Callidus
Callidus Introduces SPM Community: OpenCommissions
Tuesday, August 18th, 2009 | Callidus, EIM, SPM, User communities | No Comments
Callidus Software announced the launch of OpenCommissions a community sales performance management (SPM) website today with this press release. Featured are SPM related forums, a wiki, blogs, and even sales compensation management Excel and Word templates. Essentially what Callidus has done to create OpenCommissions is to make public parts of TrueConnect, the community site previously exclusively available to verified Callidus customers. Today’s visitors will find some of the content immediately available upon arrival; additional content is available after a free registration and finally, some content is still restricted to only Callidus customers. › Continue reading
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SaaS Pricing for Callidus On-Premise Solution
Tuesday, August 4th, 2009 | Callidus, EIM, SPM, SaaS | No Comments
In addition to the financial results Callidus Software’s Q1 2009 earnings call last week (transcript available here) had much other interesting information including mention of some new customers, new products, and employee headcount reduction. One item in particular that caught my attention was a comment by Senior Vice President, Finance and Operations, and Chief Financial Officer Ronald Fior:
When we get to that stage I mean, we’re going to seriously consider and we’ve been actually testing it out, going to more of a subscription-based term license kind of idea for the license side of this business for the on-premises side, because as I already said, there are some certain verticals that just seem to be pretty well stuck on the idea that they’re going to do an on-premises.
What Fior is discussing here is a software as a service (SaaS) like pricing model for the verticals and customers that insist on an on-premise solution. › Continue reading
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Coaching with MBOs during Periods of Revenue Decline
Tuesday, May 26th, 2009 | Callidus, Compensation Plans, EIM | No Comments
In industries particularly hard hit by the struggling economy, even the best sales representatives may appear to be under performing based on the most important sales objective, the sales revenue target. How do you know if sales personnel are doing their jobs when their corporate customers’ budget freezes don’t allow for deals to close? Good sales reps will continue with the proven processes that under normal circumstances allow for them to exceed revenue targets — practices like scheduled check-ins with existing accounts, accurate and timely CRM record keeping, deal / budget qualification, etc. Attention to these items, should allow your sales reps to be first out of the gate when budgets free up and money starts flowing again.
› Continue reading
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Recession Driving Non-Cash Incentives?
Thursday, March 19th, 2009 | Callidus, Compensation Plans, EIM, Non cash incentive | No Comments
Callidus and IncentOne describe a move by companies to use more non-cash based incentives mixed in with traditional cash based rewards in a jointly released article earlier this week. The headline indicates Challenging Economic Times as a driver. We did not hear much about this strategy from the customers we spoke to during our recent informal survey on the topic, well, unless you would describe job insecurity as a non-cash incentive. Admittedly though, it makes sense: if you don’t have the cash, try using non-cash motivators. Perhaps AIG should have pursued this. Is your company introducing more non-cash incentives into compensation plans in reaction to the tough economy?
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