Xactly Releases Major Enhancements to Sales Resource Planning Product

Xactly Unveils AI-Powered Solution to Optimize Planning and Deliver Real-Time Data-Driven Insights for Seasonality, Ramp, and Quotas

Xactly, the leading innovator of cloud-based sales performance management (SPM) software, announced a major enhancement of the company’s artificial intelligence (AI) capabilities across the core Sales Resource Planning & Capacity Management solution. This announcement is the result of the company’s commitment to delivering an end-to-end sales planning tool augmented by predictive data after the 2018 acquisition of OpsPanda, an AI-based sales resource tool. Demonstrating the power of the company’s deep dataset curated over 14 years, Xactly is using AI to answer some of the most pressing challenges the industry faces about pay structure, optimization, and planning, an industry first.

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The Sales Resource Planning Product relies on user-defined historical data to illuminate organizational patterns in selling, booking and employee attrition, giving sales leaders precise insight into the ebb and flow of their workforce. The product’s new capabilities predict factors that affect seasonality such as headcount, new hire ramp-up, and early-stage quota-setting to help align planning with broader business objectives. Customers can leverage these predictive capabilities, tailoring them to their needs, including breaking down resource planning by territory and information type to simplify the process for users and drive value more quickly.

Sales planning is foundational to driving the right behaviors and performance of sales teams at any organization. As the revenue-driving engine, sales teams are the focus of more businesses who are using data to inform their overall strategies and plans. And yet, over one-third of organizations rarely, if ever, conduct any type of capacity planning. In 2018, the average quota attainment was only 54%, according to CSO Insights, and 64% of organizations reported accurate quota-setting was a major challenge, according to the Alexander Group. Data-driven insight can change this: using Xactly Sales Planning, organizations leverage an automated, data-driven, and continuous approach to uncover up to $100M in revenue gap capacity. They will also reduce up to 25% of the hours spent on developing sales plans, eliminating up to 10% in gap errors.

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“Xactly has spent the last several years broadening our portfolio to create a more holistic sales performance management solution for our customers,” said Christopher Cabrera, CEO and founder of Xactly. “With this solution, we are making it possible for sales leaders to understand key patterns so they can adjust headcount, quotas, and territories and operate at optimal productivity. Data is an extremely powerful tool and companies that aren’t leveraging it strategically will fall behind. We continue to be the only SPM company to provide AI/ML driven tools to help our customers grow intelligently and win against the competition.”

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