Xactly CEO Christopher Cabrera: Understanding CRM's Boundaries

It’s important to recognize that “CRM is growing up,” said Xactly CEO Christopher Cabrera. “It’s becoming more useful to the CRM user, who is predominantly the sales rep or whoever is managing the customer relationship. The sales performance management, or SPM, space is on a collision course with CRM, because what CRM doesn’t do is allow the reps that are using it to make sense of it all, and how it affects them and their compensation. We’re seeing an expansion of CRM to add more functionality, so it gives more power to the user … .”

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