Chris Cabrera
- Founder and CEO at Xactly
GetLatka interview
How Xactly Used Three Acquisitions to Cross-Sell Into 1,600 Customers (Interview with Chris Cabrera)
Chris Cabrera (Founder and CEO of Xactly) spoke to Nathan Latka on July 9, 2019.
Xactly figures from the interview
- Customers (2019)
- 1,600
- Net Revenue Retention (year-one cohort, 2019)
- Well north of 100%
- Acquisitions (last 15 months) (2019)
- 3
- Year Founded
- 2005
“we have 1,600 customers now all over the globe, we're able to go back to them and upsell, cross sell all these different products now that we have. Whereas before, we were kind of fairly much a one trick pony, we had comp and that was sort of it. So we've expanded our TAM pretty dramatically.”
“It's well north of 100%, know I don't know the exact number because it does bounce around depending on whether it's SMB or mid market or enterprise. But we're upselling and cross selling quite a lot.”
“we used to sign three year deals and during the three year deals there was no increases annually. And one of the things we decided to do was go with over five or seven year deals and have annual increases every single year in the contract. It certainly seemed counterintuitive, we thought we would get tremendous push back. But in fact it's proven out to be a great thing for us in our business and our customers like it as they're locking in, they like the longer term contract, they're happy with the ability to buy all these additional products.”