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Upcoming Webinars

May
9

Accounting for commissions and other contract costs under ASC 606

Wednesday, May 09, 2018 | Time: 11:00 AM – 12:00 PM PST

Under ASC 606/IFRS 15, the costs of obtaining a contract are recognized as assets. Certain costs, such as commissions, need to be capitalized. In this webinar, Matt Svetich of Effectus Group will discuss what to consider preparing for the commission accounting changes. Methods for estimating commission amortization as well as the supporting audit requirements.

You’ll learn how to:

  • Identify costs of obtaining contracts, such as sales commissions.
  • Handle capitalization of commissions with clawback provisions.
  • Determine the amortization period of capitalized costs.

Matt is a Director in Effectus Group’s technical accounting and IPO practices. He has extensive experience in implementing the new revenue recognition standards.

May
15

How Multi-model Databases Can Supercharge Your Enterprise Applications

Tuesday, May 15, 2018 | Time: 09:00 AM – 10:00 AM PDT

Open source NoSQL multi-model databases power today’s strongest enterprises and the applications they build. Attend this webinar and learn how to deploy multiple systems to handle all data types, increase performance and security while supporting scalability. With the OrientDB 3.0 platform, learn how to improve fraud detection, design innovative biologic applications, and analyze data for hyper-personalized e-commerce recommendations. Do something epic with your data. We'll show you how to:

  • Identify costs of obtaining contracts, such as sales commissions.
  • Handle capitalization of commissions with clawback provisions.
  • Determine the amortization period of capitalized costs.

May
24

Be a CX Winner- By Focusing on Culture and Employee Experience

Thursday, May 24, 2018 | Time: 11:00 AM – 12:00 PM PST

You’ve probably already heard that your company needs to be customer-centric to survive in today’s environment. But to become customer-centric, an organization must first become people-centric.

What does that mean, and how do you get there?

Please join Annette Franz, founder and CEO of CX Journey Inc., in this special webinar, as she charts a path to help your company get on the right track to customer-centricity by changing its culture toward employees as well as customers.

You’ll learn about:

  • The customer experience culture pyramid
  • How to design the culture you desire
  • What employees crave in a great employee experience

Webinars On Demand

How to Incent the World one Business Unit at a Time

If anyone can speak to the complexities of incentivizing people all over the world, it’s Telstra. With seven different business units, 20 countries, and 9,000 payees, Telstra uses CallidusCloud Commissions to drive behaviors around the world and among all roles, from technicians to call center sales reps. Attend this webinar to learn:

  • Explore the ways CallidusCloud helped Telstra increase visibility, reduce risk, and improve payment accuracy.
  • Get suggestions for ways to start your search for a commissions tool.
  • Understand how Telstra is now able to get more insight and solid reporting from its data.
  • Learn how Telstra’s implementation relates to the opening crawl of Star Wars.

Reduce Commissions Cycle From Months to Once Per Week

Most companies today are eager to streamline any process within their sales organization. Lenovo was looking to streamline their sales compensation payment process. With 3000 sales reps worldwide, this was no small task. Hear Josh Stamer, Sales Incentive and Commissions Program Manager for Lenovo, discuss how he tackled this project and why they selected CallidusCloud as their sales compensation partner, saving over 30 hours per week.

Rethinking Sales Compensation

The goal of sales compensation is to produce optimal sales performance and drive business results. Yet less than 9 percent of U.S. companies believe their sales compensation plan consistently drives precise selling behavior. This results in companies wasting hundreds of billions of dollars and failing to achieve their business objectives. Harvard Business School’s Frank Cespedes has looked closely at sales compensation and has discovered why so many companies have sales compensation plans that don’t work. He has found that companies often buy into conventional wisdom, which holds that:

  • Money is the only motivator
  • Comp plans must be simple
  • We pay for results, not process
However, these assertions are false, can be damaging, and need to be reexamined. Compensation is just one part of strategic sales performance management; without the link to a bigger strategic plan, even the best compensation plans won’t pay off. On February 23, in a live, interactive Harvard Business Review webinar, Cespedes will share insights from his study of sales compensation, describe why so many companies make mistakes with sales compensation, and provide practical advice on linking strategy and sales in a way that produces real business value. The key is aligning the desired sales behaviors with the organization’s strategy and making your compensation plan drive those behaviors. Join Frank Cespedes and HBR on February 23 to learn how to avoid common sales compensation mistakes and how to create a sales compensation plan that works.

Reconnecting Sales Forecasts with Reality

Our research shows that sales managers consider forecasting important, and that it consumes lots of the sales force’s time. But most managers consider forecasting efforts fraught with bias, and therefore unreliable; and not surprisingly, most are unsatisfied with forecasting accuracy. A dispassionate observer might reasonably ask: If forecasting is both time consuming and unproductive, why do sales organizations bother doing it at all? Yet sales forecasting can generate enormous value when done effectively. Effective firms ground forecasting efforts in realistic expectations, and use proven techniques for instilling accuracy. This webcast features practical approaches for transforming sales forecasting efforts into valuable, practical, and accurate tools.

How to Sell Smarter in the Digital Economy with SAP Hybris Solutions

Successful companies are all about customer centricity, customer engagement and the overall customer experience. Learn how SAP and CallidusCloud have partnered together to give your sales team more time to focus on the customer, by leveraging a Lead to Money solution within their SAP Hybris Cloud for Sales solution. Get customers the information they need to say yes faster, make sure customers get consistent information from all channels and touch points, help get contracts negotiated and signed faster, and keep salespeople motivated all along the sales process – resulting in additional revenue, more accurate forecasts and reduced time to close.

Implementing ASC 606 – The Backlog Disclosure

Successfully implementing the new revenue standard, ASC 606

ASC 606 requires substantive new disclosures about performance obligations. Companies must disclose qualitative and quantitative information about the amount of the transaction price allocated to the remaining performance obligations, including when those remaining amounts will be recognized as revenue. Learn more with EITF member Tony Sondhi as he takes a deeper dive into the new ASC 606 revenue standard.

Getting Ready for a CPQ Implementation, and Succeeding!

After many acquisitions, Total Safety needed to standardize and consolidate processes and their business offerings. Melissa Bennett led the transformation of Total Safety’s sales processes focusing on the alignment of sales technology, process and sales leadership. Hear how she selected the tools, which tools she wanted to work together, what preparations were made before implementing CPQ, how she kept the implementation on-track, how she managed sales team expectations and adoption, and the remarkable business benefits she delivered. Anyone contemplating a CPQ project or an enterprise transformation project can gain valuable insights from a person who has “been there, and done that”.

The C in CPQ actually stands for Connection

Connectivity is what Verizon Telematics solutions are all about. However, with a home-grown pricing and quoting system, their sales force was not following suit. As their business was growing, the sales teams were making mistakes and existing solutions were not scalable. Join Eric Simon, Associate Director of Enterprise IT, as he discusses:

  • Questions to ask when evaluating a CPQ solution.
  • Challenges that Verizon Telematics faced during every stage of the buying and implementation journey.
  • How their sales teams ended up on the other side—connected.

Creating Customer Value & Seller Profitability: How the B2C buying experience is driving the evolution of CPQ in B2B Sales

The B2C buyer experience has profoundly changed over the past five years. B2B sellers are learning how to translate many of the same lessons and successes to improve the buying experience for their customers and to improve their own profitability. Learn the 4 trends driving the evolution of CPQ in B2B Sales and what to look for and expect from your CPQ solution.

Measuring Sales Force Activity

Salesperson activity is an important indicator of organizational productivity and effectiveness, but presents significant data collection challenges. Join us during this first look webinar as we investigate how sales organizations account for salesperson activity, and the nature of the insights they gain through such efforts. Topics addressed include the nature and quality of salesperson activity tracking, the methods utilized to collect information, the types of activities considered most important to track, and the various ways management applies activity data.

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