Callidus Software Product Suite Overview: What's New

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Information about Callidus Software Product Suite Overview: What's New
Business & Mgmt

Published on October 22, 2008

Author: TrueConnection

Source: slideshare.net

Description

presented at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software

What’s New in the Callidus Suite Vishrut Parikh, Senior Product Marketing Manager October 13, 2008

Agenda Callidus Suite Overview Key Components of Suite What’s New in the Suite Callidus Plan Communicator (+ demo) TrueTarget™ (+ demo) TrueProducer™ 5.2.2 SaaS Suite Updates What’s Coming in 2009

Callidus Suite Overview

Key Components of Suite

What’s New in the Suite

Callidus Plan Communicator (+ demo)

TrueTarget™ (+ demo)

TrueProducer™ 5.2.2

SaaS Suite Updates

What’s Coming in 2009

Callidus Performance Management Optimization, Incentive Management and Insight

Callidus Performance Management Integrated Cycle Optimizes and Aligns Rules Roles Rates Bonuses Accelerators Crediting Statements Goal Sheets Detail Secure Portal integration Dashboards Analytics KPI’s Plan Effectiveness Disputes Workflow Adjustments Audit trail Distribute plans Gain approval Audit acceptance New New Goal setting Allocation Acknowledgement Administration Sizing Assignment Optimization Demographics Contracts & Licenses Continuing Education

Rules

Roles

Rates

Bonuses

Accelerators

Crediting

Statements

Goal Sheets

Detail

Secure

Portal integration

Dashboards

Analytics

KPI’s

Plan Effectiveness

Disputes

Workflow

Adjustments

Audit trail

Distribute plans

Gain approval

Audit acceptance

Goal setting

Allocation

Acknowledgement

Administration

Sizing

Assignment

Optimization

Demographics

Contracts & Licenses

Continuing Education

Performance Optimization Accelerate Sales and Channel On-boarding Key Takeaways Single point of management and access to add new sales people and channel resellers Set contract terms and expiration Manage continuing education requirements Enter specific licensing conditions Ensures compliance by integrating with TrueComp ® to ensure incentive pay respects current contract terms or other requirements Date effective intelligence to make changes and maintain audit trail Accelerate on-boarding new sales people and channel resellers, manage demographics, contracts, licensing and education

Single point of management and access to add new sales people and channel resellers

Set contract terms and expiration

Manage continuing education requirements

Enter specific licensing conditions

Ensures compliance by integrating with TrueComp ® to ensure incentive pay respects current contract terms or other requirements

Date effective intelligence to make changes and maintain audit trail

Performance Optimization Set Objectives & Quotas, Communicate, Gain Approval New Key Takeaways Create and manage sales, channel, and related team objectives Set sales quotas, KSO’s and MBO’s Supplement existing sales comp plans Compensate other functions – call center, marketing, service Workflow functionality enables centralized or decentralized allocation of targets throughout, while maintaining alignment with corporate goals Communicate objectives and set rules for completion of process Set corporate, team or individual objectives, allocate them, gain cross organization approval

Create and manage sales, channel, and related team objectives

Set sales quotas, KSO’s and MBO’s

Supplement existing sales comp plans

Compensate other functions – call center, marketing, service

Workflow functionality enables centralized or decentralized allocation of targets throughout, while maintaining alignment with corporate goals

Communicate objectives and set rules for completion of process

Performance Optimization Efficient Territory Optimization Key Takeaways Leverage any metric or attribute to create balanced territories Territories can be account based or area based, a combination of both; i.e.. Rep A has all the ‘red’ zip codes with the exception of one named account Users can view accounts, territories centers, values of areas, highways, etc… to design the most effective territories

Leverage any metric or attribute to create balanced territories

Territories can be account based or area based, a combination of both; i.e.. Rep A has all the ‘red’ zip codes with the exception of one named account

Users can view accounts, territories centers, values of areas, highways, etc… to design the most effective territories

Key Takeaways “ What-if” modeling – Users can simultaneously view several possible solutions for comparison Performance Optimization Model and Balance Territories Based on Key Drivers Users have the ability to dial-in the relative importance of territory balance, geographic compactness and level of disruption when evaluating optimized scenarios.

“ What-if” modeling – Users can simultaneously view several possible solutions for comparison

Communicate And Analyze Distribute Sales Plans, Gain Audited Acceptance Key Takeaways Out of the box or custom solutions for sales plan approval Completely packaged, out of the box, plan and related document communication and approval for sales ops and sales Provides plan template design and plan distribution for sales operations Review and digital acceptance for sales Up to date tracking of sales acceptance process for sales operations Integration with Callidus TrueComp ® for plan data Integrates seamlessly with salesforce.com New

Out of the box or custom solutions for sales plan approval

Completely packaged, out of the box, plan and related document communication and approval for sales ops and sales

Provides plan template design and plan distribution for sales operations

Review and digital acceptance for sales

Up to date tracking of sales acceptance process for sales operations

Integration with Callidus TrueComp ® for plan data

Integrates seamlessly with salesforce.com

Communicate and Analyze Dashboards of Team and Incentive Performance Key Takeaways Deploy role based analytics dashboards to monitor key sales and incentive metrics Pre-built metrics and catalog enable drag and drop delivery KPI’s such as quota performance, sales trends, incentive breakouts, spend % revenue Create ad hoc reports as necessary Built on market leading BI technology from Business Objects

Deploy role based analytics dashboards to monitor key sales and incentive metrics

Pre-built metrics and catalog enable drag and drop delivery

KPI’s such as quota performance, sales trends, incentive breakouts, spend % revenue

Create ad hoc reports as necessary

Built on market leading BI technology from Business Objects

Communicate and Analyze Monitor and Manage Spend

Communicate and Analyze Optimize Product Mix and Behavior

What’s New in the Suite Pervasive Performance TrueTarget Extends Callidus beyond sales MBO, quota setting, objectives Workflow Available On-demand Available Q408 New Insurance Capabilities TrueProducer & Suite 5.2.2 New producer analytics and reporting Continuing education Rich hierarchy management Producer Web Services New suite platform support Available Q408 Salesforce.com Innovation Callidus Plan Communicator Plan distribution and approval Seamless salesforce.com integration via force.com Integration with TrueComp ® Now Available SaaS Architected Solution Pervasive Performance Suite Multi-tenanted SaaS architecture Faster and easier reporting TrueComp Web Services Available Q408

Pervasive Performance

TrueTarget

Extends Callidus beyond sales

MBO, quota setting, objectives

Workflow

Available On-demand

Available Q408

New Insurance Capabilities

TrueProducer & Suite 5.2.2

New producer analytics and reporting

Continuing education

Rich hierarchy management

Producer Web Services

New suite platform support

Available Q408

Salesforce.com Innovation

Callidus Plan Communicator

Plan distribution and approval

Seamless salesforce.com integration via force.com

Integration with TrueComp ®

Now Available

SaaS Architected Solution

Pervasive Performance Suite

Multi-tenanted SaaS architecture

Faster and easier reporting

TrueComp Web Services

Available Q408

Callidus Plan Communicator Overview Completely packaged, out of the box, plan and related document communication and approval for sales ops and sales Provides plan template design and plan distribution for sales operations Review and digital acceptance for sales Up to date tracking of sales acceptance process for sales operations Integrates with Callidus TrueComp ® for plan data, or works standalone Integrates seamlessly with salesforce.com

Completely packaged, out of the box, plan and related document communication and approval for sales ops and sales

Provides plan template design and plan distribution for sales operations

Review and digital acceptance for sales

Up to date tracking of sales acceptance process for sales operations

Integrates with Callidus TrueComp ® for plan data, or works standalone

Integrates seamlessly with salesforce.com

Callidus Plan Communicator Benefits Accelerates sales plan roll out and tracked acceptance of plan documents from the field. Eliminates need for having to receive acceptance plan documents by mail or by fax etc. Removes need to manually maintain a trail of acceptance for salesforce.com. Sales gain immediate notification of new plan, or any changes to existing plan. Sales gain access via salesforce.com every day desktop blended seamlessly with salesforce.com user experience Completely integrated with salesforce.com – 100% force.com application Integrates with Callidus TrueComp ® – future release

Accelerates sales plan roll out and tracked acceptance of plan documents from the field.

Eliminates need for having to receive acceptance plan documents by mail or by fax etc.

Removes need to manually maintain a trail of acceptance for salesforce.com.

Sales gain immediate notification of new plan, or any changes to existing plan.

Sales gain access via salesforce.com every day desktop blended seamlessly with salesforce.com user experience

Completely integrated with salesforce.com – 100% force.com application

Integrates with Callidus TrueComp ® – future release

Product Highlights Key Highlights Create and Upload Plan Templates Manage role specific templates including Merge fields Generate Individual Plan Documents Merge user specific data into template and generate individual plan documents for each user Publish the Plan Documents Select specific users to publish the plan documents Send out email notifications Ability to Regenerate and redistribute plan to accommodate data changes Status reporting on deployment and acceptance of plan

Create and Upload Plan Templates

Manage role specific templates including Merge fields

Generate Individual Plan Documents

Merge user specific data into template and generate individual plan documents for each user

Publish the Plan Documents

Select specific users to publish the plan documents

Send out email notifications

Ability to Regenerate and redistribute plan to accommodate data changes

Status reporting on deployment and acceptance of plan

Product Highlights Key Highlights Support for Stand alone mode Integrated with TrueComp ® Integrated workflow Publish plans and plan changes across multiple roles Integrated notifications and tasks with salesforce.com Auditable acceptance and archiving Ability for participants to view all documents accepted previously Versioning of plans.

Support for Stand alone mode

Integrated with TrueComp ®

Integrated workflow

Publish plans and plan changes across multiple roles

Integrated notifications and tasks with salesforce.com

Auditable acceptance and archiving

Ability for participants to view all documents accepted previously

Versioning of plans.

DEMONSTRATION

What’s New in the Suite New Insurance Capabilities TrueProducer & Suite 5.2.2 New producer analytics and reporting Continuing education Rich hierarchy management Producer Web Services New suite platform support Available Q408 Salesforce.com Innovation Callidus Plan Communicator Plan distribution and approval Seamless salesforce.com integration via force.com Plan integration with TrueComp Now Available SaaS Architected Solution Pervasive Performance Suite Multi-tenanted SaaS architecture Faster and easier reporting TrueComp Web Services Available Q408 Pervasive Performance TrueTarget™ Extends Callidus beyond sales MBO, quota setting, objectives Workflow Available On-demand Available Q408

New Insurance Capabilities

TrueProducer & Suite 5.2.2

New producer analytics and reporting

Continuing education

Rich hierarchy management

Producer Web Services

New suite platform support

Available Q408

Salesforce.com Innovation

Callidus Plan Communicator

Plan distribution and approval

Seamless salesforce.com integration via force.com

Plan integration with TrueComp

Now Available

SaaS Architected Solution

Pervasive Performance Suite

Multi-tenanted SaaS architecture

Faster and easier reporting

TrueComp Web Services

Available Q408

Pervasive Performance

TrueTarget™

Extends Callidus beyond sales

MBO, quota setting, objectives

Workflow

Available On-demand

Available Q408

End to End Solutions to Drive Cross Functional Alignment New

Target Setting Business Challenges Multiple performance management systems Reliance on spreadsheets and manual processes – error prone and time consuming Typically multi-month process Inflexible to change as business goals change Lack of clear employee view of how employee performance links to bonus Highly manual and error-prone and often lead to overpayments.

Multiple performance management systems

Reliance on spreadsheets and manual processes – error prone and time consuming

Typically multi-month process

Inflexible to change as business goals change

Lack of clear employee view of how employee performance links to bonus

Highly manual and error-prone and often lead to overpayments.

TrueTarget™: Product Highlights Self-service user interface Managers can publish and distribute weighted objectives and project bonus payouts Participants gain full visibility into objective setting process Assign weightings to key objectives Discretionary scoring of objectives Effective dating and pro-rating based on employment history Automatic bonus payout projections Integrated workflow and acceptance tracking Inline analytics for managers and administrators

Self-service user interface

Managers can publish and distribute weighted objectives and project bonus payouts

Participants gain full visibility into objective setting process

Assign weightings to key objectives

Discretionary scoring of objectives

Effective dating and pro-rating based on employment history

Automatic bonus payout projections

Integrated workflow and acceptance tracking

Inline analytics for managers and administrators

TrueTarget™: Product Highlights Communicate Quotas efficiently Integrated workflow Obtain and track acceptance in timely manner Manage Quota changes effectively Integrated with TrueComp ® Import Quota Targets from TrueComp Allocate Quota in TrueTarget Assign targets to team members Leverage TrueComp Hierarchies Managers can override the Quota targets Overassign or underassign the targets Export Quota Targets to TrueComp Streamline Quota Setting Process

Communicate Quotas efficiently

Integrated workflow

Obtain and track acceptance in timely manner

Manage Quota changes effectively

Integrated with TrueComp ®

Import Quota Targets from TrueComp

Allocate Quota in TrueTarget

Assign targets to team members

Leverage TrueComp Hierarchies

Managers can override the Quota targets

Overassign or underassign the targets

Export Quota Targets to TrueComp

Manager – Log in to Self Service to Manage Team Objectives Click on set and publish team objectives Evaluate performance

Manager – Enters Team View Evaluate team performance and high level view of pay for performance / leverage

Manager – Access Participant Detail to See Assigned Objectives Individual metrics for each participant, assign weighting

Plan Administrator – Set up and Group Objectives, Distribute to Team Key Takeaways Use TrueComp ® to set up an objective Set up objective types, or groups Groups enable clustering together of objectives of the same type.

Use TrueComp ® to set up an objective

Set up objective types, or groups

Groups enable clustering together of objectives of the same type.

Plan Administrator – Set up and Group Objectives, Distribute to Team Key Takeaways Once the objectives are set up, you can add them to a template to distribute to a group of participants. Enables objectives to be grouped into a single campaign – such as customer satisfaction, or acquisition

Once the objectives are set up, you can add them to a template to distribute to a group of participants.

Enables objectives to be grouped into a single campaign – such as customer satisfaction, or acquisition

Plan Administrator – Set up and Group Objectives, Distribute to Team Key Takeaways Administrator can specify objectives to be distributed Or can hand off objective setting to the manager for a distributed approach

Administrator can specify objectives to be distributed

Or can hand off objective setting to the manager for a distributed approach

Manager – Create New Objectives and Assign Goals

DEMONSTRATION

What’s New in the Suite New Insurance Capabilities TrueProducer™ & Suite 5.2.2 New producer analytics and reporting Continuing education Rich hierarchy management Producer Web Services New suite platform support Available Q408 Salesforce.com Innovation Callidus Plan Communicator Plan distribution and approval Seamless salesforce.com integration via force.com Plan integration with TrueComp Now Available SaaS Architected Solution Pervasive Performance Suite Multi-tenanted SaaS architecture Faster and easier reporting TrueComp Web Services Available Q408 Pervasive Performance TrueTarget Extends Callidus beyond sales MBO, quota setting, objectives Workflow Available On-demand Available Q408

New Insurance Capabilities

TrueProducer™ & Suite 5.2.2

New producer analytics and reporting

Continuing education

Rich hierarchy management

Producer Web Services

New suite platform support

Available Q408

Salesforce.com Innovation

Callidus Plan Communicator

Plan distribution and approval

Seamless salesforce.com integration via force.com

Plan integration with TrueComp

Now Available

SaaS Architected Solution

Pervasive Performance Suite

Multi-tenanted SaaS architecture

Faster and easier reporting

TrueComp Web Services

Available Q408

Pervasive Performance

TrueTarget

Extends Callidus beyond sales

MBO, quota setting, objectives

Workflow

Available On-demand

Available Q408

TrueProducer™ 5.2.2 Product Highlights Key Highlights New reporting and analytics (Included with TrueAnalytics) Expiring licenses, appointment, continuing education Customization administration screen Set validations, required fields, label changes Continuing education management Easy hierarchy navigation Web services vp

New reporting and analytics (Included with TrueAnalytics)

Expiring licenses, appointment, continuing education

Customization administration screen

Set validations, required fields, label changes

Continuing education management

Easy hierarchy navigation

Web services

What’s New in TrueProducer™ 5.2.2 Reporting – TrueProducer support in TrueAnalytics Domain Reports & Report Template Support Active Agent Agent Birthday Listing Agents By Region License Expiration Appointment Expiration Continuing Education Expiration Manager Rollup Producer Status Change In Past X days Mailing Labels (Avery 5160) Analytics – Datamart Universe Most productive Producers by Line of Business or Geography

Reporting – TrueProducer support in TrueAnalytics

Domain Reports & Report Template Support

Active Agent

Agent Birthday Listing

Agents By Region

License Expiration

Appointment Expiration

Continuing Education Expiration

Manager Rollup

Producer Status Change In Past X days

Mailing Labels (Avery 5160)

Analytics – Datamart Universe

Most productive Producers by Line of Business or Geography

TrueProducer™ 5.2.2 Reporting and Analytics (Included with Callidus TrueAnalytics™) Agent summary and detail by agent status/hierarchy/line of business To enable manpower decision support Agent attributes (birthday or spouse’s name) by agent status/hierarchy/line of business To enable marketing communications and Producer loyalty Credentials expiring in 15/30/45/60 days To enable proactive L&A communications to enable Producers to keep selling New/terminated/expired credentials by agent status/hierarchy/line of business To enable proactive L&A communications to enable Producers to keep selling, manpower decision support Manager rollup detail by hierarchy/line of business To enable better management of Producers Mailing label reports To enable marketing communications and campaigns Annual audit reports To enable corporate compliance auditing support

Agent summary and detail by agent status/hierarchy/line of business

To enable manpower decision support

Agent attributes (birthday or spouse’s name) by agent status/hierarchy/line of business

To enable marketing communications and Producer loyalty

Credentials expiring in 15/30/45/60 days

To enable proactive L&A communications to enable Producers to keep selling

New/terminated/expired credentials by agent status/hierarchy/line of business

To enable proactive L&A communications to enable Producers to keep selling, manpower decision support

Manager rollup detail by hierarchy/line of business

To enable better management of Producers

Mailing label reports

To enable marketing communications and campaigns

Annual audit reports

To enable corporate compliance auditing support

TrueProducer™ 5.2.2 Sample Reports (Included with Callidus TrueAnalytics™)

What’s New in the Suite New Insurance Capabilities TrueProducer & Suite 5.2.2 New producer analytics and reporting Continuing education Rich hierarchy management Producer Web Services New suite platform support Available Q408 Salesforce.com Innovation Callidus Plan Communicator Plan distribution and approval Seamless salesforce.com integration via force.com Integration with TrueComp Now Available SaaS Architected Solution Pervasive Performance Suite Multi-tenanted SaaS architecture Faster and easier reporting TrueComp ® Web Services Available Q408 Pervasive Performance TrueTarget Extends Callidus beyond sales MBO, quota setting, objectives Workflow Available On-demand Available Q408

New Insurance Capabilities

TrueProducer & Suite 5.2.2

New producer analytics and reporting

Continuing education

Rich hierarchy management

Producer Web Services

New suite platform support

Available Q408

Salesforce.com Innovation

Callidus Plan Communicator

Plan distribution and approval

Seamless salesforce.com integration via force.com

Integration with TrueComp

Now Available

SaaS Architected Solution

Pervasive Performance Suite

Multi-tenanted SaaS architecture

Faster and easier reporting

TrueComp ® Web Services

Available Q408

Pervasive Performance

TrueTarget

Extends Callidus beyond sales

MBO, quota setting, objectives

Workflow

Available On-demand

Available Q408

Pervasive Performance Suite Easier TrueInformation ® Reporting Ease of design Crystal Reports based reporting Improved productivity developing and changing reports Reduced coding in reports Single Business Objects foundation for reporting and analytics Shared metadata with TrueAnalytics Speed of delivery No ETL process required Direct reporting against TrueComp ®

Ease of design

Crystal Reports based reporting

Improved productivity developing and changing reports

Reduced coding in reports

Single Business Objects foundation for reporting and analytics

Shared metadata with TrueAnalytics

Speed of delivery

No ETL process required

Direct reporting against TrueComp ®

Pervasive Performance Suite Web Service Enabled Web Service to reference data in TrueComp ® FixedValue Quota RateTable Territory Title Plan Position Participants Integrate Callidus into portals, business processes, custom applications Provides read access to external applications

Web Service to reference data in TrueComp ®

FixedValue

Quota

RateTable

Territory

Title

Plan

Position

Participants

Integrate Callidus into portals, business processes, custom applications

Provides read access to external applications

2009 – Key Focus Areas Callidus Suite Note: Subject to change

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