Case Study: Zuora achieves faster, more accurate incentive compensation and increased sales productivity with Xactly Corporation's Incent Express

Zuora Improves Incentive Compensation with Incent Express

Zuora, a fast-growing on-demand subscription billing and payments provider, struggled to manage complex incentive compensation using spreadsheets. Subscription-specific factors like partial cash collection and different rates for ACV, TCV and professional services, combined with only one person handling commissions, led to delays, errors, disputes and limited visibility as the company prepared to scale its field sales team.

Zuora deployed Xactly Incent Express, a force.com-based, Salesforce-integrated compensation platform, and saw immediate benefits: automated calculations and tighter CRM integration sped up payouts, improved reporting and auditability, reduced transcription errors and disputes, and increased sales motivation and productivity—while making it easy to add hires and scale the program.

Zuora

Tyler Sloat

CFO