Tech Tidbits for SMBs: Xactly Express Integration with Intuit QuickBooks

If you’re one of the four million small and medium businesses (SMBs) that uses Intuit QuickBooks and are wrestling with a clunky sales compensation process, I’m serving up this next tech tidbit for you.

Last week, I was briefed on Xactly’s new Express integration with QuickBooks. This sparked my interest because SMB Group survey respondents always cite “attracting new customers” and “growing revenues” among their top three business challenges in almost every study the SMB Group conducts. But, it can be very difficult for small and medium businesses (SMBs) to execute well in this area. Sales and finance are typically coming at this from different vantage points, and its unlikely that the SMB has a dedicated sales comp expert–or the time and money to set up an enterprise-grade comp system.

So, if you’re like the vast majority of SMBs, you probably manage compensation with a concoction of Excel spreadsheets, emails, paper documents and manual processing. Besides giving everyone a headache, it can de-motivate sales people or head them in a direction that doesn’t sync well with your company’s goals.

Xactly (which also has an enterprise solution, Xactly Incent), introduced Xactly Express in 2010 to give companies with fewer than 100 sales reps–and without dedicated sales compensation staff–a cloud-based, self-service solution to “Incent right = pay commissions accurately, on time, reward behavior.” Xactly built Express on Salesforce.com’s Force.com platform, but as it grew the business, Xactly realized that a good 35% to 45% of its Express customers were also Intuit QuickBooks users. For them, QuickBooks is often the primary system of record. So Xactly decided to create new out-of-the-box connectors between Express and QuickBooks. The solution, which was introduced this week, will be available from the Intuit App Center later this summer.

This built-in integration provides an automated data feed from QuickBooks to Xactly Express, as well as single sign-on. Users can access Xactly through their QuickBooks logon to plan and manage sales commissions, bonuses and SPIFFs. Likewise, when you enter a transaction into QuickBooks, commissions automatically get calculated and credited to the right members of your sales team. If you’re doing business outside of the U.S. Xactly’s solutions support over 150 currencies and it provides customer support worldwide, 24/7. Currently, however, English is the only language that Xactly officially supports.

On the sales side, reps and managers can track their performance real-time on Express dashboards via the Web or with a mobile device. They can see where they are in terms of quota or what their commission will be when they’re working on a quote, or figure out which deals will deliver the best commission returns.

Xactly provides a library of customizable sales compensation templates (prospector, hunter, farmer, specialist and captain) to help small businesses get started.  Xactly says that it takes about 6 to 10 hours to get up and running with the integrated Express and QuickBooks solution. Most of this time goes to verify that the data is feeding correctly between the two programs.

According to Xactly, even very small businesses can get value from the solution. Some of its 200 current customers start out with only one sales rep, but have plans to grow their sales teams, and want to get things automated from the get-go.

Pricing for Express is $30 per user/ month, and there is a onetime set up fee that ranges from $1500 to 5000, depending on the complexity of the implementation and set-up–perhaps a bit pricey for the lower end of the SMB market.But Xactly does offer a free 30-day trial so you can see if it will give you what you’re looking for.

The net-net is that if sales compensation is giving you a headache, Xactly Express and its new QuickBooks integration can provide  relief–with the added bonus of helping align and empower your sales team to meet the ever-present challenge of growing your business.

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