July 15, 2008 - Nexient Learning selected Varicent Software as its sales performance management (SPM) solution.


Nexient is turning to SPM as part of a larger customer sector strategy aimed at improving their sales and service effectiveness. Nexient has grown through acquisition, which created an environment of disparate sales systems and compensation strategies.

 

The company's management and its sales representatives are challenged by the lack of visibility and transparency into sales activity across the entire organization.

 

Nexient implemented a standardized approach to the sales roles, customer coverage and sales reporting across its business but required technology to support its process improvements. Varicent SPM will create automated consolidated and segmented performance reports for Nexient that are timely and transparent will improve their sales effectiveness and promote revenue growth.

With Varicent SPM, Nexient Learning's sales representatives and sales managers will be able to view and understand up-to-date incentive compensation information, saving them significant time and energy, according to Varicent. Varicent SPM will pull source data on sales from Salesforce.com and Training Partner, calculate the incentive earnings and display that information in personalized dashboards.

"Our evaluation of sales performance management consisted of two parts," said Donna de Winter, CEO of Nexient Learning. "First, we examined building and maintaining our own incentive compensation management solution. Second, we looked at currently available software. Ultimately, we decided Varicent was the right organization with the right solution to manage the complexity inherent in Nexient Learning's sales compensation plans."

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