Wall Street Transcript Interview with Leslie Stretch, President and CEO of Callidus Software Inc. (CALD)

Wall Street Transcript

67 WALL STREET, New York - June 7, 2013 - The Wall Street Transcript has just published its Business and Application Software Report offering a timely review of the sector to serious investors and industry executives. This special feature contains expert industry commentary through in-depth interviews with public company CEOs and Equity Analysts. The full issue is available by calling (212) 952-7433 or via The Wall Street Transcript Online.

Topics covered: Application Software Consolidation Activity - Cloud Computing and SaaS Trends - Cloud Computing - SaaS and PaaS

Companies include: Callidus Software Inc. (CALD) and many more.

In the following excerpt from the Business and Application Software Report, the President and CEO of Callidus Software Inc. (CALD) discusses company strategy and the outlook for this vital industry:

TWST: What do you see on the competitive landscape? Who are the head-to-head competitors as far as other companies and in-house operations that you come across? What is the differentiator?

Mr. Stretch: Let's talk about the big suite companies first of all. We specialize in the sales execution management software space. We don't do what Salesforce.com does; we don't do CRM. If you take our telco customer base, probably more than half of those have been replacements of Oracle. I am thinking about Vodafone, America Movil, the third largest telco in the world, they don't specialize enough in those cloud tools. They also sell to IT. We typically are selling to the business user who needs a really quick solution, and the cloud deployment model is perfect for that business user in a hurry. That's a big differentiator for us.

When you look at the smaller SaaS players, the difference with us is that we think about the customers' viewpoint and workflow in the lead to money cycles. I have a business, I need leads, high-quality leads, I need to engage them and turn them into sales over time. What software tools help me automate that process and keep track of the volume of leads and the way they flow through to closed business? What are the software tools that do that? Marketing automation with configure price quote, with strategic incentives, with sales performance and the other components that we provide. Customers are less and less enamored by that single-threaded approach.

A CPQ provider can only sell them CPQ. They need to engage a different provider for their incentives and commissions, their mobile learning, their marketing automation. With me they can get CPQ, incentives and commissions, mobile learning, marketing automation, and they can have one contract, one service provider arrangement, and it's going to be at a lower cost than putting the components together themselves.

When I go up against a commissions vendor, I've got a vision beyond commissions and a view of how commissions relates to the rest of the sales process. The commissions vendor is in a silo, has a low level in company and probably charges too much for the point solution. So I've got a disruptive solution that goes across the sales processes in a broader way, and that's...

For more of this interview and many others visit the Wall Street Transcript - a unique service for investors and industry researchers - providing fresh commentary and insight through verbatim interviews with CEOs, portfolio managers and research analysts. This special issue is available by calling (212) 952-7433 or via The Wall Street Transcript Online.

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