Founder Interview Video
How Xactly Used Three Acquisitions to Cross-Sell Into 1,600 Customers (Interview with Chris Cabrera)
Chapters
- 0:00Introduction and Background
- 0:22Incentivizing Customer Success Teams Like Sales Reps
- 1:38Commission Structures for Usage-Driving Roles
- 2:35Xactly's Customer Base and Incentive Flexibility
- 3:19Founding Story and Salesforce as First Customer
- 6:42Acquisitions and Expanding the Product Suite
- 8:021,600 Customers and Cross-Selling Strategy
- 8:32Net Revenue Retention and New Bookings Mix
- 9:54Denver Center of Excellence Post-Vista
- 10:40Counterintuitive Contract Changes: Longer Deals With Annual Increases