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11/10/2016
Technology firm Equinix has ditched its manual sales compensation system and bought in cloud-based incentives using Xactly. In its business, Equinix brings client companies together in 40 markets across five continents to uncover new opportunities and accelerate their business, IT and cloud strategies.
Senior managers in the company realised that a disparate approach to managing their own sales compensation, primarily based on spreadsheets, could no longer work and risked leaving the company with no central insight or governance.
Brian Lillie, CIO at Equinix, said:
‘With Xactly we are able to provide that same level of connectivity and ingenuity to our sales team. This has enabled us to shift our focus from simply trying to calculate and route comp statements and payments, to analysing and looking at compensation more strategically as a growth driver for our business.’