, rendering it unscaleable and unable to meet the evolving demands of their customers. Consequently, the client faced a high probability of encountering typical commission calculation problems in such situations, such as excessive manual work, prolonged time required for calculations, payment delays, and errors in the calculation. Realizing the potential long-term consequences, such as diminished trust in the finance department and decreased engagement from sales representatives, the company decided to take action and invest in a new application capable of automating the commission process.

During their search for solutions, the company thoroughly investigated options for automating the commission calculation system and streamlining various components. The introduction of standardization proved to be a crucial factor, setting Xactly Incent and Xactly Estimator apart as the ideal choices compared to their previous setup.

In October 2022, consultants from SANDS Partners visited the client’s headquarters to kick off the project. They engaged in comprehensive discussions about all the different components, delving into what was functioning effectively, what needed improvement, and what specifications were necessary for the design phase.


SANDS Partners implemented product that provided the client with several outcomes:

  • A significant increase in data precision, reducing the need for manual efforts and minimizing the chances of errors.
  • The ability to follow changes in the system
  • Enhanced ability to adapt to changes within the system seamlessly.
  • Implementation of more standardized plans, rules, and definitions, paving the way for faster scalability in the company’s future.

The solution has effectively met the client’s requirements and achieved the desired outcomes.

“SANDS Partners consultants arrived to our headquarters for kick off. My first impression was that were very clear with us. They asked many different questions about various components, and we delved into the details. It is reassuring to know that they are focused on these matters and have experience in this field.”

– Philip van Heerden Head of RevOps at Unbabel


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About Xactly

Xactly has helped thousands of companies and millions of sellers around the world beat their revenue targets. Using Xactly’s solutions, leaders look past the current quarter to create revenue streams for long-term growth. The Xactly Intelligent Revenue Platform marries artificial intelligence and 17 years of proprietary data in easy-to-use applications. Sentiment, process, and trend analysis come together to form accurate machine forecasts. Quick identification and implementation of revenue plans, quotas, and territory improvements are easy. And rapid calculation of even the most complex compensation plans keeps sales reps motivated and on track.

This makes the Xactly Intelligent Revenue Platform the only solution that aligns seller behavior with boardroom strategy to create a resilient, predictable, and profitable business. To learn more about Xactly and the latest issues and trends in intelligent revenue, follow them on Twitter, Facebook, and visit

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