Fully automated billing & subscription management enables Xactly to collect cash faster, launch SMB offering
Redwood City, CA – May 18, 2010 – Zuora, the company that defined and continues to lead the subscription billing industry, today announced that Xactly has deployed Zuora to completely automate the quote-to-cash process for its suite of sales performance management SaaS offerings. In addition, the company leveraged Zuora to launch a light version of its SMB product — called Incent Express and built on salesforce.com’s Force.com platform — available to customers completely via self-service on the Xactly web site.
Founded in 2005, Xactly is the leader in on-demand sales performance management. The company’s SPM Suite of products enables sales and finance executives to design, implement, manage, audit and optimize sales compensation management programs easily and affordably. Xactly’s solutions automate the process of aggregating data from disparate systems into a secure, hosted repository, and enable companies to leverage this business data, which is the lifeblood of sales performance management.
Despite being in the business of automating processes, Xactly was tracking and managing its customer subscriptions, from invoicing to renewals, in Excel spreadsheets. The company’s incredible growth over the last five years started to outstrip these manual processes, leaving them susceptible to costly human error.
CEO Chris Cabrera explains, “We were running full-steam-ahead and things seemed to be going fine. We were caught up in the excitement of ongoing double and triple digit growth when it came to my attention that we had not billed $200,000 in subscription fees on time for the past few months. That’s when I realized that Xactly needed a solution to help us keep pace with our growth.”
As a big believer in cloud computing, Cabrera decided to use only cloud-based solutions to support his company operations. To help scale the company’s growth, Cabrera assembled a “dream team” of cloud computing leaders, including salesforce.com for customer relationship management, Workday for financial accounting, OpenAir for professional services, and Zuora for billing and commerce.
Leveraging cloud solutions from leaders in the industry enabled Xactly to gain the benefits of world-class enterprise applications without time-consuming and costly hardware and software deployments. Today, Xactly uses Zuora as a platform that stitches together Salesforce CRM, Workday, and OpenAir, allowing transactions to flow between CRM, accounting, and professional services automation — giving Xactly a seamless, cloud-based quote-to-cash process. Zuora not only helped Xactly resolve its issue with overlooked invoices, but also ensures the company’s billing system is able to scale and keep pace with the company’s growth.
With the new platform in place, Xactly recently used Zuora to launch Incent Express, a product targeted at the SMB market. Incent Express is a native Force.com offering that is sold via the salesforce.com AppExchange. Zuora enabled Xactly to create new pricing plans for Incent Express and facilitated both the process for customers to purchase the product directly from AppExchange and the internal upsell process from Express to SPM Suite.
“Zuora made it incredibly easy for us to launch a new product. We didn’t have to think about how we were going to establish new customer accounts and collect subscription fees,” added Cabrera. “With Zuora, our billing system is a whole order of magnitude better than what we had before, and we know we now have the right solutions in place to help us continue to grow.”
“We gave Xactly a complete billing and commerce solution, seamlessly tied into CRM, accounting, and professional services automation to create a state-of-the-art quote-to-cash system – all in the cloud,” said Tien Tzuo, Founder and CEO at Zuora. “This is the vision we had when we started Zuora; this is the system we wish we had when I was at salesforce.com; and it’s a reality today.”
Zuora’s subscription billing and commerce platform changes the way subscription businesses manage and sell to customers, allowing them to bring new products to market in less time, with more flexibility and less hassle. Zuora customers are up and running within 30 to 90 days and often recognize 200% ROI within weeks. Zuora is built from the ground up by SaaS industry visionaries and veterans from salesforce.com, WebEx, Accenture, Google, eBay, Oracle and Vitria. Zuora customers include Reed Business Information, Coremetrics, InsideView, Marketo, Ricoh, Box.net, Xactly, HD Cloud, Cloud Central and Sun Microsystems. To learn more about Zuora, please visit www.zuora.com.
Xactly Corporation is the market leader in on-demand sales performance management. The company’s SPM Suite of products, enables sales and finance executives to design, implement, manage, audit and optimize sales compensation management programs easily and affordably. Xactly’s solutions automate the process of aggregating data from disparate systems into a secure, hosted repository, and enable companies to leverage this business data, which is the lifeblood of sales performance management. Xactly helps companies improve operational performance, optimize sales effectiveness, proactively manage risk and compliance, and maximize profits. The Xactly family of products is used by sales and finance executives, compensation analysts, sales operations and sales professionals across a variety of industries, ranging from SMBs to large enterprises. For more information, visit www.xactlycorp.com or call 1-866-GO-XACTLY (469-2285).
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