Wipro, Xactly combine technology prowess to offer SPM solutions

BENGALURU: Globally located IT company, Wipro Limited has partnered with US-based Xactly Corporation to offer Sales Performance Management (SPM) solutions for customer organizations across industry sectors in a software as a service model (SaaS).

Organizations are constantly devising new ways of incentivizing their salesforce to drive desired outcomes. Sales performance management (SPM) solutions help organizations to bridge the gap between their business goals and sales performance.

Sales performance management (SPM) software comprises tools and process functions that automate and unite back-office sales processes, improve sales execution and operational efficiency.

Gartner estimates the Sales Performance Management (SPM) software market grew 10% in 2015 to about USD 715 million in a report titled “Magic Quadrant for Sales Performance Management”, document ID G00274059, dated Jan 21, 2016 by Gartner Analyst Tad Travis. Both Wipro and Xactly believe that the SPM market will continue to grow at a steady pace.

Headquartered in San Jose, California, Xactly develops software products and solutions that offer tools for enterprises make more strategic decisions, increase employee performance, improve margins, and mitigate risk. Wipro brings with it rich experience in transforming the sales functions of large enterprises, across a gamut of business processes and technologies. It has delivered IT programs around incentive compensation and related elements that have helped customer organizations align their sales teams in line with the company’s sales revenue and product mix goals.

By bringing together Xactly’s technology prowess in the area with Wipro’s deep domain and system integration expertise, the two companies seek to help customers drive incremental business growth by incentivizing and rewarding employee behavior. The partnership will enable customer organizations improve the performance of their employees, including that of their salesforce.

Wipro says that the company is also working with Xactly to transform compensation programs that will help clients recognize employees who deliver the greatest value to their organization, regardless of their position in the organization’s hierarchy and/or tenure at the company.

Hiral Chandrana, Senior Vice President & Global Head, Business Application Services, Wipro Limited said, “Sales Performance Management is a key priority for organizations, across the board. Companies can optimize their sales performance processes through effective incentive compensation design for their employees and tools to measure the same. We are confident that Wipro's extensive experience in transforming the front-office sales process coupled with Xactly’s incentive compensation cloud products will deliver the right platform to accelerate business outcomes for our clients.”

“We are always looking to partner with like-minded industry leaders who understand the importance of using incentives to drive the right behaviors and are aiming to shape the next wave of this industry,” said Nitin Mathur, Vice President of Worldwide Professional Services at Xactly. “Wipro’s global reach and services expertise complements our mission of helping companies use compensation as a strategic lever to drive better sales alignment, retention, and performance.”