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Callidus expands EMEA footprint

by Stuart Wilson, Wednesday 5 March 2008

NASDAQ-quoted sales performance management (SPM) software vendor Callidus has beefed up its sales and consulting team focused on Europe, the Middle East and Africa (EMEA).

Callidus’ total headcount in EMEA has now hit 50 and the vendor has opened up a new regional headquarters in London to serve its growing customer base. The vendor claims that SPM software allows organisations to strategically manage incentive payments to employees, distributors, brokers and channel partners.

“We see growing interest across Europe in the value and visibility that sales performance management brings to organisations,” said Bill Schuh, VP Europe at Callidus Software. “Previously, sales has been seen as a ‘black art’ that could not be measured or managed - SPM changes this. Our expanding European customer base benefits from better management of sales channels that not only contributes to bottom line improvements, but provides detailed insight into business performance. We believe that our new headquarter will serve as the springboard for further growth moving into 2008.”

Callidus already has blue chip customers across Europe and is focusing on the verticals of banking, insurance, life sciences and telecoms. The company plans to strengthen its position in mainland Europe during 2008.

The company claims that its growth is being driven by a greater market need for sales performance management across organisations and industries. Callidus reckons that its SPM solutions deliver a high ROI in a very short period of time; allow sales executives to make better incentive decisions; provide timely visibility into channel operations, and give the flexibility to rapidly deploy new sales and distribution strategies and tactics.

Partner benefits

Callidus itself offers a variety of partnership options for potential resellers. For consulting firms and systems integrators working with Callidus there are numerous business benefits on offer including:

1. New business consulting services revenue 2. Leadership positioning and co-marketing 3. Sales cycle teaming and new professional services opportunities 4. New customer referral fees 5. Co-marketing, PR and demand-generation events with Callidus Software and its global and alliance partners 6. World-class EIM training and certification by industry experts

Independent software vendors and technology platform providers also form part of Callidus’ channel to market. The vendor claims that by integrating Callidus Software solutions with applications and platforms, software vendors and technology platform providers can differentiate their products from those of their competitors — and build revenue. Programme benefits include:

1. The ability to offer your current and prospective clients a Callidus Software-enabled EIM solution 2. A team of expert services professionals to complete the porting effort 3. Application benchmarking and performance testing 4. Co-marketing, PR and demand-generation events with Callidus Software and its global and alliance partners 5. Systems integration and sales cycle teaming

Callidus posted sales of US$101.66m in full year 2007 and has a current market capitalisation of approximately US$150m.

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