CASE STUDYXACTLY FUELS DATA-DRIVEN SALESPLANNING FOR PHARMACEUTICALSAND BIOTECH COMPANY
About The Organization
This global company has enhanced the health and well-being of people
around the world since the early 1900s and is an industry leader inproducing plasma-derived medicines and transfusion medicine. It sells its
products and services in more than 100 countries and regions and aims to
be a global leader and reference for quality, safety, and innovation. They
participated in the first international multicenter clinical trial of an anti-SARSCoV-2 hyperimmune globulin, a potential treatment for COVID-19.

THE CHALLENGES
The organization has seen tremendous global growth over the last twoyears. Most recently, the company partnered with Xactly to monitor growth
as it expanded its hospital and diagnostics divisions into Europe and APAC.
Going forward, it’s more important than ever to have a Sales Performance
Management solution that accelerates digital transformation with scalability,agile planning, data visibility, and streamlined compensation programs.

“Xactly has helped metremendously, and I tell thatto the wider team all thetime. Xactly has allowedme to build a quick andagile compensation team,and has freed me up fromtactical processes so that
I have time to work on
strategic initiatives thatdrive the business forward.”- Sales Performance
ManagerPrior to implementing Xactly, the organization’s Sales Performance
Management (SPM) process was manual and extremely time-consuming.
Without the data visibility, it needed to model potential scenarios andanalyze the likely outcome of plan components, planning season was often a stressful time. “Prior to Xactly,
planning season was an incredible challenge. With Xactly, I am able to have easy access to model
different metrics, plans, and components quite easily and then make recommendations to my leadershipteam.”
One of the company’s main goals when implementing an SPM solution was to be less reactive and moreproactive in terms of building sales plans that drive performance. As a crucial part of the company’s digitaltransformation, the team wanted to be able to easily load data, calculate incentives, and clearly see
payments in a centralized, efficient way.

THE SOLUTION
By leveraging Xactly’s SPM platform, the organization has been able to gain greater visibility, instill more trustin the compensation process, and be prepared for any territory or plan changes that need to be made todrive the company in the right direction. Here’s how the organization used each solution:

XACTLY INCENT
Prior to Xactly, when the company was using workbooks, comp plans and payments were often sent backto the Compensation team lead with issues from other departments, now she is completely confident that it
won’t be sent back to her and there won’t be other issues. This change alone has saved their organization
an immense amount of time while creating greater efficiencies. Now, other departments can finalize thepayments and all data is loaded quickly. The Compensation Manager added that in addition to helping theorganization as a whole, “Xactly has helped me emotionally. I know I can just add the data, and not chasedown people. It saves me an abundance of time and late nights spent on busy work like emails andmanual double-checking.”
In addition to helping individual performance, the company’s Compensation manager shared that, “Ourexecutive team loves Xactly. When they prepare for meetings with our governance committee, Xactly
helps me to be able to provide them with the data and metrics they need far ahead of time so that they
can be responsive and not reactive in those high-level meetings. They have an exec dashboard, andcan get all of their questions answered ahead of time and are never caught off guard by VPS or C-level
executives.” Using analytics and Xactly’s simple dashboards, the company pulls dozens of reports fromterritory level to high-level goals and quotas, so each manager has complete visibility and validation ofnumbers and performance in order to make data-driven decisions that drive sales performance and align tocompany goals.
During this unprecedented year, the Compensation team lead felt comforted by the knowledge that Xactly
could continue to help her support the sales team during this time of change. The platform made it very easy
for her to easily pull data, model scenarios, and make any adjustments necessary to support company andmarket changes.

XACTLY SHOW ME
As the organization looks into 2021, it is focused on becoming more data-driven, and they are excited tobring Xactly Show Me on board to further encourage reps, emphasize the training they go through, andcreate a better line of communication between the Compensation team and the Sales team. With Xactly
Show Me, you can significantly improve onboarding time up to 50% and get your reps selling more quickly.
In addition, it increases users’ confidence in managing change at every stage of the Sales Performance
Management process. End users get the guidance they need, right in the context of their daily workflow,
specific to their role and requirements.

XACTLY ALIGNSTAR
Xactly AlignStar is a territory mapping software specifically designed to drive higher revenue and lower thecost of sales. It’s a purpose-built solution that automates and optimizes territory design and planning. Thecompany has used AlignStar to more efficiently make decisions around territory planning. According to theSales Compensation Lead:“AlignStar is easy to use. You can quickly enter area codes, reps, and other
territory factors and then view and play with maps that help you build theideal territories for your teams.” - Sales Performance Manager

XACTLY INSIGHTSThe organization is currently in the planning season for 2021 and they are using Xactly Insights to getbenchmarking data so they can set out the best KPIs possible. In addition, they are comparing potential
plans to other companies of their size and industry in order to stay competitive and drive the best sales
performance possible.
With Xactly Insights, sales leaders are empowered to combat challenges like building, growing, and running
best-in-class organizations. Xactly Insights is a next-generation analytics tool that helps leaders do justthat by leveraging key pay and performance data for eﬀective decision making. It arms sales leaders withactionable, data-driven metrics about their reps in order to align and drive behaviors that produce results.

THE RESULTS
This company had the right solutions in place to manage growth, adjust to changes quickly, and handle any
curveballs that were presented during the pandemic. Given the situation that many companies are currently
in, this organization has managed to maintain growth, all while making data-backed decisions that fuel sales
performance. In addition, Xactly has empowered them to:
Decrease time spent preparing for financial review meetings by 50%
Reduce shadow accounting by reps by providing dashboards and timely reports
Achieve better visibility into accruals, attainment, and other data insights
Be prepared to easily pivot plans when changes arise
Align the business to the comp plans more strategically
100% reduction in compensation payment errors
Reduce payment processing time by 75%