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Xactly Incent and Analytics Provide Sales Alignment and Visibility for Carestream Health ’s 500 Global Sales Representatives

Xactly Corporation, The Smart Incentives Company and leader in on-demand sales performance management (SPM), announced Carestream Health, Inc., a worldwide provider of dental and medical imaging systems and healthcare IT solutions, is using Xactly SPM solutions to manage its complex, global sales compensation and provide its more than 500 sales reps with real-time, behavior-modifying sales visibility.

Carestream Health began operation in May 2007, following the acquisition of the Health Group of Eastman Kodak by Onex Corporation. As a stand-alone Onex Corporation entity with more than 8,000 employees, nearly 500 salespeople and tens of thousands of customers around the globe, Carestream was tasked with realigning its sales organization under one highly strategic global sales compensation plan. Realizing they could not effectively motivate and manage their large and globally distributed sales team using a manual spreadsheet or homegrown sales compensation system, Carestream began a competitive review of SPM offerings.

Carestream chose Xactly Incent because of its robust, on-demand architecture, powerful analytic capabilities and ability to integrate seamlessly with existing Salesforce CRM and BigMachines solutions.

“Carestream Health has a complex sales compensation plan that would be almost impossible to manage manually,” noted Katie Guest, worldwide sales operations project manager, Carestream Health. “This is not something you’d want to tackle with spreadsheets or homegrown systems. Hence, 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.”

Global Sales Visibility in a Flexible On-Demand Infrastructure

Standardizing on Xactly Incent in May 2008, Carestream Health is now enjoying the far-reaching advantages of a 100 percent SaaS solution, from easy integration with its other SaaS solutions, to seamless and cost effective scalability, to low entry costs and simple maintenance. As Carestream Health’s compensation plan is a “bottom-up plan,” every sales transaction is sent to Xactly Incent for processing – amounting to thousands of transactions per month, with line item and order item detail. Xactly Incent’s rules-based commission engine accurately calculates the proper payouts based on the plan’s many provisos.

“We had no global data before, but with Xactly we have all 500 sales people in one system, with reports from one tool,” added Guest. “Now individual sales team members can view their targets and achievements while management can see the big picture of the field’s performance along with the details that make up the compensation. This is a tremendous business advantage that was impossible to achieve through shuffling spreadsheets.”

With Xactly Incent and Xactly Analytics, Carestream Health is reaping the business benefits of:

• A global and more strategic compensation plan that drives performance: With Xactly Incent, Carestream Health is supporting a single and highly sophisticated global compensation plan that aligns sales behaviors across its eight regions with strategic corporate goals. By centralizing all reps on one global solution, Carestream Health is able to drive strategic sales behaviors worldwide and fine-tune its compensation plan in real-time to meet the changing dynamics of its business. In turn, sales team members have complete plan transparency and can easily see how they are being compensated and why, as well as being able to see which potential deals will yield the best commission payouts.
  

• “What-if” scenario modeling for more profitable deal management: Tightly aligned with its back office and Salesforce CRM solution, Xactly Incent provides Carestream Health’s 500-strong sales team of account managers, territory managers, channel managers and product specialists a single dashboard view into their plan performance. Additionally, using the patented Incentive Estimator feature within Xactly Incent, reps can run “what-if” scenarios against live Salesforce CRM opportunity data to quickly determine which deals will be the most profitable for them and, by extension, the company.
  

• Valuable post-sales analytics and reporting: Carestream Health is using the Xactly Analytics module to provide sales reps real-time compensation information (via their incentive statement) and visibility into sales performance based on valuable post-sales data analysis, such as what products have been sold, to whom, at what margins and price points, etc.
  

Source: Xactly Corporation

You can discuss about Carestream Health and its products & services in the Carestream Health Company User Group