Solid structure, but lacks flexibility.
September 20, 2020

Solid structure, but lacks flexibility.

Mike Hoa | TrustRadius Reviewer
Score 5 out of 10
Vetted Review
Verified User

Overall Satisfaction with Xactly Incent

Xactly Incent is currently being used to calculate variable compensation for our Sales, PreSales, and Business Development employees within our company.
  • Helps determine how much is paid for an order/transaction (true cost of sale).
  • Good structure to help smaller companies get started on how a compensation system should be setup.
  • For companies that are moving from another compensation system, there is a lot of effort to contort the existing data to fit the Xactly model.
  • Any non-basis proration for quotas and target incentive is not native and requires an excessive amount of customization to make work. Otherwise, a lot of manual work is required to constantly update and maintain this information.
  • Lots of global settings that impact many aspects of reporting. I.e. if you set decimal places to 2, it will apply to all figures. Whether it's the unit price, commission payout, quota attainment, etc. they will be all set at 2 decimal places. You can't pick different decimal precision for different elements.
  • The rigid setup of the data structure, which is a con in many respects, does allow for companies to quickly track how many sellers (direct and indirect) are credited on any one transaction to determine the specific cost of sale and specific customer cost to serve.
  • With ever-changing objectives and priorities of the technology landscape, we find that Xactly isn't easy to quickly adapt as business and compensation needs to change.
  • There are many system structural designs that I change now that we're live with the system. Due to us not knowing the system, we leaned on Xactly PS for guidance during our implementation. Having 1 year of experience with Xactly now, I wouldn't have agreed with the Xactly PS team on how it was implemented and/or designed.
We were using Varicent for 5 years prior to switching over to Xactly. We also evaluated Callidus as a consideration. All of the systems do the same thing more or less. Xactly had the better demo and when you're dealing with limited time to select and evaluated, that can often win you the deal. Xactly is very rigid, which is bad if you need flexibility, but good if you are starting out and need a good setup to get your started. If you need flexibility, then I would say Varicent is much better. Callidus is closer to Xactly from a structure perspective, but with a "newer" looking interface.
A newer customer that needs a framework to start with and has very standard compensation plans would be well suited for this. They have a good framework to help those businesses that are earlier in the business cycle, smaller in size, or have straightforward compensation plans without any proration requirements.