Spectra Logic Manages Growth With Sales Performance Management From Varicent



    Selects Leading Sales Performance Management Solution, Leveraging
    Incentive Compensation Management, Advanced Analytics and Quota Planning,
    For Strategic Corporate Insight; Anticipates Superior ROI

    TORONTO, Aug. 13 /CNW/ -- Varicent Software, the only provider of
complete solutions for sales performance management (SPM), today announced it
has been selected by Spectra Logic, the leading innovator in data archive and
backup. Spectra Logic has turned to Varicent's flagship product, Varicent SPM,
to bring visibility and foresight into the company's sales, growing revenue
and strategic planning.
    "While one of our key requirements for Spectra Logic's SPM implementation
was accurate commission management for our outside representatives, we wanted
even more out of SPM," said Brian Rome, CFO, Spectra Logic. "Specifically, we
required an SPM solution that delivered scenario planning and analytics that
would enable us to see what investments in sales are actually driving revenue
growth."
    Like many well established companies, Spectra Logic had stringent
requirements for the system, conducted rigorous due diligence before selecting
Varicent SPM over competing products from Callidus, Centive and Xactly.
    After seeing a customized Proof-of-Concept demonstration, featuring
Varicent SPM, Spectra Logic compared the product features to both their
requirements and competing solutions. With Varicent SPM's ability to automate
and control incentive compensation calculations, model territories and quotas
and perform advanced analytics for better strategic insight and aligning
corporate goals with individual performance, Spectra Logic realized Varicent
SPM more than met its needs.
    Based on its rigorous and conservative ROI analysis, Spectra Logic
anticipates that the strategic insight in compensation plans, territories and
quotas delivered by Varicent SPM, will have a significant impact on the
company. "We wanted to be sure that our investment in Varicent would not only
pay for itself, but also contribute to the bottom line," stated Rome.
    "This system will also allow our sales force to have greater visibility
to sales data on a near real time basis, in addition to their commission
calculations; helping them maximize their earning potential while driving
sales," continued Rome.
    Another consideration for Spectra Logic was Varicent's on-premise
offering. Spectra Logic wanted to avoid performance, security and other
concerns of a SaaS (software-as-a-service) solution. Rome added, "We believe
we will also get more value from Varicent SPM over the life of the system with
the solution on site."
    As Spectra Logic continues its roll out of Varicent SPM, the company will
use the software for visibility into Spectra Logic's current and future sales
quotas. With Varicent SPM, Spectra Logic will better understand how the sales
force meets its quotas, who delivers on the quotas, how best to structure the
sales force, and what product areas the company should focus on. Ultimately,
this leads to a more nimble organization, making strategic decisions that
drive revenue growth.
    "Sales performance management is not just about solving the pain of
commission calculation," said Marc Altshuller, executive vice president,
worldwide field operations, Varicent. "Rather, sales performance management is
a key component for maximizing revenue, remaining ultra competitive, and
having business foresight. Spectra Logic is the perfect example of a leading
Varicent customer realizing the complete opportunity of the software."
    Sales performance management focuses on sales planning, modeling and
dashboarding for territory management, quota planning, commission and
incentive compensation calculations and management, and sales performance
analytics. Varicent's flagship product, Varicent SPM, helps companies better
manage, measure and understand the economic impact of their variable
compensation programs.
    
    About Spectra Logic Corporation
    
    Spectra Logic is the leading innovator in data archive and backup. The
company helps customers all over the world protect data better with hardware
and software products that enable users to reduce risk, lower cost and save
time. Spectra Logic's archive and backup products are designed specifically
for secondary storage needs, are compatible with every major tape and disk
format, and come with integrated encryption and key management options through
the intuitive BlueScale operating system and management interface. The
company's tape, disk and encryption solutions are designed to evolve over time
and make an excellent investment for IT managers who are projecting growth and
planning for many years into the future. Since Spectra Logic was founded in
1979, several innovative creations and industry-first products have been
introduced to the market, including: Archive and Backup Services (nTier-2007);
hardware-based, VTL encryption with compression (RXT-2006); and hardware-
based, library-enabled encryption with compression (BlueScale Encryption-
2005); and integrated tape and disk in a single library (Spectra T950 with
RXT-2004). For more information, contact Spectra Logic at
http://www.spectralogic.com or (800) 833-1132.
    
    About Varicent
    
    Varicent Software Incorporated delivers the only complete sales
performance management solution addressing the needs of the entire
corporation. High performing companies relying on Varicent for better
visibility and control of variable compensation programs include KLA-Tencor
(NASDAQ:   KLAC), Starwood Hotels and Resorts (NYSE:   HOT), Waste Management
(NYSE:   WMI), Rogers (NYSE:   RG), About.com (a New York Times Company), Pacific
Blue Cross and other leading organizations.
    For more information on Varicent, visit: http://www.varicent.com.

    
    Varicent and Varicent SPM are trademarks of Varicent Software.
    
    All other trademarks and company names mentioned are the property of
their respective owners.




For further information:

For further information: Kelley Lynn Kassa of Varicent Software,
+1-617-600-4700, kkassa@varicent.com, Web Site: http://www.varicent.com,
http://www.spectralogic.com

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