San Jose, California (US)-based Callidus Software, founded in 1996 and publicly traded since 2003 on the NASDAQ under the symbol "CALD," is an enterprise incentive management (EIM) provider that benefits from the market dynamics detailed in Thou Shalt Motivate and Reward Workforce Better. The company has several US offices, namely in New York, New York; Austin, Texas; Chicago, Illinois; and Atlanta, Georgia, as well as in London (UK) and Sydney (Australia), with an estimated 330 employees worldwide. Callidus (taken from the Latin word meaning "expert") receives nearly $70 million (USD) in revenue and services over 110 global user corporations across multiple industries. Such industries include retail banking (22 percent of the install base), insurance (21 percent of the install base), manufacturing/high-tech and life sciences (23 percent of the install base), retail/distribution (12 percent of the customer base) and telecommunications (the remaining 22 percent of customers). While its products can serve the pay-for-performance program needs of virtually all companies, Callidus has focused principally on the above six key market segments, which were also described in Sizing the EIM Opportunity.
Part One of the series Enterprise Incentive Management Leader Responds to the Market Demands
In addition to selling directly, Callidus actively promotes and maintains strategic relationships with systems integration (SI) partners, management consulting firms, independent software vendors (ISVs) and technology platform providers. These relationships are formed to provide customer referrals and co-marketing opportunities with the aim of expanding the potential customer base. As well, these relationships leverage the vendor's primary business model by outsourcing integration and configuration services and allowing it to expand and focus on software license sales. To that end, Callidus has established alliances with Accenture and IBM on both a national and a global basis, whereby each provides systems integration, implementation, and configuration services. The vendor has further strengthened its relationship with IBM from a technology perspective by optimizing its products on platforms such as IBM WebSphere, DB/2, and AIX.
Besides working with global business partners, Callidus also maintains relationships with smaller and more specialized companies such as Compensation Technologies and Iconixx Corporation. These relationships provide the company with new business referral bases, compensation consulting, and augmentation of its professional services, including the implementation of Callidus products. Although all of these strategic relationships have been built on solid foundations over the past few years, they are non-exclusive, and either party may enter into similar relationships with other parties.
Callidus Software's global partnerships and alliances continue to grow in number, and today include some of the world's best-known SIs, consulting and technology groups, and software solution providers. Other firms that form the company's partner base: Actuate Corporation (for enterprise reporting applications), The Alexander Group, Atos Origin, Axis Group (a consulting firm in the field of business intelligence [BI]), BEA Systems, CelFocus, Hexaware Technologies (a provider of information technology [IT] and business process outsourcing [BPO] services), Hewlett-Packard (HP), Informatica Corporation, Oracle, Saama Technologies (a consulting and SI firm that provides actionable BI for enterprises and outsourcing services for software product companies), SAP, and Sopra Group, among others.
Ten of the thirty Dow Industrial companies have thus far chosen EIM from Callidus, whereby the vendor's partner programs hope to ensure successful implementation and faster payback for these companies as well as for all of Callidus Software's 112 customers. The consulting services firms and SIs mentioned above work with Callidus to add strategic value to sales performance management and provide integration, evaluation, strategic outsourcing, and hosting services. On the other hand, ISVs and technology platform providers integrate Callidus Software solutions with applications and platforms to maximize customer benefit and help build revenue.
Part One of the series Enterprise Incentive Management Leader Responds to the Market Demands
In addition to selling directly, Callidus actively promotes and maintains strategic relationships with systems integration (SI) partners, management consulting firms, independent software vendors (ISVs) and technology platform providers. These relationships are formed to provide customer referrals and co-marketing opportunities with the aim of expanding the potential customer base. As well, these relationships leverage the vendor's primary business model by outsourcing integration and configuration services and allowing it to expand and focus on software license sales. To that end, Callidus has established alliances with Accenture and IBM on both a national and a global basis, whereby each provides systems integration, implementation, and configuration services. The vendor has further strengthened its relationship with IBM from a technology perspective by optimizing its products on platforms such as IBM WebSphere, DB/2, and AIX.
Besides working with global business partners, Callidus also maintains relationships with smaller and more specialized companies such as Compensation Technologies and Iconixx Corporation. These relationships provide the company with new business referral bases, compensation consulting, and augmentation of its professional services, including the implementation of Callidus products. Although all of these strategic relationships have been built on solid foundations over the past few years, they are non-exclusive, and either party may enter into similar relationships with other parties.
Callidus Software's global partnerships and alliances continue to grow in number, and today include some of the world's best-known SIs, consulting and technology groups, and software solution providers. Other firms that form the company's partner base: Actuate Corporation (for enterprise reporting applications), The Alexander Group, Atos Origin, Axis Group (a consulting firm in the field of business intelligence [BI]), BEA Systems, CelFocus, Hexaware Technologies (a provider of information technology [IT] and business process outsourcing [BPO] services), Hewlett-Packard (HP), Informatica Corporation, Oracle, Saama Technologies (a consulting and SI firm that provides actionable BI for enterprises and outsourcing services for software product companies), SAP, and Sopra Group, among others.
Ten of the thirty Dow Industrial companies have thus far chosen EIM from Callidus, whereby the vendor's partner programs hope to ensure successful implementation and faster payback for these companies as well as for all of Callidus Software's 112 customers. The consulting services firms and SIs mentioned above work with Callidus to add strategic value to sales performance management and provide integration, evaluation, strategic outsourcing, and hosting services. On the other hand, ISVs and technology platform providers integrate Callidus Software solutions with applications and platforms to maximize customer benefit and help build revenue.
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