Monaco Summer 2011: On-Demand Suite from Callidus
Callidus Software, specialists in Sales Performance Management solutions (SPM) have launched a new version of their leading on-demand SPM suite, Monaco Summer 2011, designed to manage the sales lifecycle from sales selection through to sales enablement, incentives and rewards; one single system enabling businesses to rapidly simulate, analyse and act on sales strategies, maximising effectiveness.
Callidus report that Monaco Summer 2011 includes their Reporting and Analytics platform providing drag-and-drop analytic capabilities that are easy-to-use, with transactional marts. Sales teams are able to seamlessly plan and execute sales plans without having to manage separate sandbox, test, operational and analytics platforms as the new integrated analysis and execution platform closes the loop between the financial targets and sales execution. Therefore, business users can:
• Rapidly deploy new go-to-market plans with confidence on the impact to sales results and earnings.
• Gain real time visibility into actual sales performance with a single source of truth for all financial and operational data.
Julie Orr, Senior Manager, Competence Lead at TrueComp Information Systems, Phillips Healthcare, says, “The advanced modelling capabilities will enable us to easily identify our top performers, observe the impact of our payout rates, quotes and territories on performance, as well as the costs over a period of time. This will allow us to drive growth by deploying the right incentive compensation regime while giving us the predictability that we need to effectively manage our costs.”
Monaco Summer 2011 allows analysts to ‘test drive’ a range of scenarios for quotes, territories and incentives to ensure they meet targets. The results can be reviewed in an organisation’s production environment, removing any guesswork involved, and users will also be able to:
• Quickly model territory, quote and incentive plans and predict consequences of proposed changes before rolling them out to the field.
• Simulate and compare scenarios side-by-side.
• Model in own production environment for real time results and ease of use.
• Automatically generate market performance scenarios.
• Promote a model to production with a single click.
With a built-in next-generation reporting solution incorporated, users have access to rich sales performance data in real time, with the ability to create ad-hoc reports via the web intelligence platform, and enabling users to:
• Leverage real time sales performance data from the production system, reducing dependency on time-consuming ETL processes and latency in performance updates.
• Create intuitive web intelligence reports and dashboards using the enhanced universe with drag-and-drop functionality.
• Drill through organisational, customer and product hierarchies to understand root causes to changes in performance.
Michael Dunne, Research Vice President at Gartner, Inc., commented, “The SPM software market is gaining visibility with enterprises attempting to integrate and optimise functions for sales planning, operational management and analytics, going forward, advanced modelling functionality will be critical to enable sales organisations to account for the implications of compensation components, territory alignments, quotes and targets within a single planning exercise and associated constraints.”
The new Sales Performance Management solution also includes Callidus Rewards Management, a self-service solution that allows an organisation to quickly deploy bonus, stock and merit-based rewards programmes across the sales network, forming part of a comprehensive pay-for-performance strategy. The solution provides:
• An easy-to-use interface for managers to allocate compensation to team members, and provide compensation adjustments.
• Built-in reward calculation tools based on team or individual performance, prior bonus history or job level.
• Inline, interactive analysis and detailed bonus history enabling easier decision-making for managers.
• Comprehensive workflow management for allocation, adjustments and approvals.
Lorna Heynike, Senior Vice President, Marketing at Callidus Software, concluded, “Monaco Summer 2011 advances the market by delivering actionable sales performance: the ability to simulate, analyse and rapidly execute sales strategies within a single system. With this release, customers can visualise the top line and bottom line impact of multiple sales capacity, coverage and incentive scenarios without deploying large-scale changes in the field, and then rapidly apply the optimal strategy across the sales force.”
Written by: Allie Philpin