Case Study: Cbeyond achieves 40% increase in cloud sales, 30% higher rep productivity and 88% fewer disputes with Xactly Corporation's Incent platform

Cbeyond Optimizes Incentive Compensation and Accelerates Sales Behavior with Xactly Incent

Cbeyond, an Atlanta-based telecommunications and cloud services provider serving over 60,000 SMBs across 14 U.S. markets, faced a highly complex incentive environment with 600+ sales reps, 1,500 indirect partners and 21 different plans. Their partially manual system produced only static monthly reports, limited transparency, hundreds of disputes and heavy administrative overhead, preventing managers from coaching effectively or driving the sales behaviors aligned with corporate goals.

Cbeyond implemented Xactly Incent, a SaaS solution that automated compensation calculations, integrated with CRM/ERP systems and provided real-time, drill-down reporting and simpler plan designs. The platform improved visibility and accuracy, cut disputes by 88%, boosted coaching and rep motivation, and produced measurable gains: a 40% increase in cloud sales, 30% rise in rep productivity and a 21% increase in revenue per sale.

Cbeyond

David James

Sr. Director, Sales Ops & Incentives