About: Julien Dionne

There has been a lot of industry news in the past few months that I haven’t had time to cover and I’ll start trying to catch up by talking about what has been going on with Xactly. Xactly just announced that it has expanded its North American operations with new headquarters in San Jose, as Continue Reading

Why do large system implementations often fail or get delayed? Depending to whom you ask, you’re likely to get a different answer: the requirements were not understood properly, the data was too complex, processes were not documented, key stakeholders were not involved enough, there’s too much red tape, my team/manager is incompetent, we picked the Continue Reading

I talked about SaaS Contract Negotiations before, but I found another great article from ERP Software Advice on this topic here. The author describes 9 points that can be negotiated within a SaaS agreement. Here is a short summary: 1. Pricing and Discounts: Obviously, published pricing can usually be negotiated, and the bigger the deal, Continue Reading

In designing an incentive compensation scheme there is no one perfect design, there are however some common best practice design principles that characterize effective schemes. Effectively implementing these seven principles will provide immediate value to the sales organization therefore we would recommend that you consider how your organization compares. 1. Clear link to strategy Plans Continue Reading

I’m back from my blogging “vacation” and I apologize to all my readers for this long delay. I’ve been extremely busy juggling projects and I started an MBA a few months ago which has been using most of my free time. I will do my best to do a better job at fitting blogging in Continue Reading