Varicent - Press Releases

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(Toronto, ON) – Varicent Software, an innovator and provider of the only comprehensive application for sales performance management (SPM), today announced it has been selected as the SPM solution for Nexient Learning, the largest corporate training and consulting company in Canada.

Nexient is turning to sales performance management 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 has 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 (Sales Performance Management) will unburden sales management and sales representatives from manually tracking and calculating activities. Ultimately, automated consolidated and segmented performance reports 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. 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, 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."

In evaluating the options available, Nexient ultimately chose Varicent SPM for its:

• Extremely simple system administration, requiring minimal IT support;
• Single solution that included analytics, such as the ability to perform ad-hoc analysis, 'slice and dice' information down to the transactional level required by the sales and management teams;
• Advanced workflow capabilities to streamline approval, dispute and other processes;
• Planning and modeling features to help with future compensation plans.

By choosing Varicent SPM, Nexient gets an open-architected solution that can link into numerous source systems such as CRM, general ledger, payroll, ERP and more. Additionally, Varicent SPM brings territory management, quota planning and performance analytics, vital SPM components that companies rarely consider when building custom applications.

"Nexient gains not just automation of sales and incentive compensation," said Brian Hartlen, vice president of marketing, Varicent. "But, more importantly, in a dynamic business like Nexient's, Varicent SPM provides both the speed and flexibility to quickly create, manage and implement whatever incentive compensation and bonus plans and processes they determine best for the organization."

Nexient Learning is taking a phased approach to deploying Varicent SPM. In two phases, Varicent SPM will:

• Handle ICM for the company's entire sales force and well as the management team;
• Calculate, track and report on Management by Objectives (MBOs) and other bonus plans for non-sales employees;
• Leverage Varicent's Territory Management, Quota Planning and Performance Analytics for incorporating performance management best practices into Nexient's sales management processes.

Once fully deployed, Nexient's Varicent SPM application will integrate with many different source systems and BI solutions, including Microsoft SQL Server, Microsoft Dynamics and Microsoft PerformancePoint Server 2007.

About Varicent

Varicent Software Incorporated delivers the most innovative sales performance management solution addressing the needs of business professionals across the entire enterprise. High performing companies relying on Varicent for better visibility and control of their complex variable compensation programs, automating the assignment of territories, the collection and approval of quotas, and reporting and analyzing sales performance include Waste Management, KLA-Tencor, AAA, Sonus Networks, Manpower, American Century Investments, Rogers, About.com (a New York Times company), and many others.

About Nexient Learning Inc.

Nexient Learning Inc. is the largest corporate training and consulting company in Canada. Nexient delivers the broadest choice of top caliber, industry-recognized curricula in information technology, business process improvement and leadership and business skills. Nexient's learning services include learning management systems, curriculum development and strategic consulting. With 17 locations across Canada, Nexient offers innovative learning solutions in both classroom and online formats. Nexient is traded on the NEX as "NXL.H". For more information on Nexient Learning Inc., please visit http://www.nexientlearning.com.