http://leapcomp.com Wed, 03 Aug 2011 11:15:28 +0000 http://backend.userland.com/rss092 en There has been a lot of industry news in the past few months that I haven’t had time to cover and I’ll start trying to catch up by talking about what has been going on with Xactly. Xactly just announced that it has expanded its North American operations with new headquarters ... http://leapcomp.com/2011/08/xactly-news-100-express-customers-incent-71-and-conversation-with-xactlys-ceo.html Why do large system implementations often fail or get delayed? Depending to whom you ask, you’re likely to get a different answer: the requirements were not understood properly, the data was too complex, processes were not documented, key stakeholders were not involved enough, there’s too much red tape, my ... http://leapcomp.com/2011/02/time-to-burn-the-ships.html I talked about SaaS Contract Negotiations before, but I found another great article from ERP Software Advice on this topic here. The author describes 9 points that can be negotiated within a SaaS agreement. Here is a short summary: 1. Pricing and Discounts: Obviously, published pricing can usually be negotiated, and ... http://leapcomp.com/2010/12/negotiating-a-saas-contract.html In designing an incentive compensation scheme there is no one perfect design, there are however some common best practice design principles that characterize effective schemes. Effectively implementing these seven principles will provide immediate value to the sales organization therefore we would recommend that you consider how your organization compares. 1. Clear link ... http://leapcomp.com/2010/11/7-principles-to-improved-sales-performance.html I’m back from my blogging "vacation" and I apologize to all my readers for this long delay. I’ve been extremely busy juggling projects and I started an MBA a few months ago which has been using most of my free time. I will do my best to do ... http://leapcomp.com/2010/11/merced-icm-two-years-later.html I had a good conversation with Chris Cabrera, the CEO of Xactly Corporation, last week. We spent an hour talking about Software as a Service (SaaS) and why people should care. He is definitely one of the people most passionate about this topic that I know! For those who ... http://leapcomp.com/2010/05/saas-%e2%80%93-future-or-buzz.html In this second part of the ActekSoft ACom3 Sales Performance Management solution review, I will focus on some of the concepts that make this solution a particularly good fit for insurance clients. The first part of this article is here. Management of producer (payee) data The insurance industry has very challenging ... http://leapcomp.com/2010/03/acteksoft-acom3-review-part-2.html ActekSoft was founded in 1999 and currently supports over 30 clients (mostly in the insurance industry).  I talked about them earlier this year when they got acquired by Callidus Software. Acteksoft's flagship product is called ACom3 and can be deployed On-Premise or On-Demand.  Approximately one third of ActekSoft's clients are ... http://leapcomp.com/2010/03/acteksoft-acom3-review.html At the 2008 Olympics, Michael Phelps took home 8 gold medals. Like all Olympic athletes, Phelps trained year-round for four years to compete in this one extraordinary sporting event. As a result, Phelps was rewarded with $200,000 in prize money ($25,000 per gold medal), millions of dollars in paid endorsements ... http://leapcomp.com/2010/03/motivating-your-sales-team-to-go-for-the-gold-what-can-you-do-to-turn-your-reps-into-an-olympic-sales-team.html I spent last weekend – the Valentine’s Day weekend – in Philadelphia with my girlfriend. I’ve been working on a project in Philly for almost two months, but I hadn’t had the chance to explore much of the city and visit the tourist attractions. One of the weekend’s ... http://leapcomp.com/2010/02/valentine%e2%80%99s-day-in-prison.html