Enhanced Forecasting with Xactly Data
Forecasting in the current economic and business climate has become increasingly crucial, with accuracy being paramount. Using Xactly's data, Blackbaud has been able to adapt and manage budgets more effectively. Courtney Aubin mentioned that they utilize Xactly's data for preliminary accruals, ensuring accuracy and a clear cash flow picture. This accuracy in forecasting prevents both under and over-accruing, allowing for optimal resource allocation.
Increased Quota Attainment
Blackbaud has witnessed remarkable growth in sales quota attainment since implementing Xactly's solution. Despite challenging times faced by many businesses, Blackbaud achieved a 15% higher rate of reps reaching quota and saw an increase in reps exceeding 100% of quota. This upsurge in performance signifies the positive impact Xactly has had on Blackbaud's sales operations.
Xactly & Salesforce Connection
The integration between Xactly and Salesforce has proven to be a game-changer for Blackbaud. This partnership has led to increased seller productivity, optimized revenue potential, and more robust reporting capabilities. Connecting these solutions has enhanced visibility and accuracy for Blackbaud, ensuring a more streamlined revenue lifecycle.
Value for the Reps
Ensuring customer value for the sales reps has been a pivotal focus for Courtney at Blackbaud. By enabling sales productivity through Xactly, they empower their sales team to focus on what they do best – selling. This is especially crucial in retaining top performers in a competitive market where remote work has made switching positions easier.
Sales Team Adoption
Achieving buy-in and adoption from the sales team is a common challenge when implementing a new solution. Courtney highlighted the importance of open communication and involving representatives from various departments in the implementation process. By championing Xactly as a revenue intelligence tool, Blackbaud ensured a higher level of engagement from its sales team.
Improved Planning Season
Xactly has revolutionized the planning season at Blackbaud, freeing up resources for strategic solutions and providing timely and transparent reporting. With a more efficient planning process, Blackbaud can adapt and configure new sales plans promptly, enhancing overall operational agility and effectiveness.
Career Growth for Employees
The implementation of Xactly has not only benefited Blackbaud's sales operations but also supported employee growth opportunities. Courtney's progression from a commissions admin to a team manager is a testament to how Xactly has empowered individuals within the organization to develop their skills and expertise. Xactly's revenue intelligence platform has enabled Courtney to increase her visibility and influence within the company.
Embracing Change with Intelligent Revenue Platforms
Courtney emphasized the transformative nature of Xactly's Intelligent Revenue Platform and encouraged businesses to embrace change for better outcomes. Through her experience, she highlighted the significant impact Xactly had on streamlining revenue management processes and eliminating pain points. Implementing an Intelligent Revenue Platform like Xactly can significantly enhance operational efficiency and drive positive results for businesses.
Conclusion
The success story of Blackbaud with Xactly serves as a compelling example of how implementing an end-to-end revenue intelligence solution can transform sales operations and drive performance improvements. From enhanced forecasting and quota attainment to improved planning processes and employee growth opportunities, Xactly has played a vital role in empowering Blackbaud to navigate challenges effectively and achieve sustained growth in the competitive software industry.