Month-End Closing On Time With Control

8/14/2013

HOUSEKEEPING

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TODAY’S PRESENTERS

Jim ChidesterDirector, Product

MarketingXactly Corp

Joe Consul Chief Financial Officer

Xactly Corp

AGENDA

Challenges In Management Reporting Cycle

Challenges With Incentive Comp In Reporting Cycle

4 Reasons Why Incentive Compensation Is A Pain

4 Fixes – Close Faster, Increase Accuracy

How Xactly Makes Incentive Comp Work - Joe

Q&A

A little about Xactly

BIG PROBLEM-CLOSING THE BOOKS

#2

Improving The

Management

Reporting Cycle

#1

Streamlining Processes &

Improving Productivity

Importance of Business Concerns Facing Accounting and Finance Teams Source: IMA Research - 2013

#3

Achieving Real-Time

Visibility Across

Organization

CHALLENGES WITH REPORTING CYCLE*

#1 Timeliness of

Reports & Analysis

#2 Integrating

Multiple Data Sources

#3 Time Required To

Close Books

Pressure to deliver with more rules and more data sources

*Source: IMA Research - 2013

NO MISTAKES ALLOWED!

Financial Close Demands 100% Performance

NOW LET’S TALK INCENTIVE COMP!

The Importance of Incentive Compensation

$778BSocial Security

Defense

Income Security$484B

Medicare$361B

Health

federal budget$3,796,000,000,000

$716B

$579B

>$800B

>$800B is spent on Incentive

Compensation each year… 3X more than on advertising

Incentive Comp

IMPORTANCE OF INCENTIVE COMP!

INCENTIVE COMP-REPORTING CHALLENGES

What’s The Accrual?

Sales Reps Commission Statements

Time Pressure- Payroll &

Commissions

Bad Systems Integration with No Visibility

4 CAUSES OF INCENTIVE COMP PAIN

Error Rates & Reconciliation

Need Accurate Commission Statements

No Integrated Data- Get Data through

Excel

Determining Who Gets Credited

Excessive costs running system

Serious Errors

Lack of Timely Reporting

Difficulties maintaining system

Multiple "Versions of the Truth"

Excessive Manual Effort

21%

25%

45%

48%

48%

77%

2

3

1

ALL

42

1 3

*Source: Institute of Management Accountants Research – “Rising to the Challenge”-2013

1 2 3 4

4 FIXES FOR BETTER INCENTIVE COMP

Integrate CRM & Other Systems

Real-Time Reporting

Forecasting“What If” Scenarios

AutomateCalculations

FINANCE TEAMS AGREE ON FIXES

"The accuracy of financial data supplied by operating units is highly accurate, requiring little correction or manual intervention

"My company can easily adjust its current financial system to changes in business profile"

"I'm very satisfied with the level of integration among our financial systems across the company"

82%

79%

62%

26%

35%

5%

Separate Systems/Manual Processes Integrated Systems

*Source- CFO Publishing Research: “Future Proofing The Complex, Modern Business” - July 2013

HOW XACTLY MANAGES INCENTIVE COMP

Joe Consul Chief Financial Officer

Xactly Corp

HOW XACTLY MANAGES INCENTIVE COMP

INTEGRATE APPLICATIONS• SFDC, XACTLY EXPRESS & ADP• No Re-Entering of Data

REAL-TIME REPORTING• See accruals before end of the month• Build commission statements

SALES DASHBOARDS FOR REPS• Real-time visibility from anywhere• Execs and Sales Managers

HOW DOES XACTLY BENEFIT?

SPEED UP FINANCIAL CLOSE• Post accurate accrual within two days of Period End• Get Commissions to Payroll on time• Credits are easy – smooth workflows

GET ACCURACY & ENGAGEMENT• Mitigate Risk-See Accruals before end of the month• Easy Payroll Review• No “Discussions” with Sales Reps

REWARD ON TIME• Commission Statements/Payments for Reps• Tie behavior to performance to company goals

“Closing” Remarks & Recap

Changing Environment Makes Closing Books Painful

Incentive Comp Closing Process Can Be Painful

4 Fixes Can Get you More From Incentive Comp

Xactly Principles To Close Faster, More Accurately

FIXING INCENTIVE COMP CLOSE!

Close Faster..

…with Accuracy..

..Reducing Risk..

.. Linking Performanc

e

QUESTIONS

LEADER IN SAAS INCENTIVE COMPENSATION MANAGEMENT 

FASTEST GROWING PROVIDER – OVER 125,000 SUBSCRIBERS

FOCUSED EXCLUSIVELY ON INCENTIVES AND COMPENSATION

MANAGING BILLIONS IN COMPENSATION ANUALLY

MEET XACTLY

>2x

7%

36%37%

25%

FASTER REVENUE GROWTH

MORE REPSMAKEQUOTA

SHORTERSALESCYCLES

QUICKERSALES

LOWERSALES

TURNOVER

SOURCE: Aberdeen Dec 2011

THE PAYOFF

!VISIT US ATwww.xactlycorp.com

OR CALL1.877.GO.XACTLY(469-2285)

CONTACT US