Glossary

Contain

Contain acts as a wildcard filter, giving you filter options like =, <=, >=, <>, Contain, Not Contain, In, Not In, Blank, or Not.

CSV

Stands for Comma Separated Values, which is a plain text file that stores data. CSV allows you to import your deals or releases without having to use a local file.

Data type

A function of defining a deal's attributes in Salesforce. The data type defines whether the data is text, user type, date, decimal...etc.

Deal ID

The number or name assigned to a specific deal or sale.

Deal Mappings

The mapping of the data structure from Salesforce, QuickBooks, CSV, or any other external source to Xactly Express. For example, this is how you can map the AccountID field in Salesforce to the account field in Xactly Express. This also includes the Unique ID and fields marked as required.

Define Payments

Defines how much the sales reps on the plan should be paid. The payment rule contains the type of payment, credit rule to which the payment is applied, the time frame of measurement, the time frame of payment, any applicable qualifiers, and all rates or amounts to be paid (which can be hardcoded, relative formulas, or overwritten by person).

Edit Mapping

Pertaining to editing or changing single or various functions of the mapping of the data mappings.

Event Name

This is a concept that is used in conjunction with Hold and Release functionality (whereas a deal is earned on one event - e.g. deal closure - but is paid on another event - e.g. invoice payment). Event Names are used to define all of the relevant activities within a Hold and Release construct. For example, typical event names will be Close Won (for when the deal is calculated>earned>held) and Payment (for when the invoice is actually paid). These labels are critical as the data used to release the hold must accurately list the appropriate event name to release the commissions.

Export Mapping

Is a CSV export of the Deal Mappings that are configured within Xactly Express. This is useful to audit and sees how the Xactly Express fields are mapped to fields from either Salesforce, CSV files, or other systems.

Export Payroll File

Allows the user to export a payroll file onto a spreadsheet and save it on a local hard drive. The file is summarized at the personal level and includes all payouts (payment, release, manual adjustments, draws, etc…)

Express User Type

Used to define the type of security access a specific user should have within Xactly Express. There are four user types: Sales Administrator, Read-Only Sales Administrator, Sales Rep, and Sales Mgr. The Sales Administrator has full access to all areas of the application with full create/edit/delete functionality. Read-Only Sales Administrators have similar access to full Sales Administrators without the ability to edit any of the data (note: they can see all data within Xactly Express). Sales Reps will only have access to their data and can not update any of the data (Note: they will also see a different set of screens than what the Admins see). Finally, Sales Mgrs have visibility into their entire team and can see how much their subordinates (as defined using the Role hierarchy) sold, earned, and were paid. There is a setting that will allow Sales Mgrs to add/edit deals for their team members (this can be activated by the Admin and is good for KPIs).

Import Log

Used to track all data imported into Express in the past. The log will show the timestamp of the import, number of successful rows, number of duplicate rows, and number of rows with errors.

Invoice Date

The Invoice Date is the date the invoice was created.

Manage Deals

A view into all deals within Xactly Express. The screen allows the user to manually add new deals, delete existing deals, or edit deals. In terms of managing the view of deals, the user can build Views (saved searches), sort, and also use a quick simple search to find a specific dea. It is important to note that only current and future period deals can be edited.

Manage Results

Gives the Admin visibility into Credit Results, Payment Results, Held Deals, Released Deals, and Draws. Each screen offers a degree of editing in addition to visibility. For example, within Manage Results>Payments the admin can add Manual Adjustments.

Manage Terminology

Allows the admin to customize the application to better reflect their specific terminology needs. When the term is changed (e.g. Deals to Orders) the rest of the application will automatically reflect the new term. Due to the need to support multi-lingual translation, the terms are limited to a picklist. If you need additional terms that are not available in the picklist, please contact Xactly Customer Support.

Mapping

Where sets of data fields are outlined that are needed in Express and then "mapped" to through Salesforce or another external source.

Plan Modeling

An automatic calculation of what a plan would payout if sales reps hit specific tiers (by default set to 80%, 100%, 120%). The Admin can use this to see what all people on a plan would be paid or they can select a specific sales rep. The Sales Rep can only see it for themselves. It is important to note that Plan Modeling only works if quotas are used (as earnings are stated as % of quota).

Plan Store

A collection of template plans that come with preconfigured Credit, Quota, and Payment rules. The Admin can easily select and personalize the plans to their companies needs.

Qualifiers

A set of rules that are used in several parts of the application (Splits, Hold/Releases, and Rate Tiers). The purpose of the Qualifier is to apply an additional level of logic to the specific area. For example, for Splits perhaps only a subset of deals that are part of a Credit rule should be split. A qualifier gives the Admin an additional set of filters to define the subset of deals. On Holds/Releases perhaps certain deals are not subject to holds (e.g. if the deal is paid upfront). A qualifier can be used in this scenario to filter those types of deals to a different Hold %. Finally, on Rate Tiers, qualifiers can be used to either evaluate attainment from other quotas (e.g. Quota A, B, and C all need to be >100%) or to filter specific deals (e.g. Multi-Year deals get paid a higher rate).

Release File

Used to tell Express which deals should be released from hold status.

Release Mappings

A data mapping that defines the data structure that will be used during import to release held commissions.

Required

Meaning, a particular field is required for Express to compute the deal or calculate commissions. If during the import process a required field is not included in the import file, an error will occur and the import will fail.

Role

Shows the Role associated with the user within the user record within Salesforce. This is used to easily group payees when adding to the system or to a specific plan.

Run all steps

This option will run all steps of the calculation process for all plans. This includes Crediting, Payment Processing, and Finalizing the Payment. Once the process is complete, a detailed email will be sent out to the admin detailing the steps, timing, and status of the calculation.

Run Calculations

Refers to the act of processing all of the imported deals through the plan logic. No results will be visible until the calculations have been processed.

Terms and Conditions

Refers to the rules and legal language that govern the compensation plan. Typically Terms and Conditions define when deals are paid out, what happens if the employee leaves the company and a dispute resolution framework.

Time Imported

The actual time and date that a deal was imported into Express.

Unique ID

A combination of data fields that define one specific deal from another. This is important in two key areas. First, the UniqueID is how Xactly Express can decipher duplicate deals and either update the duplicate or ignore the duplicate. Given this, it is critical that the UniqueID is not too broad as to flag unintended deals as duplicates. Second, the UniqueID is used to process releases. In this use case, the UniqueID is how we match a held record to one being flagged for release. If no match is found, a release can not occur.

View

Views are used in several areas of the application to customize the data returned. The View contains a name, filters, columns visible, and column width. Multiple Views can (and should) be made for each area to ease data management.