Market Perspectives

We are happy to share insights about Xactly, drawn from our latest research, the Revenue Performance Management Value Index, which assesses how well vendors’ offerings meet buyers’ requirements.

In all our Value Indexes, we utilize a structured research methodology that includes evaluation categories designed to reflect real-world criteria incorporated in a request for proposal and vendor selection process for analytics and business intelligence. We evaluated Xactly and 11 other vendors in seven categories, five relevant to the product (Adaptability, Capability, Manageability, Reliability and Usability) and two related to the vendor (Total Cost of Ownership/Return on Investment and Vendor Validation). To arrive at the Value Index rating for a given vendor, we weighted each category to reflect its relative importance in an RFP process, with the weightings based on our experience and on data derived from our Benchmark Research on Revenue Performance Management.

Xactly was categorized as an Exemplary Vendor, ranking third overall in this Value Index assessment. It ranked fifth in Product Experience, where it was designated as a Value Index Leader in Reliability. It ranked first in Customer Experience, and was a Value Index Leader in both TCO/ROI and Validation. Its overall performance was impacted by its lower ranking in Capability, which represents 20% of the weighting in the overall Value Index.

Our assessment finds that Xactly could perform better in Capability by focusing on business collaboration, and in the areas to share meta data, reports, models, definitions and application-specific support as well as clearly demonstrating the connectivity between its portfolio of products. Organizations evaluating Xactly should examine the vendor’s platform and applications that support RPM.

Xactly actively participated in the evaluation process and request for information for this Value Index. This assessment was based on Xactly’s products that support RPM available through end of 2021. Since the Value Index was published, Xactly has released incremental versions of Xactly Incent and Xactly Forecasting — two components to support RPM.

Prospective customers should look at their organization’s evolution in moving from a sales focus to a revenue focus and better understand whether existing processes and technology are a strong enough foundation for where the organization is today as well as where it is going. The added complexity of adopting multiple selling channels and a broader number of roles directly linked to revenue prompts a reassessment of whether existing processes and technology support the necessary balance of resources, incentives, and performance tracking to align all the teams involved.

This research-based index is the most comprehensive assessment of the value of Revenue Performance Management software in the industry. Technology buyers can learn more about how to use our Value Index by clicking here, and included vendors that wish to learn more can click here. Read the report here.