With a sales force that skyrocketed from three people in 2009 to 50 by late 2012, executives at Dyn, knew it needed a sales performance management system that could keep up with and sustain its growth.
The incentive compensation dilemma led them to Xactly Corporation, which announced today that Dyn, the worldwide Internet Infrastructure as a Service (IaaS) leader, selected Xactly Express to improve results and productivity across its sales force.
Xactly is the leader in on-demand incentive compensation and sales performance management. Xactly Express is the industry’s first self-service sales compensation management software designed specifically for emerging businesses.
With increasing demand for its website uptime and email services, New Hampshire-based Dyn experienced rapid growth, increasing revenues by 70 percent year-over-year for three years running.
Joe Raczka, vice president of finance, said he started looking into sales compensation software as the company’s growth outpaced its spreadsheet-based commission tracking system.
“We did not have the flexibility to modify our compensation and incentive model,” said Raczka. “As our payments to reps became more complex, we had to look beyond the Excel pivot table to incentivize and motivate them effectively.”
Scott Broomfield, general manager of Xactly Express, understands the importance of upgrading technology to capitalize on growth. “When innovative companies like Dyn scale up to meet demand for their growing portfolio of products and services, the manual processes they use to manage their business operations often become time-consuming and unreliable. Business solutions like Xactly help companies continue their trajectory and motivate their team to exceed quota.”
Xactly Express also offered Dyn the capability to address issues that were starting to arise because of its manual incentive compensation process. For example, one finance employee spent about half of her time dealing with incentives, while reps were beginning to challenge the accuracy of the calculations.
“The ability to track incentives in real time through Express will be huge for us in terms of both employee trust and productivity,” Raczka said. “To be able to track the value of a deal, and the different decisions you can make right in front of you is key to keeping reps above quota.”
“Additionally, using Xactly Express will ensure fairness to all of our sales reps, which is a huge priority for Dyn,” Raczka continued.
Beyond efficiency, the greatest competitive advantage Express delivers is motivation for Dyn’s sales team. “With Xactly Express, not only do I have a trusted calculation engine, but I also have a way to drive productivity from the sales team,” Raczka said.
Incorporated in 2001, Dyn is the worldwide Internet Infrastructure-as-a-Service (IaaS) leader, powering Managed DNS, Traffic Management, Email Delivery & Email Reporting for more than four million enterprise, small business and personal users. With nearly 20 data centers around the world and industry-leading uptime for over 10 years, Dyn’s commitment to customer relationships and engineering excellence shines every day. Uptime is the Bottom Line.
About Xactly Corporation
Xactly Corporation (xactlycorp.com) is the market leader in on-demand sales compensation and 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, 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 call 1-866-GO-XACTLY (469-2285).
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