Addressing Unique Issues in High-Tech and Manufacturing
High technology and manufacturing businesses are consistently seeking innovative solutions to gain control over sales execution while managing constant change. Organizational changes, partner landscapes, new and retired products, new markets, and new competitors require these businesses to demonstrate a high degree of agility and innovation to maintain and grow their market position. These businesses require a platform that not only centralizes control, but that enables a high degree of flexibility and adaptability to allow for continuous innovation and adjustment. The CallidusCloud Sales Effectiveness suite delivers the leading sales performance management suite in the high tech industry, providing a high degree of flexibility and scalability to sales force and channel performance management with focus on ease of use for business user control and visibility.
Solutions for High Tech
CallidusCloud’s market leading Sales Effectiveness suite addresses key requirements for driving selling performance in high tech, including:
- Delivering a high degree of control over key revenue growth targets across the sales networks
- Motivating sales through long sales cycles and service contracts
- Managing complex, changing territory definitions and overlays
- Optimizing quotas and sales coverage based on changing market conditions
- Improving time-to-market of new products and services
CallidusCloud’s Sales Effectiveness suite includes:
- Incentive Compensation Management: Manages plan design, modeling, incentive calculation and payments across selling channels, and supports the agility to make strategic adjustments throughout the fiscal year.
- Communicator: Provides a comprehensive workflow platform for managing communications between the back office, and sales channels. This includes rolling out compensation plans, and special incentives and contests. The platform also manages inbound disputes and inquires from the sales force and extended sales network.
- Quota Management: Delivers a global centralized console for sales quota assignment and adjustments as well as a self-service platform for sales reps to adjust, approve, and track up-to-date quotas. The solution also delivers an analytic platform so business users can monitor and course-correct on quotas that are not aligned with market conditions and territory demand.
- Objective Management: Enables management of strategic objectives and MBOs to ensure that the sales network is motivated to drive business that is critical to the company’s long-term development. Using Objective Management, businesses can allocate and track corporate, department, and individual sales goals and metrics, ensuring measurable execution of key sales strategic initiatives for new product growth, account growth, and new business growth.
- Sales Coaching: Helps measure the sales performance indicators across sales channels that can predict results, coach internal sales reps to higher performance, and optimize the productivity of the entire sales force. The solution boosts the effectiveness of the sales force by uniting key performance data with developmental coaching to drive sustained revenue growth.
- Reporting & Analytics: Provides actionable insight to sales performance by channel, account, product, and region to help high tech businesses make better decisions around their coverage, incentive, and coaching strategies. In addition, the solution delivers a library of pre-packaged reports and analytics to help accelerate ramp up time.
- Business Process Outsourcing: Provides high tech and manufacturing expertise to help manage your day-to-day operations and maintenance of the incentive system; design the right channel and incentive strategy to drive specific financial targets; design custom analytics by role for performance; and perform benchmarking and provide data-supported insights into incentive plan effectiveness.