Carestream Health, a provider of dental and medical imaging systems and healthcare IT solutions, moved to Xactly Incent back in 2008. As a result, it has enjoyed a wide variety of benefits and advantages over the past couple of years.
“Carestream had a complex sales compensation structure comprised of multiple country plans,” said Katie Guest, Worldwide Sales Compensation Manager, Carestream. “To go along with our global plan, we needed a global compensation and sales performance management tool. From automation to visibility and analytics – to linkages with Salesforce CRM – Xactly Incent covered all of our bases.”
The firm now has advantages ranging from seamless and cost-effective scalability to low entry costs and simple maintenance. Thanks to Xactly, Carestream has been able to reduce its number of plans from 32 down to eight, while seamlessly managing thousands of transactions per month.
The high accuracy rate of the system has allowed for quick and correct payouts with fewer disputes and shadow accounting from the reps.
“Now individual sales team members can better view their targets and achievement of quota, while management can use and analyze the big picture of the field’s performance along with the details that make up the compensation,” added Guest. “This is a business advantage that allows me to manage the compensation processes, communications and payments from headquarters to my home office.”
Carestream is also using the Xactly Analytics module to help improve business. With it, sales reps are provided with compensation information as well as visibility into sales performance.
This information is based on post-sale data and includes things like what products were sold to which individuals.
“We’ve fed back to Xactly ideas and changes we’d like to see implemented and we’ve been taken seriously. They clearly value the customer and we get very quick and professional help,” said Guest.
Edited by Braden Becker