Actions| Incentive Management |
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| Product Manager | Jennifer Peskar |
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| Product Description |
Without clear alignment of sales behavior with corporate objectives, results are unpredictable and are typically driven by unintended side effects of poor, opaque sales incentive plans. By delivering solutions that enable sales incentive design and modeling, quota allocation, and territory coverage assignment, as well as the agility to make quick adjustments throughout the fiscal year, Callidus Software helps companies gain control of their sales force and consistently and reliably achieve on sales targets, quarter over quarter.
Callidus TrueComp Manager Callidus TrueComp Manager makes compensation plan administration efficient and painless, putting the power to gain control of the sales force and implement change in the hands of the business user. TrueComp Manager delivers hard-dollar savings by delivering pin-point accuracy for measuring achievement and calculating sales incentives, reducing incidents of incorrect payments and disputes, as well as increasing confidence in the sales force. TrueComp Manager is sophisticated enough to tackle and manage the most complex compensation plans — but simple enough to administer and course correct as required by business users. 1. Integrated territory and quota allocation solution enables aligned sales coverage 2. Flexible, easy-to-use rule-based compensation plan design drives well defined go-to-market strategies 3. Robust modeling and expense projection capabilities eliminate earnings surprises 4. Support for multiple business units and multiple currencies drive global deployment 5. Out-of-the-box support for compensating direct sales and partner channels http://www.callidussoftware.com/products/incentive-management/ |
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| Quota Management |
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| Product Manager | Jennifer Peskar |
| Product Demo | |
| Product Description |
Analysts estimate organizations may lose as much as 10% of total annual sales in "lost opportunity" revenue based on misaligned territories and quotas. With Callidus Quota Management, businesses regain this lost revenue, ensuring quotas reflect up-to-date market dynamics and territory potential.
Callidus Quota Management Callidus Quota Management is designed to provide sales and finance teams with a solution that ensures sales quotas are allocated fairly, in a timely manner, and are aligned with corporate revenue goals and market opportunity. Quota Management helps managers identify opportunities to allocate and change quotas to maximize revenue based on historical territory, product, and sales rep performance. The solution helps allocate quotas quickly using sophisticated business rules, with built in adjustment and threshold tools. The solution also optimizes the rollout and approval process across sales teams and regions in a coordinated and timely manner to ensure fiscal deadlines and new product rollouts are deployed on time, and that mid-period quota changes are deployed, and buy-in secured on time: 1. Helps identify opportunities to better align quotas to maximize revenue based on historical performance 2. Provides easy-to-use tools to uplift, discount, and prorate quota targets as needed 3. Supports modeling of multiple goal scenarios based on how best to achieve corporate or sales region revenue goals 4. Effectively automates the workflow processes around quota distribution, adjustments, and approvals 5. Provides up-to-date visibility into sales quotas and attainment to date http://www.callidussoftware.com/products/quota-management/ |
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| Reporting & Analytics |
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| Product Manager | Jennifer Peskar |
| Product Demo | |
| Product Description |
Are you confident that your sales incentives are driving the right behaviors? Or that you are paying for real performance and not seniority? Or that your territory performance is meeting potential demand? Callidus Software Reporting & Analytics delivers actionable insight to help make better decisions on sales coverage, goals, and incentive strategy, enabling businesses to adjust sales strategy, targets, capacity, and incentives to achieve results.
Callidus Reporting Callidus Reporting extends Sales Performance Management to every sales and distributor desktop — giving every salesperson the latest information on their performance to date, as the orders are filed. The reports give real-time visibility into deals credited and payments processed, driving higher credibility with sales staff, which in turn leads to reduced shadow accounting and improved productivity, and reduced attrition of key talent. 1. Faster time to revenue for sales initiatives through clear field incentive communication and reporting 2. Increased sales productivity and satisfaction through reduced "shadow accounting" and increased accuracy 3. A complete auditable record of compensation that's critical for compliance Callidus Analytics Callidus Analytics provides stakeholders with key performance indicators across the sales force and partner channels, providing operational and financial visibility into quarterly and annual selling performance. The solution enables businesses to preempt financial surprises, assess and trend regional, team, and individual selling performance, and perform ad-hoc analysis to determine root causes of performance trends. Organizations can minimize wasted incentive spend, and identify opportunities to introduce incentives to drive revenue faster: 1. Uncover revenue opportunities by identifying ways to optimize sales behavior, and product and channel mix 2. Reduce sales incentive overspend by easily identifying overpayments and over-attainment scenarios 3. Increase analyst productivity with instant ad-hoc access to key metrics and management reports http://www.callidussoftware.com/products/reporting-analytics/ |
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| Sales Coaching |
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| Product Manager | Jennifer Peskar |
| Product Demo | |
| Product Description |
A comprehensive sales performance strategy needs to include a strategic focus on driving overall performance improvements in your sales talent investment. Top sales performers will always be top performers. But for the rest of the sales force, building a consistent training and coaching program focusing both on core selling skills and skills aligned with the business helps drive significant gains in overall attainment and the number of reps achieving target.
Effective sales coaching requires a foundation to inventory and measure required competencies and skills that drive results. Businesses can rank individual reps on standardized sales performance indexes, such as quota and earnings attainment, territory performance, and revenue growth. Root cause analysis of variations in these indexes then allows sales leaders to seamlessly correlate that performance with key behaviors, including deal profile, sales methodology, skills and competencies, and education and training. This highlights gaps that can be used to build targeted coaching programs to ensure the sales force consistently delivers on coming targets. Callidus Sales Coaching With Callidus Sales Coaching, organizations can now implement a transparent, data-driven process for measuring and coaching the sales force. To increase the performance of each sales individual and deliver on overall quota attainment uplift, rely on Callidus Sales Coaching to provide a comprehensive sales performance solution. * Best Practice Library enables easy setup of consistent, industry standard performance programs with 1000s of out-of-the-box leading and lagging Sales Performance Indicators (SPI), business and sales competencies, and skills assessments. * Coaching Suggestion Engine simplifies set-up of coaching programs, providing suggestions, objectives, and other manager/sales person interactions, and lets sales leaders leverage industry best practices to make programs more effective. * Self-Service Platform with integrated workflow allows managers, sales reps, and agents to review, modify, and add objectives, and track compliance with coaching programs. * Role-based dashboards provide real-time, visual feedback, allowing sales leaders and reps alike to see where they stand and take timely corrective action to address emerging issues. * Intuitive Analytics, including segmentation and sales quadrant views, enable sales leaders and executives to identify performance buckets and conduct targeted coaching campaigns. • Offline access enables on the road information retrieval and coaching actions. * Out-of-the-Box Integration with Salesforce.com and Microsoft Dynamics CRM allows for data mastered in other systems to be easily brought in for performance evaluation and coaching purposes. * Multiple language support, available in 12 languages including a language library for localization capabilities. http://www.callidussoftware.com/products/sales-coaching/ |
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| SPMConnect |
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| Product Manager | Jennifer Peskar |
| Product Demo | |
| Product Description |
Improving sales performance requires collecting and measuring a myriad of heterogeneous pre- and post-sales data, which is dispersed across ERP and order management systems, SFA applications, CRM solutions, and financial planning systems. SPMConnect is a comprehensive data management and integration platform that enables organizations to consolidate relevant sales data from heterogeneous systems. The solution simplifies and automates the process of moving data from external systems into the Callidus SPM suite, and provides integration technology to push relevant SPM data back to those external systems so that users can build a single view of sales performance in the context of their role, in their favorite portal or home page.
Callidus On-Demand SPMConnect Callidus On-Demand SPMConnect (based on Callidus’ On-Demand Data Integrator [ODI] technology) is a data management platform built on standards-based technology for integrating existing, legacy data sources with Callidus’ systems. The platform lets finance and sales operations users and compensation administrators access a consolidated view of critical financial planning, sales actuals, and earnings data within the Callidus SPM solution. Additionally, administrators can provide sales and channel partner users with key quota and earnings data through their portal of choice or mobile device. Key features include: 1. Versatility: Enables users to transfer and transform data from a wide variety of sources ranging from off-the-shelf business applications to home-grown business solutions into Callidus’ SPM suite 2. Control: Puts the users in control of the entire data transfer process, from extraction to transformation to loading the data into the target system 3. Flexibility: Provides choice of multiple interfaces (Web Services, Excel, XML, and flat file-based data loaders) to suit users’ data transfer needs 4. Automation: Reduces costs with automated data transfer processes, including scheduled, event-based, and remotely invoked processes 5. Scalability: Supports a wide range of data volumes—transfer data in batches of up to 2 million rows 6. Security: Keeps data secure with bullet-proof security protocols, secure transfer mechanisms and industry-leading SAS 70 Type II certified data storage facility 7. Standards-Based Access: Allows integration with any portal using standard authentication and authorization protocols such as LDAP, SAML, etc. 8. Quality: Comprehensive data quality services, sophisticated audit and date effective controls, and robust error recovery capabilities SPMConnect for Salesforce SPMConnect for Salesforce is a Force.com application that lets users experience Callidus’ leading-class solutions blended seamlessly with Salesforce CRM. Leveraging the platform, sales managers and sales professionals using Salesforce CRM are provided with updated incentives and commissions, and new SPIFFs, and their impact on each opportunity, helping drive immediate impact on sales execution. In addition, finance and sales operations users can access critical sales force activity and pipeline data within the Callidus SPM solution, and use that data to achieve early insight into earnings and revenue results. Key features include: 1. Single Sign-on: Enables users to access sales performance data from the Callidus SPM suite in real time from within the Salesforce CRM portal 2. Control: Puts the user in control of the data transfer process between Salesforce CRM and the Callidus SPM Suite by allowing users to initiate the data transfer or leverage Salesforce CRM trigger infrastructure to enable event-driven data transfers 3. Extensibility: Allows users to setup data transfer from any object/attribute in Salesforce CRM including custom objects and attributes 4. Security: Leverages Salesforce CRM security models to secure data transfer processes 5. Ease of Use: Intuitive user interfaces enable users to be up and running on SPMConnect for Salesforce CRM with with zero need for anything beyond day-to-day Salesforce CRM operational skills http://www.callidussoftware.com/products/SPMConnect/ |
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| Channel Management |
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| Product Manager | Jennifer Peskar |
| Product Demo | |
| Product Description |
How do you drive channel partner effectiveness in an increasingly competitive market? To grow market share, drive revenue, and retain the best agents, producers, and channel partners, businesses need to raise channel-based service levels. At the same time, partner expansion needs to be balanced with tight control over contracts and payments, based on profitable performance.
Callidus Channel Management Callidus Channel Management is designed for companies with large independent channels. Channel Management streamlines agent administration by helping on-board, deploy, and pay agents, while providing visibility into operations and financial performance. Channel Management helps businesses not only realize significant hard dollar savings with better control and flexibility of incentive-based contracts and payments to agents, but also to grow agent revenue and mindshare, and ensure long-term partner loyalty. Key features of the solution include: 1. A 360-degree view of critical partner data and contracts, including partner credentials, licenses, and demographics 2. Flexible, easy-to-use partner hierarchy and relationship management 3. The ability to rapidly change and modify contract hierarchy and payment schedules 4. Integrated partner on-boarding workflows for managing partner capacity targets 5. Integrated partner analytics for visibility into partner performance, including partner cost analysis 6. Integrated partner reports for payment statement and order tracking http://www.callidussoftware.com/products/channel-management/ |
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| Objective Management |
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| Product Manager | Jennifer Peskar |
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| Product Description |
It's not just about commissioning sales based on transactions and reporting on performance after the fact. A comprehensive pay for performance strategy needs to include strategic objectives as well as shorter term revenue goals. Strategic objectives and MBOs ensure that the sales force is motivated to drive business critical to the company’s longer term development, where the immediate revenue potential does not alone drive sales engagement. Callidus Software enables businesses to incorporate strategic initiatives, such as new product growth, regional expansion, pivotal competitive wins, and key customer initiatives with a well-aligned commissions strategy to ensure the company’s long-term health is protected.
Callidus Objective Management With Callidus Objective Management, organizations can now transform the process of setting strategic and discretionary sales objectives and evaluating performance, making the process completely online and transparent, both to the sales force, and to management. To broaden existing sales incentive plan with discretionary and team-based incentives or to eliminate bottlenecks caused by rolling out MBO-programs to adjacent departments, rely on Callidus Objective Management to provide the complete solution: 1. Centralized management for objectives, out of box integrated with market leading compensation management system 2. Workflow based solution for distributing, allocating, and approving objectives and targets that align with corporate strategy 3. Self-service platform for managers and sales representatives and agents to review, modify, add, and approve objectives and feedback 4. Support for both cash and non-cash rewards 5. Integrated real time visualizations for objective alignment and analytical reports help sales management get insight into sales performance http://www.callidussoftware.com/products/objective-management/ |
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| Sales Communications |
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| Product Manager | Jennifer Peskar |
| Product Demo | |
| Product Description |
Callidus Communicator provides a sales communications platform to enable businesses to build, deploy, and optimize workflows for critical sales and operational processes such as compensation plan approvals and dispute management. Integrated with Callidus’ self-service platform, businesses can generate plan documents as well as related compensation and compliance letters and deploy to the sales force for review, modification, and sign-off. And it’s built in dispute tracking capabilities make dispute management easier than ever before.
Callidus Communicator Eliminate lengthy and error-prone processes for managing paper, fax, and email-based acceptance of plan documents. Callidus helps increase sales effectiveness by automating plan distribution and tracking, creating a real-time plan approval process. Callidus Communicator dramatically accelerates the process of rolling out a sales plan to the field and gaining acknowledgement from each sales person, as well as rolling out new special campaigns and strategic plan adjustments. With its easy to use self-service interface, sales people can also submit disputes and inquiries related to compensation as well general sales activities and track them to resolution. Key features include: 1. Plan Document Library: Pre-packaged, re-usable plan documents in conjunction with packaged plan components in Callidus TrueComp Manager for quicker deployment and time to value. 2. Integrated Workflow: Comprehensive workflow management for sales sign-off, inquiry routing, and approvals. 3. Disputes and Inquiries: Out-of-the-box support for filing, tracking, and resolving disputes and inquiries. 4. Sales Process Compliance: Support for common sales process compliance such as payments tied to approve plan documents. 5. Self-Service Interface: Easy to use, self-service user interface for sales to quickly access sales goals, incentives and rewards, and strategic objective plans. http://www.callidussoftware.com/products/sales-communications/ |
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| Onboarding |
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| Product Manager | Jennifer Peskar |
| Product Demo | |
| Product Description |
Callidus Onboarding provides a platform to enable businesses to build and optimize discrete, re-usable workflows for critical sales and partner selection, background checking, and on-boarding processes. Using Callidus Onboarding, businesses can integrate and automate coordinated systems and people processes to improve their operational productivity of on-boarding sales and channel partners as part of a comprehensive sales performance management solution.
Callidus Onboarding Many sales and partner selection and appointment activities are based on undocumented and ad-hoc processes that are challenging to implement, track, and modify – creating rigid infrastructures that prevent businesses from meeting capacity targets, revenue targets, and go-to-market deadlines. Callidus Onboarding provides a flexible platform for users to design, deploy, and optimize workflows for critical sales and partner on-boarding processes. It helps accelerate sales hiring and producer recruiting, on-boarding, and contracting, enabling companies to reduce the time to meet critical capacity requirements and revenue goals, and control the costs of doing business with large producer volumes. At the same time, through built-in background checking and accreditation processing and tracking, the solution manages the risk of new appointments enabling companies to focus on driving revenue and long-term sales growth. Key features include: 1. Integrated agent marketing and communications for recruiting and capturing greater channel mindshare 2. Pre-configured solutions for on-boarding provides out-of-the-box industry best practices 3. Secure, self-service portal for sales operations and compensation administrators to manage, track, and optimize on-boarding and appointment processes 4. Flexible workflow platform that can easily be customized to meet a wide range of on-boarding process configuration requirements 5. Comprehensive electronic signature tracking 6. Single repository for storing all agent demographics and contracts throughout on-boarding and appointing, and sales processes 7. Real-time verification of sales and agent data for background checking and accreditation requirements, including seamless integration with third-party registries and services 8. Full integration with the Callidus SPM suite for channel management, compensation management, and sales and partner communications and reports http://www.callidussoftware.com/products/onboarding/ |
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