Part 1 of this blog series introduced Xactly Corporation, a provider of fully multi-tenant, software as a service (SaaS)-based solutions for sales performance management (SPM). The article also provided the bullish vendor’s genesis since being founded in 2005 and its current state of affairs. This article will feature my recent conversation with Xactly’s founder and CEO Christopher Cabrera.

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During my several years of attending events organized by the cloud computing evangelist salesforce.com, such as Dreamforce and Cloudforce, Xactly Corporation has always had a prominent stand at the expo floor (another fixture at these events has been BigMachines, and not surprisingly the two vendors are close partners). In a nutshell, Xactly’s on-demand software lets sales professionals know, well, exactly what they are getting out of their sales wins.

The company’s flagship software, Xactly Incent, helps sales representatives and other sales professionals determine compensation for sales transactions. Additionally, sales executives can use the company’s analytics software to analyze post-sales information such as what, where, and to whom their product lines have been sold and how profitably.

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