SOURCE: Callidus Software Inc.

Callidus Software Inc.

May 10, 2011 07:00 ET

Callidus Software Underwrites New Aberdeen Group Report on Channel Performance

Report Reinforces Tangible Business Benefits of Channel Performance Management Solutions

PLEASANTON, CA--(Marketwire - May 10, 2011) - Callidus Software Inc. (NASDAQ: CALD), the leader in Sales Performance Management (SPM), today announced the findings of a new research survey conducted by the Aberdeen Group, the leading provider of fact-based research helping organizations and individuals make better business decisions. The report, "The Extended Sales Enterprise: Channeling Better Results," April 2011, is based on a survey of 295 organizations using external sales channels. Callidus Software is a major underwriter of the report.

"In our study, Aberdeen found that the best-in-class, top-performing companies achieved higher returns from their channel, including better overall attainment of quota, and a higher year-over-year increase in both the channel lead conversion rate and the average deal size," said Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group, the report's author. "Companies are planning a significant increase in the proposed channel enablement spend in the coming year, and it is critical that they make appropriate use of marketing, technology and human support for their partners and tackle channel sales management with processes, best practices, technology products and services that yield top-drawer business results."

Aberdeen's report reveals that the best-in-class companies not only report better results on key business metrics such as overall corporate attainment of sales quota and a Y/Y increase in channel lead conversion rate and overall deal size, but also have a better ability to manage their partner network and drive alignment with corporate objectives. In particular, among these companies:

  • 81% have a formalized ability to identify the most productive partners as opposed to 50% of all others
  • 73% consider their partner incentive programs as having an impact on channel performance as opposed to 50% of all others
  • 73% have clear visibility into their channel performance as opposed to 50% of all others

Click here for a complimentary copy of this report.

"Aberdeen's findings offer tangible validation to the strength of the Callidus sales performance value proposition, which drives more effective channel performance throughout the sales partner lifecycle," said Lorna Heynike, Senior Vice President, Marketing at Callidus Software. "As more businesses increase their reliance on external sales channels to drive sales growth, providing the right services to manage the relationship lifecycle is essential. The Callidus SPM suite enables businesses to deliver an end-to-end automation platform for recruiting and quickly onboarding new partners, deploying effective incentive regimes to align partner performance with key corporate targets, and reporting on partner performance in real-time. We are pleased to partner with Aberdeen on a report which highlights the importance of making the right sales channel management solution investment in order to effectively drive sales growth through channel partners."

The Monaco SPM suite allows companies to harness the power of incentives and sales performance intelligence to successfully execute on corporate sales growth goals. The solution enables businesses to:

  • Efficiently recruit, onboard, and track progress toward the agent and producer capacity required to meet revenue targets on time by automating a wide range of operational processes and storing all paperwork and updates centrally
  • Ensure regulatory compliance in an efficient and cost-effective manner with automated background checks accreditation processing and tracking
  • Gain visibility into channel performance with an easy to use web-based portal
  • Rapidly deploy targeted incentives, key sales objectives (KSOs), bonuses, and sales contests to align the channel with critical corporate growth targets
  • Consolidate all sales and financial performance results data in one place with real time access to drive informed go-to-market decisions

The Callidus SPM suite drives sales channel performance at 6 of the top 10 insurance companies and 5 of the top 10 telecommunications companies in the world, handling up to a billion transactions a month from channels with more than one half-million payees.

Callidus Software's award-winning solutions manage the entire sales talent lifecycle from sales selection and onboarding, to incentives and rewards, to coaching and performance optimization, while providing visibility into operations and financial performance. This gives customers the ability to align their sales force and channels with their key business objectives to consistently and reliably execute on sales targets. The software is used by leading companies in a broad range of verticals including high-tech, telecommunications, banking, insurance, and pharmaceuticals. Since its inception nearly 15 years ago, the company has evolved into the most experienced, proven, and reliable SPM vendor in the marketplace. Callidus Software manages over $50 billion in incentives and compensation for more than two million payees across the globe.

About Callidus Software®

Callidus Software (NASDAQ: CALD) is the market and technology leader in Sales Performance Management (SPM). Callidus customers gain a competitive advantage by maximizing sales cost efficiencies and driving improvements in sales effectiveness. Our award-winning Software-as-a-Service (SaaS) applications set the standard for performance management of a company's sales force and channel partners. Over 2 million employees and channel partners have their performance managed by Callidus Software. For more information, please visit www.callidussoftware.com.

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