Profile: Callidus Software Inc. (CALD.O)

Callidus Software Inc., incorporated in 1996, is engaged in providing sales performance management (SPM) solutions to the global companies. The TrueComp suite of products enables companies to access applicable transaction data, allocate compensation credit to appropriate employees and business partners, determine relevant compensation measurements, payment amounts and timing, and accurately report on compensation results. Callidus TrueAnalytics software allows customers to analyze the effectiveness of their incentive programs, which, in turn, gives them insights to drive sales performance. The software consulting provides a range of SPM solution implementations, system upgrades, compensation plan enhancements, migration assistance, reporting and integration consulting and solution architecture services. The Callidus product suite provides an end-to-end solution for all aspects of the SPM process. On January 14, 2008, the Company completed the acquisition of Compensation Technologies LLC (CT). In January 2010, the Company announced that it has completed the acquisition of ACTEK, Inc.

TrueComp Software

The TrueComp software automates the modeling, design, administration, reporting and analysis of pay-for-performance programs for organizations ranging from hundreds to hundreds of thousands of sales people. The customers use the TrueComp to design, test and implement sales compensation plans that reward based on the profitability of the sale, discourage excessive sales discounts, encourage team selling, and promote new product introduction or other sales activities that customers wish to encourage. TrueComp enables the customers to accurately acquire and reflect all relevant sales data, apply it precisely to each payee’s pay-for-performance program, and automate the day-to-day activities associated with administering transaction-driven, variable incentive compensation. TrueComp provides a flexible, user-maintainable system that can be easily modified to align direct or indirect sales compensation with corporate goals and shareholder value. It also provides modeling functionality to enable the finance organization to forecast compensation spend, or to perform plan modeling to understand the impact on spend of a change in compensation plan. This combined modeling functionality enables organizations to substantially reduce their exposure to unexpected compensation overspend.

TrueComp collects and integrates the different data feeds used to compile applicable sales data. The TrueComp Repository module serves as the database, and TrueComp Manager serves as the business user-facing application to set-up compensation plans, manage day-to-day operations, and make manual adjustments. The TrueComp Grid component provides processing of compensation data and results, and together with our parallel processing functionality, enables organizations to manage global compensation. The application’s modular, structured approach to defining compensation plans avoids the reliability, flexibility and maintenance issues associated with homegrown solutions. The Manager module guides users through the process of paying variable compensation, through a graphical and intuitive rule editor, which is usable by compensation analysts without coding or scripting skills.

TrueInformation Software

The TrueInformation software is a self-service Web-based production reporting application for incentive compensation systems throughout the organization. TrueInformation provides sales and incentive reporting capabilities to sales, finance, and business partners, giving them immediate access to personalized pay-for-performance information. The TrueInformation application includes organizational, position and title-based security that allows for appropriate controls on dissemination of sensitive compensation data, and is accessed through a Web-based interface that offers ease of use throughout the organization.

Callidus TrueAnalytics

Callidus TrueAnalytics software is a Web-based reporting and ad-hoc query application that provides executives and compensation analysts with the insight and analysis they need to drive sales and incentive performance, whether they are in sales, marketing or finance. With Callidus TrueAnalytics software, organizations can gain further benefit from the information within the TrueComp Suite of applications, and can combine it with other information to provide analytic dashboards, key performance indicators, management reports, and ad-hoc analysis. Organizations can identify opportunities to drive customer, product, geographic and channel performance with new incentive plans, as well as analyze and optimize incentive spend and key profitability measures.

Callidus TrueAnalytics eliminates the need to wait for ad-hoc reports, and delivers rapid insights into key issues by providing exception variances, alerts, and personal indicators resulting in increased business agility and better decision making on how to drive revenue and grow profits. Callidus TrueAnalytics software enables organizations to benefit from rapid time to deployment. In addition, because Callidus TrueAnalytics software is integrated with the TrueComp software, organizations can turn insight into incentive plan changes to align sales behavior with key business objectives.

TrueResolution Software

The TrueResolution software is a rules-based application that streamlines and automates the sales and incentive performance management workflows and business processes within organizations. It serves as the foundation for our packaged workflow solution offerings, helps users manage compensation disputes and reduces the associated cost and diversion of management and sales resources. Scalable for the largest sales and channel organizations, the TrueResolution application eliminates manual, error-prone sales operation processes and allows dispute resolution to be initiated from the field, where the majority of disputes originate. TrueResolution automates functions, such as changes, transfers and splits to territory assignments, quota adjustments, organizational changes, cleansing of bad data, and payee information updates. The TrueResolution application enables sales professionals and business partners to submit and track their claims through a Web-based self-service workflow process, which automates the evaluation, routing, resolution and approval of day-to-day requests and consistently communicates payment and resolution status to sales people. The TrueResolution application keeps management informed of changes that may affect compensation, produces an audit trail for all requests and resolutions, reduces errors and the risk of fraud, and promotes enforcement of enterprise policies.

TrueProducer Software

Callidus TrueProducer software is for insurance carriers with independent distribution channels or captive agents that want to streamline their producer administration in order to have one location to view and update. The TrueProducer software provides a 360-degree view of every detail of every producer in these organizations. TrueProducer is a Web-based application that is easy to deploy across the entire enterprise. It provides integration with other Callidus applications, including access to compensation, dispute resolution, analytics, and reporting.

Callidus Plan Communicator

The Callidus Plan Communicator accelerates the process of rolling out a sales plan to the field and gaining acknowledgement from each sales person. With Callidus Plan Communicator, organizations can transform the sales plan approval process, so that it is completely online and in real time. Plan Communicator saves time and improves productivity by eliminating manual processes (fax, paper, e-mail) for managing, auditing and tracking sales plan acceptance. Plan Communicator is a 100% native force.com (Salesforce) application and provides integration to Callidus TrueComp data or to salesforce.com data sources.

TrueMBO

TrueMBO enables organizations to implement and manage pay-for-performance initiatives to every employee, every department and every class of incentives. This enables organizations to implement an integrated pay-for-performance solution from a single vendor on a multi-tenant software-as-a-service (SaaS) architecture. With TrueMBO, organizations can transform the process of setting objectives and goals, making them completely online and transparent. The self-service application empowers managers to set and review objectives in a collaborative manner.

Callidus On-Demand

Callidus On-Demand delivers all the advantages of SPM, available in an on-demand, software-as-a-service (SaaS) subscription model without compromises on features and functionality compared to the on-premise solution. By using Callidus On-Demand, organizations gain the benefit of SPM with a deployment that provides flexibility, efficiency, cost savings, security and reliability. Callidus On-Demand can be configured with a selection of service levels and options that suit an organization’s business objectives, requirements and resources. Callidus On-Demand customers rely on the technical operations services to provide the infrastructure, infrastructure operations, and Callidus Software application operations layers required for SPM. In addition to technical operations, the Company make available to all customers business operations services. Business Operations provides plan administration services, which include, but are not limited to, compensation plan maintenance, customer service, issue resolution, production support and change management.

Services

The Company provides a range of services to the customers, including professional services, maintenance and technical support services, and professional development services. Callidus Software provides integration and configuration services to the customers and partners. These services include the installation of the software, identification and sourcing of legacy data, configuration of TrueComp application rules necessary to create compensation plans, creation of custom reports and integration of the software with other products, and other general testing and tuning services. Installation, configuration and other professional services related to the software can be performed by the customers, or at their discretion, by the Company or third-party implementation providers. The Company also provide services to the implementation partners to aid them in certain projects and training programs. In addition, the Company provide Callidus Strategic and expert services to help customers optimize incentive compensation business processes and management capability.

Callidus Software provides a range of business process solutions around Callidus and client-designed solutions. Specific solutions are available for the TrueResolution, TrueProducer, and Callidus TrueAnalytics products. Callidus Software has maintenance and technical support centers in the United States, India and Australia. It provides two levels of support, standard and premium, which are provided on an annual basis. Callidus Software offers a comprehensive set of over 20 performance-oriented, role-based training courses for our customers, partners, and employees. The educational services include self-service Web-based training, classroom training, remote (virtual training with off-site instructor), on-site training, and custom training. The professional certification is available to promote standards for SPM professionals who demonstrate the ability to implement the suite of Callidus Software products.

The Company competes with Oracle, Centive, DSPA Software, Merced, Synygy, Trilogy-Versata, Varicent, Xactly, and ZS Associates.