Xactly + SpringCM: A Dynamic Duo for Sales Acceleration

By Kristi Cox

          SpringCM Partners

Today's post is brought to you by Content Marketing Manager Jordan Scott at Xactly, a SpringCM partner and a member of Project Unite.   

Everyone likes a good duo. What would Bert be without Ernie? Would Simon have sung his way into our hearts without Garfunkel? I don’t think so. Duos and partnerships are just as important when it comes to organizations. They bring out the best in each other, and when they have strategic alignment and similar goals, they can achieve incredible things for their companies and clients.

Xactly's incentive compensation solutions for sales performance management, combined with SpringCM’s contract management software come together as a best-in-class partnership that brings our customers even more value. Both companies are aligned with one another in our commitment to accelerating sales performance, delivering a simple, user-friendly solution, and providing extended value to our customers.

However, this dynamic duo didn’t stop there. Xactly and SpringCM have partnered with an amazing group of companies to launch Project Unite, an innovative collaboration of best-in-class cloud applications that integrate with Salesforce to help drive businesses and scale them successfully for growth. A full band was created, if we’re sticking with our musical analogy. Project Unite has successfully brought together business tools such as Salesforce CRM, Salesforce CPQ, SageLive, NewVoiceMedia, DocuSign, SpringCM, CloudSocius and Xactly to aid businesses and their sales reps with one holistic view of all deals from start to finish. 

Thanks to this integration between our cloud platforms, sales reps are able to easily build out comprehensive, accurate quotes without ever having to leave Salesforce.com. So how does it work?

First, a deal is generated through NewVoiceMedia in Salesforce Quote-to-Cash and easily fed into SpringCM’s contract management system which provides the tools for managing any changes, negotiations, and approvals down the line. Then, through Docusign, the final contract is sent with all the required signatures, which can be tracked and captured in the document.

During the sales process, the sales rep is inevitably going to want to identify the commission they will make from the job. Thanks to the Xactly Incent Estimator this is easy to evaluate. With all of the elements synchronized and aligned, if anything were to change in the CPQ’s contract quote calculator, this would immediately be reflected in Xactly Incent so the sales rep gets complete accuracy on the expected commission they will earn on the deal.Once the final contract has been signed and captured on Docusign, the billing process is automatically activated with the invoice processed through SageLive. NewVoiceMedia will then close the loop through managing the service requirements of the customer. This means, through Salesforce as the single source of truth small to medium sized companies can digitally transform their business to enable a more efficient acquisition and service of their customers.

You may be thinking ‘this all sounds good, but how can I put it into action?’ One example of success is SpringCM itself, which has used Xactly’s solution to help meet the needs of its growing sales team and increase the data accuracy of its commission reports.

According to Karry Kleeman, Chief Revenue Officer of SpringCM, the company was “outgrowing [its] existing manual incentive compensation process.” Before choosing Xactly’s solution, sales reps were spending time shadow accounting rather than putting all of their effort into prospecting and selling. Xactly is helping SpringCM build accurate, reliable, and up-to-date commission reports so sales reps can spend as much time as possible strategizing and winning new customers,” added Kleeman.

Want to get started on your journey to inspiring increased sales performance? Find out more about SpringCM Contract Management and Document Management solutions, and delve deeper into Xactly’s solutions.

Post originally published on Xactly blog.


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