Implementation of Xactly Incent – iManage case study

16 May 2023
Case study Commission ICM/SPM sales


Implementation of Xactly Incent​™​ for iManage. 

iManage started looking for an ICM/SPM solution years ago. The main reason was the complexity of their sales plans. Eventually, they chose Xactly Express. In 2022, the company started looking for another, more advanced solution.


  •  their sales plans became more complex with time.
  •  a growing sales team.
  •  the limitations of the previous system.
  •  the need for the system to be able to define the goals and behavior of the team.
  •  the need for the system to be configured according to their clients’ individual specifications.
  •  the need to have something simpler that visibly shows the payment structures (closed deals, sales reps earnings, payment amount, etc.).



change from Xactly Express to Xactly Incent.®



Thanks to this, and the high level of engagement from the Xactly sales team and SANDS Partners consultants, the client had a high level of confidence that Incent would meet all of their needs.


How long did the project last?

The buying cycle of looking for a new, more advanced tool started in 2022. The implementation took place between February and April 2023.

The client required fast results to not be without a commission system for too long.




  • to simplify the processing of commissions and the general entries associated with them.
  • a more automated tool.
  • a more guided tool.
  • a much higher level of accuracy in commission calculations.
  • a positive reception from the sales team regarding  the commission dashboards, and commission statements.
  • an easily digestible, understandable, and straightforward explanation of what is included in the sales rep’s payment.


iManage transforms how professionals in legal, accounting and financial services get work done by combining AI, security and risk mitigation with market leading document and email management. iManage automates routine cognitive tasks, provides powerful insights and streamlines how professionals work, while maintaining the highest level of security and governance over critical client and corporate data.
Over one million professionals at over 4,000 organizations in over 65 countries – including more than 2,500 law firms and 1,200 corporate legal departments and other enterprise customers – rely on iManage to deliver great client and corporate work – securely.


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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