Case Study: FiberLight achieves major dispute reduction and streamlined commission management with Xactly Corporation's CRM Accelerator

Industry-leading FiberLight Saves Time and Money by Unleashing the Power of Xactly® CRM Accelerator

FiberLight, a Georgia-based leader in advanced fiber-optic networks managing more than 18,000 miles across 30 U.S. metro areas, faced growing pains as multi-tiered incentive plans across 12 roles and 15+ products outpaced their legacy systems. The company relied on manual workarounds and offline spreadsheets, which led to time-consuming processes, frequent commission errors and disputes, and eroded confidence in compensation accuracy.

FiberLight implemented Xactly CRM Accelerator natively in Salesforce to automate calculations, improve controls and reporting, and use tools like Source-Compare to snapshot and reconcile order changes. The result: a dramatic drop in disputes (from double digits to low single digits), fewer errors, greater data transparency and Salesforce adoption, and more time for the BI team to focus on strategic analysis and revenue operations improvements.

FiberLight

Ed Boling

Senior Business Intelligence Analyst