Christopher Cabrera is a seasoned executive with more than two decades of successful senior management experience at both early-stage and public companies. At these companies, he has managed sales, marketing, operations and business development.
Mr. Cabrera is a noted industry expert in issues relating to sales performance management, sales compensation, and enterprise and on-demand/software-as-a-service delivery models. He is also the co-author of Xactly Sales Compensation for Dummies (Wiley Publishing, 2006), as well as a contributing writer to such industry publications as destinationCRM.com, BusinessFinance, SandHill.com, CustomerThink, CRM Buyer and the Sarbanes-Oxley Compliance Journal. Mr. Cabrera speaks frequently at leading industry forums and events, such as salesforce.com’s Dreamforce end-user and developer conference, the Software Information Industry Association (SIIA) OnDemand Conference, SaaScon and Software 2007.
Prior to founding Xactly Corporation, Mr. Cabrera was the senior vice president of operations for Callidus Software, an on-premise incentive compensation management company. At Callidus, he was responsible for the execution of worldwide sales and marketing strategies, customer advocacy, and strategic alliances with companies such as IBM, Accenture and Deloitte.
Before joining Callidus Software, Mr. Cabrera served as director of North American channel sales at Silicon Graphics, a UNIX hardware and software vendor.
Mr. Cabrera earned a bachelor of science degree in business administration with an emphasis in entrepreneurship from the University of Southern California (USC) and a master’s degree in business administration from Santa Clara University.
Are you paying commission to less that 150 reps? Are you trapped in endless Excell spreadsheets? Companies often avoid compensation automation because they're afraid it's too expensive and complex or they think they're too small. The reality is automation isn't expensive, implementation is fast, and ROI is even faster. The CEO at Xactly, Christopher Cabrera, discusses how leading companies like Avatier, ClairMail, DocuSign, and Genius are transforming sales compensation with Xactly Express, a sales compensation tool built natively on the Force.com platform. He explains how these companies escaped from Excel and are seeing improved sales results, and how you can implement it for your business.
Learn how to increase sales and improve customer loyalty through compensation. The CEO of Xactly, Christopher Cabrera, discusses how leading companies like Akamai, American Express, salesforce.com, and Xerox achieve significant gains in sales effectiveness through sales compensation that improves sales and enhances the customer experience. He explains how to extend your CRM investment to harness sales compensation and deliver value at each step of the customer's journey, leading to more profitable and loyal relationships.
There is an important relationship between behaviors and incentives. Whatever your strategy to improve your sales objectives - increased profits, reduced discounts, higher top line - motivating your people to work in alignment makes a tremendous difference in how successfully your strategy plays out. The CEO of Xactly highlights how breaking away from spreadsheets to manage incentive compensation can help change the behavior of your sales teams. Salesforce.com will discuss how using Xactly for incentive compensation management has changed the behaviors of its sales teams, resulting in improved business performance.
Sales and finance professionals don't always find the common ground required to meet their mutual goals. Chris Cabrera offers some insights on how to bridge the devide between sales and finance.
Christopher Cabrera shares how Xactly Incent enables the design, implementation, management, audit and optimization of sales compensation management programs.
Making Customers Happy In the on-demand world, the customer is truly in the driver's seat. The software is "rented" on a per-month basis, and if a vendor does not deliver a consistently high level of value or fails to meet expectations, the customer can cut that vendor off in a blink of an eye -- almost as easily as switching mobile phone services. Hence, customers need to be central to everything a successful on-demand vendor does, from product development and implementation to partnering with other vendors and customer care.
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