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A SaaS Start-up Cautionary Tale: The Makana Experience (Or: How You Can Create a Great Product and Still Hit the Wall)
Great products and a growing customer base are not enough to succeed in the SaaS ICM marketplace. Find out why Makana, a startup SaaS vendor, found it difficult

xactly cobb  open secret being that Xactly bought Centive in order to gradually discontinue it, poach its customers, and lower the overall cost per customer. But back to Makana now: For her third venture, Cobb and the rest of the Makana team created an avant-garde solution that aimed to dramatically improve smaller companies’ chances of getting a handle on their sales incentives and pushing toward corporate goals, by equipping planners with better tools tailored to their needs.   A Convincing Value Proposition? Read More
Discrete Manufacturing (ERP)
The simplified definition of enterprise resource planning (ERP) software is a set of applications that automate finance and human resources departments and help manufacturers handle jobs such as or...
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Documents related to » xactly cobb


Dude, where (and how safe and pristine) is my hosted compensation data?
Sure, anyone observing the enterprise applications market and still naysaying the bright future of the software as a service (SaaS) on-demand deployment model

xactly cobb  instance, Centive's fierce competitor, Xactly Corporation issued exactly (no pun intended) such a press release back in early 2007 . Also, most SaaS vendors do provide SAS 70 Type II reports, but those reports typically come from their hosting partner (like CSC or MCI ). Few vendors have put the proper controls in place and allocated the resources to undergo a six-month audit of their own internal controls. Again, that is what Centive has painstakingly done to supplement the Type II report from its Read More
So, You’re Considering a Paperless Office?
The concept of the paperless office has been around for many years, but only recently has this concept been turned into reality. This article analyzes the

xactly cobb  You’re Considering a Paperless Office? So, You're Considering a Paperless Office? N'Gai Cobb - November 12, 2007 Many of us have heard the term before. The fact that you are reading this article shows that you are interested in it. The paperless office—is it a realistic goal? What are the benefits of a paperless office? Ironically, as you read this, you are probably surrounded by paper, as paper has blossomed into an integral part of our everyday business and personal lives. So, is it really Read More
To SaaS or Not, Is That a Question? - SaaSy Discussions (Part IIc)
The first part (Part II) of this blog series described the opportunities for software as a service (SaaS) or on-demand applications, especially in the current

xactly cobb  The recent merger of Xactly and Centive  might best illustrate how difficult it is for startup SaaS vendors to reach profitability. Namely, both on-demand incentive and compensation management (I&CM ) software providers respectively had great products, good partner ecosystems, and growing install bases, but neither was profitable yet. Investors and venture capitalists (VCs ) can be patient only if a SaaS company grows with an acceptable CAC (Customer Acquisition Cost) ratio. For example, an unacceptable Read More
Enterprise Incentive Management Leader's Challenges and Response
Enterprise incentive management is an emerging field, and a number of players have entered the market. Callidus recently expanded its service offerings by

xactly cobb  its QCommission one; and Xactly Corporation , with its Incent offering—all of them being close allies of Salesforce.com. In comparison, Callidus is closer to an application service provider (ASP) hosted model of its on-premise solution, which is not exactly software as a service (SaaS).In other words, it is not the fully multi-tenant subscription service that can be easily mashed-up with other SaaS solutions as composite applications (see What is Software as a Service? ). Given Callidus's traditional Read More
Talking to an Unrelenting Cloud Enthusiast - Part 1
During my several years of attending events organized by the cloud computing evangelist salesforce.com, such as Dreamforce and Cloudforce, Xactly Corporation

xactly cobb  Dreamforce and Cloudforce , Xactly Corporation has always had a prominent stand at the expo floor ( another fixture at these events has been BigMachines , and not surprisingly the two vendors are close partners ). In a nutshell, Xactly’s on-demand software lets sales professionals know, well, exactly what they are getting out of their sales wins. The company's flagship software, Xactly Incent , helps sales representatives and other sales professionals determine compensation for sales transactions. Read More
How One On Demand Vendor Addresses Its Unique Challenges and Competition
As the software-as-a-service market matures, and while it remains appealing to resource-constrained companies, organizations having up to 500 payees, and that

xactly cobb  from the likes of Xactly Corporation , Varicent , NetSuite, and QCommission CellarStone . In addition, one should not forget the potential competition from SAP's and Oracle's native compensation capabilities, or from Excel-based, in-house systems. While Centive will boast its superiority in plan modeling and interactive dashboard capabilities (and in its SaaS offering against some of those players), lower cost and rapid setup seem to be these competitors' responses that strike a chord (win over) with Read More
Two Force.com Apps Joining Forces at Dreamforce 2010
One of the major takeaway messages from salesforce.com’s recent Dreamforce 2010 conference was the company’s diversification within the platform-as-a

xactly cobb  ’s glovia OM , Xactly Corp ’s Xactly Express , and Callidus Software ’s Commissions Manager products from previous years, Dreamforce 2010 saw, inter alia, BigMachines ’ brand new QuickConfig solution and Ariba ’s intention to build its contract management solution in Apex (despite its prolonged expertise in Java, and perhaps a more logical VMforce route).  Moreover, on the first day of the Dreamforce 2010 conference, two of the most prominent Force.com partners announced the first application Read More
What Does Having a Paperless Office Really Mean?
Establishing a paperless office may appear to be a daunting task, but if you understand your operational goals, and if you know what to expect from a paperless

xactly cobb  that an organization considers exactly why it wants to move toward a paperless office, and to have a clear understanding of the benefits it can expect from such a system. Since paper has been around for centuries and has many favorable traits that have allowed it to become entrenched in our society, organizations should be prepared to face some strong resistance from its employees and management when introducing the paperless office concept. Remember, a 100-percent paperless environment is not only Read More
BigMachines: Getting Bigger and Better - Part II
Part I of this blog post series talked about my encounter with BigMachines, a provider of slick software-as-a-service (SaaS) configure, price, and quote (CPQ

xactly cobb  to all vendors. As Xactly Corporation ’s CEO Chris Cabrera, who has recently digested a former direct competitor in the on-demand sales compensation space Centive , recently commented on my abovementioned blog post: “VCs will be patient with a young SaaS company that is not profitable but growing over 100 percent per year. When the timing is right these companies can dial back the growth rate (and dramatically reduce expense) to a more modest 30 percent and achieve profitability. It’s all about Read More
Inside the Age of Social Enterprise with Salesforce.com
Over the past several years, salesforce.com’s annual user conference Dreamforce has become a highly anticipated and entertaining end-of-the-year fixture for

xactly cobb  PROS Pricing, BigMachines, FinancialForce.com, Xactly Coporation , and Callidus Software  are only a few of vendors that currently (or are about to) offer brand new solutions on Force.com. On a somewhat down side, this cloud proliferation inevitably leads to somewhat strained and cooled off relationship with some once close partners. Namely, another curiosity in 2011 was that Dreamforce coincided with VMware ’s VMworld 2011 conference (in contrast to VMware and salesforce.com’s joint WMforce Read More
Xactly Compel
In 2004, recognizing the need for automated sales compensation management in the mid-market and the potential of the software as a service (SaaS) delivery

xactly cobb  Compel In 2004, recognizing the need for automated sales compensation management in the mid-market and the potential of the software as a service (SaaS) delivery model, Centive began development of a new sales compensation system. That system was designed to meet the budget and functional requirements of the mid-market, targeting customers with fewer than 4,000 payees. This new on-demand, multi-tenant solution, Centive Compel, was launched as a beta version in 2004, and was in full production by May Read More
TEC Industry Watch: Enterprise Software News for the Week of April 16th, 2012
SOFTWARE SELECTIONSMiami-based flower distributor selects Sage ERP X3Industry tags: Distribution

xactly cobb  on Callidus Software and Xactly Corporation. Why? My guess is the lower price for one, although it is not like IBM could not afford a price tag of even a few billion dollars. The bigger reason, to my mind, is IBM's hunger to provide professional services and consulting engagements, and these on-premise and hosted/customized solutions are perfect in that regard. I think both Emptoris in spend management and Varicent in SPM still go for large ( elephant hunting ) deals. Unlike Varicent, however, Xactly has Read More
TEC Industry Watch: Enterprise Software News for the Week of July 16, 2012
MERGERS @ ACQUISITIONSOracle buys SkireIndustry tags: capital management

xactly cobb  PRODUCT LAUNCHES & DEVELOPMENTS Xactly Express adds integration with Intuit QuickBooks Industry tags: accounting, sales performance management (SPM), cross-industry Xactly Corp. continues with its go-to-market execution and healthy partner ecosystem. The cloud software company has also partnered with Microsoft Dynamics GP and Dynamics AX as well as Intacct and FinancialForce.com. I am not aware of its competitors having a similar slew of relationships, although Callidus is in SAP's ecosystem. — P.J. Read More
Quote-to-order: A Newcomer Causes a Stir in the Market
A crop of next-generation, Web-based, on-demand, startup quote-to-order systems providers has lately flourished, spearheaded by BigMachines, whereas some

xactly cobb  to include ATG , Xactly Corporation , and Right90 . Recently, the company acquired its first joint customers through Right90 and Xactly. For Right90, data coming from BigMachines quotes and orders is integrated to Right90's forecasting solution at both the quote and product-line item level. With Xactly, the same BigMachines quote and order data is used to run compensation scenarios for sales incentive planning and reporting. It is still too early to share too many details about the ATG partnership, other Read More

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