 March 2009, Vol 1 - Issue 1
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Recent News
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Introducing Bonus and Quota Management
Callidus recently expanded its SPM solution set with two new SaaS applications — TrueMBO and TrueQuota — to address the challenges organizations face when managing bonuses and quota. Read more.
TrueComp Suite and TrueProducer 5.2.2
Read about the latest and enhanced versions of the TrueComp Suite and TrueProducer, featuring improved ease of use, implementation and simple integration with existing IT systems. Read more.
TrueComp 5.2 Solution Wins SearchCRM.com 2008 Product of the Year Award in "Sales Force Automation" Category. Read more.
EMEA Telcos Missing Out on £2.15 Billion Due to Poor Sales Management Telecom carriers across EMEA are missing out on £2.15 billion of efficiency savings due to poor sales management, according to analysis from Callidus Software. Read more.
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Articles
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"Incentives to Drive Sales in Difficult Times," January 28, 2009, CRN. Read more.
"Subscription Models, Customer Choice, and Growth Opportunities in SPM," February 10, CRM Outsiders.
Read more.
B*eye NETWORK’s Ron Powell Interviews Steve Apfelberg, Callidus senior vice president of marketing and business development. Read more. |
Upcoming Events
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SaaS 2G & SLAM Conference, April 28-29, Boston.
Jeff Saling, Callidus senior vice president of Callidus On-Demand, will speak on "Software-as-a-Service Models." Read more.
ACORD LOMA, May 17-19, Lake Buena Vista, Florida. Read more. Salesforce.com’s Dreamforce Conference, November 18-20, San Francisco. Read more. |
Webinars
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Bonus Management Brown Bag Webinar
Hear Vishrut Parikh, Callidus director of product marketing, speak about the benefits of Callidus’ new product, TrueMBO™. TrueMBO helps companies extend a pay-for-performance culture to every employee, in every department with every type of incentive. View webinar. Bonus Management Product Tour
Take a free product tour. Whether you’re looking to extend your existing sales compensation plan with MBO target-based incentives or eliminate bottlenecks rolling out periodic MBO-based objectives and bonuses to other aspects of the business such as call centers or marketing, TrueMBO provides the complete solution. View tour.
"Why Use Incentives During a Recession," April 6. Register.
"Focus: TrueChannel," April 8. Register.
"Engaging and Retaining Your Top Performers with Effective Compensation and Performance Management Practices," May 5. Register.
"Focus: Spring Products Upgrades," May 12. Register.
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TrueConnect
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Connect with your peers today on TrueConnect, Callidus Software’s online community. The community offers our customers an exclusive avenue for discovering, networking, blogging and chatting about all facets of sales peformance management and incentive compensation without leaving their desks.
Callidus provides TrueConnect members with an opportunity to connect with their peers, as well as Callidus personnel such as technical support engineers. In addition, the Wiki chat sessions and discussion groups allow members of the worldwide Callidus community to collaborate on best practices, share experiences, and post or seek tips and advice.
Not a TrueConnect member? To join now, please email trueconnect@callidussoftware.com
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Two Timely Arrivals:
TrueMBO and TrueQuota
In my last column in Connections, I spent a brief time talking about why pay-for-performance is good for business in that it helps align employee performance with corporate objectives.
On February 19, we announced our newest Software-as-a-Service applications to address objective management (TrueMBO) and quota management (TrueQuota). Read the press release in "Recent News" for full details. Better yet, see a free TrueMBO demo.
Their arrival couldn’t have been timelier. One of emerging trends that we’re seeing as a result of today’s economic climate is that organizations are increasingly instituting a pay-for-performance culture beyond sales and into other areas of their organization, such as marketing, call centers, service and support. Companies have seen the benefits of pay-for-performance initiatives in sales, liked the results, and now want to extend those same initiatives to other parts of the organization.
With TrueMBO from Callidus, companies can replace error-ridden and manual spreadsheet-based systems for managing, auditing and tracking employee goals and institute a pay-for-performance culture to every employee, in every department with every type of incentive.
The challenges of quota allocation are all too familiar to most businesses: missed opportunities due to an inability to pinpoint regional, product and account areas that offer rich opportunities; difficulty of modeling and changing quotas based on business needs and incorrect decisions due to multiple and old data from SFA, revenue and compensation systems.
TrueQuota provides sales and finance teams with a solution that ensures that sales quotas are allocated fairly, in a timely manner, and are aligned with corporate revenue goals and opportunities. TrueQuota is for companies that are spending too much time in the quota-setting process, often due to multiple spreadsheets, lack of solid historical revenue and performance data, and no effective process.
Both products are available stand-alone, providing customers with an affordable entry point or deployed in conjunction with Callidus TrueComp® for end-to-end sales performance management.
Leslie Stretch
President and Chief Executive Officer
www.callidussoftware.com
Financial Services User Group Meeting Highlights
The Financial Services User Group met February 23rd, with 27 participants, including CUNA Mutual, Nationwide, Principal Financial, North Carolina Farm Bureau, BCBS Florida, Allstate, John Hancock and Kaiser Permanente. After introductions, Lowell Bolin presented on Nationwide’s upgrade from 4.4.0.4 to 5.2.1; Lori Maris then presented Principal Financial’s implementation. The team reviewed an ehancement list of features. This list will be voted upon, and the top 25 items will be presented to Callidus’ development team as the top features requested for the Financial Services industry.
The group will meet again in the second quareter via WebEx and will try to set up a face-to-face meeting in the third quarter. The meetings are coordinated via the Callidus TrueConnect online community’s Financial Services User Group discussion board.
Partner Spotlight: PayScale
PayScale is a new Callidus partner and a market leader in global online compensation data. With the world’s largest database of individual employee compensation profiles, PayScale provides an immediate and precise snapshot of the job market. Their patent-pending real-time profiling system indexes custom employee attributes (such as industry-specific certifications) and specific job titles for every industry.
PayScale and Callidus will be co-hosting a Webinar from 10 — 11 a.m. PDT, Tuesday, May 5, on "How to Engage and Incent Your Top Performers in a Down Economy." Attracting and retaining top performers is crucial to ensuring short term and long term success and growth. How can organizations use compensation and performance management to reward, retain and engage top talent? The challenges become particularly acute in troubled economic times. Many of HR’s typical tools — raises, bonuses, promotions, and special training opportunities — are not as readily available due to cost and organizational constraints. Yet HR needs to ensure that an organization’s high performers and high potentials continue to deliver top performance.
The seminar will discuss strategies to help companies create pay-for-performance compensation plans and other non-financial rewards that can keep top performers engaged. The session has been approved for 1.0 re-certification through HRCI, and 1.5 re-certification for CHRP.
To register for the May 5 webinar, go to: www1.gotomeeting.com/register/251351468
TrueComp 5.2 Solution Wins SearchCRM.com 2008 Product of the Year Award in "Sales Force Automation"
Callidus Software’s TrueComp 5.2 solution recently received a Product of the Year award from SearchCRM.com. TrueComp 5.2 was named the winner in the ‘Sales Force Automation’ (SFA) category. According to the editors of TechTarget’s Enterprise Applications Media Group, "the SFA suite that provided users with the most value for their money was the clear winner." The TrueComp® 5.2 solution "edged out the competition with its compensation and incentive management capabilities." Commented the editors: "The suite’s deep functionality and value helped it stand out from the rest." The "TrueComp 5.2" solution consists of TrueComp® Manager, TrueInformation®, TrueResolution®, and Callidus TrueAnalytics™ software modules. Read more.
"Wall Street Bonuses" Blog
Following is a blog from Jonathon Zilberstein, Callidus senior customer success manager, discussing recent issues surrounding Wall Street bonuses and pay-for-performance. You can also find his blog on TrueConnect, the Callidus’ online customer community. Read more.
Feedback
Is there something you’d like to see in a future edition of Connections? Send us your thoughts. Email us at: customersuccess@callidussoftware.com.
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