Planmeca Case Study on Xactly for CRM Implementation

This case study details the implementation of Xactly for CRM at Planmeca, a leader in the dental industry. The objective of the implementation was to enhance the efficiency of revenue operations and improve the accuracy of incentive compensation data. Chris Hyerdall, the Manager of Business Applications and IT, oversees the administration of Salesforce and the sales compensation software. The decision to switch to Xactly for CRM was driven by its robust features and seamless integration with Salesforce, allowing sales representatives to access all relevant information directly from the opportunity record. The study outlines the benefits of using a native Salesforce application, including improved data integrity, accuracy, and reliability. It also highlights enhancements in quota tracking and sales coaching, as well as a significant increase in commission accuracy and a reduction in errors since implementation. Overall, the integration has streamlined day-to-day operations, allowing sales teams to focus on sales effectiveness.