The customer is an American leading software company based in New York that develops a SaaS customer experience management (CXM) platform.

With its innovative technology and robust capabilities, our customer caters to a diverse range of industries, including retail, telecommunications, financial services, healthcare, and more. Its clients range from small businesses to large multinational corporations, all seeking to enhance their customer engagement strategies and drive business growth.

They are known for its commitment to innovation and customer success, continually updating its platform to adapt to the evolving needs of the digital landscape. The company prides itself on providing exceptional customer support and consulting services, ensuring that clients maximize the value of their investment in software.

The client defined and prepared a database of potential leads who, given their characteristics, might be interested in their solution. They were able to collect more than 90,000 companies to which sales activities had to be undertaken, for which it was necessary to improve operations in the TQP area.

The company was looking for a solution to inefficient and cumbersome territory and quota planning (TQP) in order to effectively undertake sales efforts to a predefined group of more than 90,000 companies.

The problem was that there were too many of them relative to what they were able to accomplish in a year.

It was necessary to correctly assign salespeople to companies, given the potential effectiveness of sales efforts, by determining the scoring of leads, based on industry, past sales efforts, region, etc.

The client, due to the fact that he uses Salesforce and Xactly Incent on a daily basis, needed a solution and service provider that could both prepare process mapping and integrate data from different sources.

With SANDS Partners being the world’s first certified Xactly Extend partner, the client entrusted us to implement the system.

Territory and Quota Planning (TQP) process handled in Excel:
Managing territory and quota planning in Excel posed significant challenges due to manual processes, limited scalability, and increased risk of errors.

Mix of traditional sales and overlays/specialists:
The client’s sales model included a mix of traditional sales approaches along with overlays or specialists, resulting in unneeded complexity in territory and quota assignments.

Top-down discretionary quota setting process, requiring reconciliation with Account-driven Bottom-up approach:
The client employed a top-down quota setting process, which often clashed with the bottom-up approach driven by individual account insights, leading to inconsistencies and inefficiencies.

Current planning cycle takes 3+ months:
The existing territory and quota planning cycle spanned over three months, leading to delays in decision-making, missed opportunities, and reduced agility in response to market changes.

By deploying Xactly Extend, we tackled the complex challenges faced by our client in Territory and Quota Planning (TQP).

The manual processes inherent in their TQP workflows were cumbersome and error-prone, leading to inefficiencies and inconsistencies. With Xactly Extend, we automated these processes, eliminating manual intervention and establishing a centralized platform as the single source of truth for all global TQP activities. This not only significantly enhanced transparency and accuracy, but also operations, reducing the planning cycle time from over three months to a more agile timeframe.

One of the primary challenges our client encountered was the mix of traditional sales and overlays/specialists in their sales model. This complexity made territory and segment assignment a daunting task, often resulting in confusion and suboptimal resource allocation. Xactly Extend brought clarity and order to this process by leveraging advanced algorithms and analytics to optimize territory boundaries and ensure equitable distribution of resources based on sales potential and expertise.

Moreover, the client’s quota setting process was primarily discretionary, lacking the data-driven insights needed for accurate and achievable quotas. With Xactly Extend, we facilitated a shift towards a data-driven approach. By integrating comprehensive analytics and leveraging crucial customer data, we provided management with better insights for quota establishment. This ensured that quotas were not only accurate and achievable but also fair, fostering a more equitable distribution and incentivizing performance.

Furthermore, Xactly Extend maximized the integration of the client’s powerful tech stack, including customer’s platform. By integrating with existing data infrastructure and leveraging customer interaction data, Xactly Extend enhanced data accuracy, accessibility, and utilization. This integration facilitated a holistic view of customer interactions, enabling more informed decision-making and enhancing overall business performance.