SetSail is a signal-based selling platform that uses AI and behavioral science to turn sales data into better sales behaviors. The vendor states CROs and Sales VPs at companies like Dropbox, Cisco, Hubspot, and Lyft use SetSail to automate sales programs, improve rep behaviors, and increase win rates — at scale and in real time.
N/A
Varicent
Score 7.9 out of 10
N/A
From quotas to sales and compensation, Varicent helps revenue leaders in enterprise organizations chart a more effective, connected path to revenue by providing vital data, insights, and sales go-to-market planning tools.
N/A
Xactly
Score 8.6 out of 10
N/A
The Xactly platform is a revenue intelligence ecosystem that by consolidating forecasting, incentive compensation, and sales engagement workflows into a single source of truth, provides high-fidelity visibility into the revenue lifecycle.
Varicent is the leader in the ICM space because it is scalable and is always making improvements / enhancements based on customer input. However in my opinion based on my own experience, all ICM providers operate similarly in that they over-promise to get a customer's business …
Out of all of the products I have ever evaluated for this space, Varicent is head and shoulders above the rest in my opinion. For me, I think of Varicent as akin to building an Access database while the other programs are like building an Excel data model. In Varicent you …
We did look at other vendors, but Varicent stood out in terms of offerings for the price. There were certainly fancier options, but this hit all marks--cost, quality, and features.
Xactly Incent® is promissing tool in market as it is from long time. and builded the trust with big companies. Whereas rest of the tools are new in market and has most recent features per industry requirement with enough flexibility.
Xactly [Incent] Analytics reports are more advanced and easy to use. The interface is superior and allows for a deep dive into sales numbers and financials for the company. Other departments use Xactly [Incent] to help build cross-functional tools and databases, that can work …
Good tool out there for our needs Intuitive, easy to use
Verified User
Employee
Chose Xactly
I have used Callidus for commissions calculations before and each system has its own pros and cons. Because I have used Xactly Incent longer than Callidus, and I'm still currently using it, I have gotten used to Incent and all its challenges. Callidus was also a great tool as …
Xactly is able to handle all of our business needs. They have a great community of users where Xactly is involved and listening. The support is great and less effort needed in being fully self sustainable with Xactly at your company.
At the time we looked into it, Xactly was very much ahead of the curve compared to Varicent and how it functioned. We specifically wanted something that had a robust reporting engine and also integrated into Salesforce.com so our field teams could have a single point of entry …
We originally reviewed Callidus, Centive and Varicent and at that time we went with Callidus because of the customization we thought we needed. Unfortunately, the system was built in such a way, that it was so laborious for us to manage and we needed to know how to read and …
Verified User
Director
Chose Xactly
Varicent - horrendous customer service and far more expensive
Oracle Incent - literally had our compensation administrators in tears
Features
SetSail
Varicent
Xactly
Analytics and Reporting
Comparison of Analytics and Reporting features of Product A and Product B
SetSail
10.0
2 Ratings
14% above category average
Varicent
-
Ratings
Xactly
8.5
107 Ratings
3% below category average
Personalized dashboards
10.02 Ratings
00 Ratings
6.5107 Ratings
Color-coded scorecards
10.01 Ratings
00 Ratings
8.82 Ratings
KPIs
10.02 Ratings
00 Ratings
8.53 Ratings
Key Performance Indicator setting
10.02 Ratings
00 Ratings
9.22 Ratings
Benchmarking with external data
10.02 Ratings
00 Ratings
9.22 Ratings
Revenue Forecasting
10.01 Ratings
00 Ratings
8.82 Ratings
Pipeline Analytics
10.01 Ratings
00 Ratings
8.42 Ratings
Sales ICM
Comparison of Sales ICM features of Product A and Product B
SetSail
10.0
2 Ratings
16% above category average
Varicent
6.7
55 Ratings
15% below category average
Xactly
7.5
118 Ratings
13% below category average
Sales compensation plan creation
10.02 Ratings
7.148 Ratings
7.7110 Ratings
Complex sales crediting
10.02 Ratings
7.548 Ratings
7.7107 Ratings
Sales compensation process automation
10.02 Ratings
7.452 Ratings
7.3110 Ratings
Incentive auditing/regulation compliance
10.02 Ratings
6.546 Ratings
7.989 Ratings
Sales compensation dashboards & forecasting
10.02 Ratings
6.447 Ratings
8.0103 Ratings
Incentive modeling
10.02 Ratings
6.243 Ratings
6.681 Ratings
Agile incentive strategy
10.02 Ratings
6.538 Ratings
6.973 Ratings
ICM mobile visibility
10.02 Ratings
6.232 Ratings
7.465 Ratings
Sales Gamification
Comparison of Sales Gamification features of Product A and Product B
SetSail is perfect for a mid to large sized sales organization that would like to spark a greater sense of competition amongst their sales team. If your sales team isn't that size then it would seem fairly redundant to use this software with your reps as there will not be as much competition driving the results that SetSail is intended for.
For the use cases we have at the bank, ICM is a perfect solution. For any bank or institution that has similar requirements, ICM would be a perfect solution. But I also think for any use case that has any sort of incentives based on Sales done, this would work amazing, as both Calculations and reports are handled by ICM very well; it's an all-in-one solution, I feel like.
The software is well-suited when it comes to tracking and monitoring your commission estimates. It's an easy, user-friendly way to understand what sales went through, and what sales disappeared. I think it could also be improved by showing what changed. So if I log in one day and I have a sale and the next day that's gone. I think an updated running log on what changed is important, even what's been added, like if I log in, show me like plus, you know, 5,000 in sales or something like that.
As [the] model gets more and more transactional data, the calculation time increases. This should/can be handled internally with better model optimization.
Migrating from one env to other sometimes is challenging. There can be better 'Alerts' or 'Explanation' provided to handle it or at least to give a hint of the error.
For managers viewing their rep's report, the access part can be made easier. It should be linked to Payee hierarchy and access can be done automatically.
Customer support from IBM is impeccable. They are quick to respond and they don't nickel and dime you for every request you make. Their goal is to ensure your success and as a user, I really feel like they listen to my concerns. That's not to say there are no problems. All software has its issues, but I don't feel like those issues fall on deaf ears.
We have been using Xactly as a primary application to calculate the commissions payout on a daily basis and would continue the same as Xactly Incent meets our requirement. It keeps the process automated and reduces the manual effort to calculate commissions.
Any calculations can be implemented as there are hardly any limitations on complexity. However, online real-time usability is lacking - a simple user enters, and the system calculates work in a way that it is in the browser and hence still needs overnight to be properly reflected in the batch calculations and backend tables.
From an admin perspective, the software's usability is high. The different components are organized in a way that is easy to figure out, for example, all elements of a plan are under the Plan Design section. There are some areas where searching within the system is a bit cumbersome because after clicking into a result and back out it clears your filter. I found the software easy to navigate when I first started and the amount of documentation and helpful videos they have on the community and within the University make the system even easier to learn.
In general the system is nearly always available. But the daily achievement calculation takes a hugh amount of time. therefore it was in the past month sometimes only from midday onwards completely updated and usable for Sales employees. Xactly support was and still is working hard to get it available early mornings. Availablility time has increased a lot. It's now down to around 10 am in the moring
All is fast, but with API's it is sometimes slower due to the application we are pulling data from. Reports are loaded directly or within seconds and our reports are very detailed with many columns and rows.
Xactly Incent performs extremely well. I have not experienced it "slowing down" when usage is heavy. This is particularly true when it comes to the regular recalculation of credits and commissions. It is not uncommon for Xactly to be dealing with hundreds of thousands of orders/credits in a pay period, but the system handles it well. Xactly recently changed their calculation engine and the speed for regular refreshes increased significantly.
Giving a 10 would suggest there is no room for improvement. I don't feel like their support is perfect. However, I have never met another team that was more dedicated to making sure we get what we want and need.
They take the time to understand the system. They keep us updated on the status of our cases. Finally, their continued follow up ensuring the initial issue was resolved is very nice. They will not close the case out until they have confirmed that our issue has been completely resolved and fixed.
Awesome product, easy to use during daily activities. Reporting and user experience are very well organised. The sales team also likes this tool for reviewing their commissions at any time, which provides real-time updates. For new hires or mid-hires, the commission calculation is working very efficiently. Every sales-side organisation must have this tool.Awesome product, easy to use during daily activities. Reporting and user experience are very well organised. The sales team also likes this tool for reviewing their commissions at any time, which provides real-time updates. For new hires or mid-hires, the commission calculation is working very efficiently. Every sales-side organisation must have this tool.
Xactly offers training on new releases on a monthly basis and training on basic principles regularly via registration. My experience with both is that they do not provide the in-depth knowledge necessary to truly master the system and advanced courses still do not go to the level needed to autonomously manage the system and plans. Professional services are a large part of any cloud based service such as Xactly and I feel a reliance on such paid consulting services is a great money-maker for Xactly.
Test test test. Make sure that the product is calculating everyone 100% correctly. DO NOT accept a 70% pass rate as some companies would like to have you believe is acceptable. This means conducting thorough testing by providing 100% of all expected results, but it will be worth it when you know that the compensation plans are working entirely as expected.
Go into implementation knowing how you will handle churn, if there are claw backs, treatment for every type of commission payment (i.e. new business, renewals, etc.) and know your average customer life. You'll also want details by customer for as far back as you can go (within reason).
Yes we work with a few different tools including setsail, outreach and ZoomInfo. There are many other tools but we haven't considered too many to look at a t all. Not sure if these tools are directly go against setsail but they work hand in hand with our salesforce application
In 2015, we used a scorecard containing 80 attributes in our review of Oracle, Callidus, and Xactly & Varicent. Oracle did not have true self serve capabilities- programming was heavily required, not intuitive, out of the box functionality was limited. Callidus & Xactly could not provide us a demo using our data, statements could not be sent out in bulk form, difficulty in importing/exporting to CRM. Varicent excelled in most areas and was the clear winner.
Ignoring the contractual issues that we had, Optymyze is very different from Xactly Incent. I would say that both offer high degrees of flexibility, but Xactly requires greater technical knowledge to customize. Optymyze allows administrators to manipulate data in a way similar to Domo or Tableau, allowing someone who is less technical to customize it. Xactly's connect module, on the other hand, requires strong knowledge of SQL to be able to manipulate data. I've been looking to take the training for Connect, so I can't comment on the limitations or flexibility beyond that.
It is very scalable and adaptable to changing complexities of calculations and business rules under a variety of different scenarios. It does not get full points because in large data loads the time needed to calculate and import the data increases exponentially and may cause issues related to timing potentially.
It's very flexible. In most cases it can be adapted to your needs by programming which may cost extra money. We have a lot of different complans and close to 1.000 employees using Xactly in EMEA. It's mainly used by Sales and Finance
Compliance - with a central system used for calculation incentive payments and commissions, we are able to provide reports and data showing every detail of how payments are calculated and why they are justified. We can also identify anomalies and outliers.
Integration with our payroll system is seamless. Except for regular pay, nothing goes to payroll without going through ICM. The process for paying incentives/bonuses/commissions is now very structured and efficient.
I am not aware of the company investment, but the overall result is fantastic. Employees visibility to commissions and components of their commissions is great. They have much more accessibility to their numbers and better understanding of how commissions are calculated. They can also review commissions at their convince on the application.
There seems to be more employee engagement and satisfaction with the overall commission process and reporting with Xactly Incent.
