Xactly Territories
Launching a map-based product for customers to visualize and align reps to sales opportunity.
The missing piece to Xactly's SPM Product Suite
What is Xactly Territories?
Xactly Territories was officially launch in February 2020 and was a key component to completing Xactly's sales performance management (SPM) cloud platform. Xactly Territories gives sales and sales operations teams the tools to create balanced and optimized sales territories to uncover opportunities, increase productivity, and adjust quickly.
My role
I was the lead and solo designer. I worked closely with product and engineering to understand our customers' needs and take ideas from concept to delivery. I conducted user interviews, moderated usability tests, ran discovery sessions, created high-fidelity designs, and completed design QA reviews.
I joined Xactly about a third of the way into this journey. The team heavily prioritized moving fast and delivering often so I had to consistently work through constraints while working quickly, advocating for user research, and adapting to change. I was the design lead through the launch of the Xactly Territories product and continued to work on the product after while also taking on new responsibilities for other Xactly products.
Bringing sales territory mapping into the cloud
The approach
The journey into sales territory mapping began when Xactly aquired AlignStar, a desktop application for creating and optimizing sales territories. Xactly is a cloud company and so of course it wanted to bring sales territory mapping into it's cloud platform. In order to do this quickly and still provide customers the power of AlignStar, we decided to build Xactly Territories to compliment and extend AlignStar (rather than outright replace it) and focus on the differentiation made possible by being both a new product and a cloud product.
The goals
There were three primary goals driving every decision for Xactly Territories.
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No implementation required
Intuitive experience to get up and running fast without the need of implementation costs
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Optimized visualization and understanding
Easily understand the territories and associated opportunity
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Collaborative and integrated
Collaboratively design and realign sales territories within the SPM platform
Delivering a product that saves planners' time and boosts companies' revenue
No implementation required
I designed multiple flows—from importing data to creating territory models—that provided a guided experinces so planners can get up and running fast with no implementation costs. The goal was a fast time to value that fit customers' needs.
Optimized visualization and understanding
I designed tools to view and customize the display of data on the map so that sales teams can surface the data most relevant for them.
Work collaboratively
Xactly Territories and Xactly AlignStar work together as an integrated solution that brings sales ops and sales leadership together. I collaborated closely with product management and engineering to determine the best and fastest way to bring this product to market.
