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PLEASANTON, CA–(Marketwire – 09/14/10) – Callidus Software Inc. (NASDAQ:CALD), the leader in Sales Performance Management (SPM), today announced the findings of a new research survey conducted by the Aberdeen Group, the leading provider of fact-based research helping organizations and individuals make better business decisions. The report, “Sales Performance Management: Getting Everyone on the Same Page,” August 2010, is based on a survey of 531 responses from executives primarily in sales management roles. Callidus Software is a major underwriter of the report.

“In our study, Aberdeen found that the best-in-class, top-performing companies achieved higher return on their sales force investment, including better overall team attainment of quota, a higher year-over-year increase in the average size of sales, and a greater year-over-year decrease in the sales cycle,” said Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group, the report’s author. “Sales Performance Management solutions provide the capabilities and enablers to drive smarter human capital practices within the sales organization. The top performing organizations are incenting and rewarding, coaching, and informing their front-line sellers with enabling technologies that help all parties — individual contributors, managers, and the organization as a whole — achieve far greater results.”

Aberdeen’s report reveals some of the key competitive advantages that leading companies have been able to achieve through deployment of SPM solutions like the Callidus SPM suite. Among the findings:

  • An average 106% current overall team attainment of quota; compared to 22% among laggard companies
  • 5.3% average year-over-year increase in average deal size; compared to a 2.9% decrease for industry average and laggard companies
  • 3.5% average year-over-year improvement (decrease) in average sales cycle time; compared to a 7.1% worsening (increase) for laggards

A complimentary copy of this report is made available through Callidus Software and can be accessed here:

“Aberdeen’s findings offer tangible validation to the strength of the Callidus SPM suite, which drives superior selling performance throughout the entire sales talent lifecycle,” said Lorna Heynike, senior vice president, marketing at Callidus Software. “The Callidus SPM suite enables organizations to identify and focus on the principal levers that drive specific sales results, helping them drive more repeatable, predictable sales growth. At its core, Callidus drives results by enabling organizations to pinpoint and leverage the right incentives mix and payout curves to profitably motivate specific goals, including team- and individual-based commissions plans, strategic MBOs, one-time bonuses and SPIFFs, and non-cash rewards. In addition, the Callidus solution focuses on enabling the success of sales professionals throughout their lifecycle with the organization, from selection of new hires based on degree of fit to sales position, to formal on-boarding to accelerate time to productivity, to high-frequency communication and coaching. We are pleased to partner with Aberdeen on a report which highlights the importance of the human capital investment in the sales professional, which in most cases represents the most significant opportunity to grow revenue.”

The Callidus SPM suite manages the entire sales lifecycle from on-boarding, to incentives and rewards, to talent development, while providing visibility into sales operations and financial performance. This gives customers the ability to align their sales force and channels with their key business objectives to consistently and reliably execute on sales targets. The software is used by leading companies in a broad range of verticals including high-tech, telecommunications, banking, insurance, and pharmaceuticals. Since its inception nearly 15 years ago, the company has evolved into the most experienced, proven, and reliable SPM vendor in the marketplace. Callidus Software manages over $50 billion in incentives and compensation for more than two million payees in over 140 countries.

About Callidus Software®

Callidus Software (NASDAQ:CALD – News) is the market and technology leader in Sales Performance Management (SPM). Callidus customers gain a competitive advantage by maximizing sales cost efficiencies and driving improvements in sales effectiveness. Our award-winning Software-as-a-Service (SaaS) applications set the standard for performance management of a company’s sales force and channel partners. Over 2 million employees and channel partners have their performance managed by Callidus Software. For more information, please visit

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