Q&A with Erik Charles, Vice President and Solutions Evangelist at Xactly Corporation

MEDIA 7 | October 7, 2019

Erik Charles, Vice President and Solutions Evangelist at Xactly Corporation is an accomplished professional with over two decades of experience in Marketing, Consulting, and Product Evangelization. Erik focuses on helping companies drive expansion and growth by better aligning positions, responsibilities, and incentives.

Erik serves as a subject matter expert in the area of Sales Performance Management to ensure that Xactly’s marketing, sales and product teams have the necessary strategic input for industry leading messaging, positioning, and future direction.

MEDIA 7: When did you start working and what was it?
ERIK CHARLES:
  In early 1980s, I wrote software on TRS-80 model II coded in BASIC to enable for computerized quotes for a life insurance agency. I was in middle school at the time, that was a contract work. My next job was at a software store back when software used to be bundled up into a cardboard box with inserted floppy disks and then it went on from there.

M7: You have an astounding experience of over two decades with industry pioneers like Apple, Sun Microsystems, Canon and recently Xactly Corporation. What has been the driving force behind your remarkable career?
EC: 
There are two things: as a marketer, I don’t believe in mistakes, I only believe in experiments and what we can learn from them, that has kept me moving forward. I keep on trying new things and seeing what works. I assume that just because it worked last week doesn’t mean it’s going to work tomorrow. So, I’ve never allowed myself to get into a rut. I have always been more than willing to find people who can provide excellent advice at critical moments, even on a specific direction. Finding someone that I can speak with, that can give me a few tips, tricks, hints, ideas, direction or path on moving on. So, I have never been afraid to ask just how could I do this better.


"Sales and marketing have to be best friends, they have to be fully aligned with each other, and they have to know what each other is doing at all times so they can partner. Companies that don’t do that cause themselves a lot of heartache."

M7: As the Vice President and Solutions Evangelist at Xactly Corporation, what are some of the challenges that you face and what has helped you in overcoming them?
EC:
The biggest challenge I face – it is a changing marketplace out there. As we know, from a pure marketing perspective, there’s plenty of data sources out there. 60-70% of the buyer’s journey occurs without ever talking to the sales organization which puts more pressure on the marketing team.

Over the course of this interview I’ve already received two inbound phone calls that are unmarked/unlicensed or I don’t have in my directory. I just reject them automatically, they go straight to voice mail, I later read the transcribed voicemail and decide if I want to talk to them. So, cold-calling is not necessarily dead but it does take more work. I wake up every morning and delete approximately 50 cold emails, oftentimes from people who haven’t done any research on what my company does. They’ll hunt my name and my company but they don’t even realize what we do. So, I flip that to my own role in supporting Xactly and make sure that our voice is heard in an appropriate fashion.

The biggest challenge that I work on the most is in the area of thought leadership in terms of not ‘the same old all over again’ but actually being able to talk about what is going on in any given industry/market. I provide that advice backwards and set up Xactly and myself as the thought leaders and experts in the space, so customers have someone to turn to, to know where you should be going next.


"From a pure marketing perspective, there’s plenty of data sources out there. 60-70% of the buyer’s journey occurs without ever talking to the sales organization which puts more pressure on the marketing team."

M7: You’ve been in leadership roles for both sales and marketing functions, how do you think this alliance has evolved over the years and how significant is it for upcoming organizations to align both the departments?
EC:
If you don’t have sales and marketing aligned, all you’re going to do is go through a revolving door of firing your CMO or firing your CRO every 18 or so months. Sales and marketing have to be best friends, they have to be fully aligned with each other, and they have to know what each other is doing at all times so they can partner. Companies that don’t do that cause themselves a lot of heartache. I believe that everybody should work in sales at some point in their lives. Even if it’s retail sales at the shopping mall, dealing with the general public, dealing with the challenges of a sales organization at minimum just doing ride-alongs with the sales organization to see what their life is like.

How on earth can you create a presentation deck for sales to use if you’ve never delivered it yourself or at least heard it being delivered in a customer or prospect facing situation. If you haven’t done that you get yourself into trouble very fast in my opinion. In smart organizations, the CMO and the CRO should be going out for coffee and cocktails whenever possible and talking about what’s working or not working in a non-threatening, not a senior staff offsite situation but more of a “Huh, we have this challenge how can we work together better?” But too often I’ve seen companies where marketing and sales are not in partnership. One of my advantages has been because I’ve been in sales, because I’ve carried a bag, because I’ve had a quota it has helped me significantly. So, when I’m talking to sales I can say, “Here’s a different way I might present this information, see if it works for you and if it does please let me know and we can share it out with the other members of the team”.

M7: You are a regular speaker at summits. Could you share some insights into being an industry thought leader?
EC:
Yeah, don’t sell your product, provide information. Provide interesting, current, actionable information that is backed by both data but entertained with anecdotes. You have to remember things like the Ebbinghaus curve which gets into the fact that within 20 minutes how much people have forgotten and within 2 weeks how much more they have forgotten. I want people to walk out of my sessions and if somebody asks, “What did you learn in there?”, they should be able to list off almost bulletized format, three to five total things that they learned that they’re going to take away and act upon. And if they do that two weeks later, if they didn’t write it down, they’re still left with three of them and they’ll actually be able to get value out of my talk. I work very hard so that when people walk out they don’t think they’ve been sold to.


"In smart organizations, the CMO and the CRO should be going out for coffee and cocktails whenever possible and talking about what’s working or not working."

M7: According to you, what are the key marketing areas that industries will need to focus on in the coming 5 years?
EC:
From a marketing perspective, one is to make sure you are adjusting your channels of communication to meet the next generation of employees. Millennials and the follow-on generation are taking over the workforce, and personally I welcome them. I think it’s magnificent, but note how they are communicating – people text as opposed to calling, they are using tools like Whatsapp to communicate. That is slowly shifting the communication medium and how people wish to absorb information on the business side as well. So, that’s going to be critical.

The other is people have gotten very good at detecting false narratives being used solely to sell product. People are looking to learn – constant learning is important for professionals but if you treat your outbound conversations also as constant learning people will respond positively. I had a customer at Xactly ask me, “Look, I’m a customer now, but can I still come to some of the talks and webinars and learn something?” And the answer is, “Of course!” That’s how they became a customer, they were interested in the education that we provided and that actually raised our profile as a company within the marketplace and it makes people want to do business with us.

M7: What have you learned from your experiences?
EC:
You’re going to stumble and fall a lot, mistakes will be made, mistakes will happen. You will butt heads with opposing personality and you’ll have to learn to work with people with a variety of different interaction, styles, and skills, introverts and extroverts, people that go on the attack very quickly, etc. Understanding the personal side of the professional world is very important. People can claim that they can turn it off, I don’t think that’s true, especially now that it’s a 24/7 world.

I do international business so it’s always work time someplace on the globe for someplace that my company does business and I just have to accept that. So at the same time, I need to be able to accept that for my employees and for the people I’m talking to. They do have a personal life; unfortunately, personal life is blended into their professional life. Recognize it, accept it, work around it.

ABOUT XACTLY CORPORATION

Xactly delivers a scalable, enterprise platform for planning and incenting sales organizations, including sales quota and territory planning, incentive compensation management, and predictive analytics. Using this powerful sales performance management (SPM) portfolio, customers mitigate risk, accelerate sales performance, and increase business agility. Combined with Xactly Insights™-- the industry’s only empirical big data platform, Xactly empowers companies with real-time compensation insights and benchmarking data that maximize the bottom line. With an open, standards-based architecture, Xactly seamlessly integrates within an enterprise’s existing infrastructure, with the ability to work with any ERP, CRM, or HCM application, while meeting the highest enterprise standards in security, reliability, and privacy.

More THOUGHT LEADERS

"It’s time to raise the bar on automotive safety," says Aaron Jefferson Vice President of Product at Luminar Technologies

Media 7 | June 6, 2022

Aaron Jefferson, Luminar Technologies' Vice President of Product, discusses a new era of next-generation vehicle safety and autonomous capabilities for production vehicles. Continue reading to learn more about the global automotive game-changer OEMs....

Read More

Q&A with Sri Gopinath, Director of Global Procurement Strategy at Schneider Electric

MEDIA 7 | July 1, 2020

Sri Gopinath, Director of Global Procurement Strategy at Schneider Electric is a senior procurement leader with in-depth knowledge of global strategic sourcing and comprehensive experience in business strategy, transformation and change management. Sri leads the Procurement Strategy function for Schneider Electric globally with responsibilities for Supply Base Management, Relationship Programs, Category Strategy and Business Transformation initiatives. He previously managed an internal business transformation team within Nissan and led a special assignment for the President of Nissan Brazil to enable business expansion in that market. MEDIA 7: What do you look forward to most when you get up in the morning? SRI GOPINATH: I look forward to making a difference – I have been very fortunate to be able to have gained professional experiences internationally, in many diverse industries and create value for my employers and customers. As part of the procurement and supply chain community, our business and macroeconomic environment is always changing. It greatly motivates me to think about how strategies can be translated into meaningful actions to create value for our customers and stakeholders. No two days are the same, and this makes me excited to contemplate new possibilities each day. Further, I enjoy interacting with talented people in procurement and supply chain and contributing to their career aspirations and development.  I never run out of opportunities! M7: Could you tell me a little about yourself and what led you to your position as Procurement Strategy Director at Schneider Electric? SG: It would be helpful if I connected my career evolution to how I came to Schneider Electric. I came here 5 years ago after gaining valuable experience in leading companies like Nissan Motor Company, Motorola and in management consulting. By working with many talented and senior executives from many leading companies, I learned about best practices and how to understand the CEO perspective early in my career. I then discovered my passion – how to enable boardroom strategies and to be able to make it real and achieve tangible results. Schneider Electric offered me the opportunity to apply my skills in a global organization, interact with people from many countries while driving strategic transformation and change. Most importantly I really connected with the people who share my passion and desire for results. As a case in point, Schneider Electric was ranked #34 in Gartner’s Annual Supply Chain ranking in 2015 and in 2020 we have achieved the #4 position! That is an amazing accomplishment in such a short period of time, and it is rewarding for me to have contributed to that effort. ...

Read More

Q&A with Maliha Aqeel, Director of Global Communications at Fix Network World

MEDIA 7 | January 16, 2020

Maliha Aqeel, Director of Global Communications at Fix Network World is an award-winning, communication and marketing professional who helps companies harness the power of their brand to drive engagement and achieve measurable business results.  She has developed and led content and marcomm programs for B2B companies in the financial and professional services sectors in her over 15 years of industry experience. MEDIA 7: When did you start working and what was it? MALIHA AQEEL: I started my career in 1996 right after high school, freelancing as a journalist and features writer for a magazine in Dubai, UAE. Over time, I expanded my services to include scriptwriting for corporate videos and TV productions, writing and designing client newsletters and promotional collateral. M7: What made you want to pursue a career in branding and marketing communications? What aspect about your role brings you the most joy? MA: I didn’t consciously decide to pursue a career in marketing and communication as my plan was to become a filmmaker. However, I had great curiosity about what makes people prefer one brand over the other when a feature-by-feature comparison didn’t show a huge difference between similar products or services. I had taken a few advertising courses during university and it broadened my understanding of how powerful brand experiences and storytelling can drive business objectives. That balance of strategy and creativity is what I enjoy most about what I do and why I’ve continued to find purpose in my career. ...

Read More

"It’s time to raise the bar on automotive safety," says Aaron Jefferson Vice President of Product at Luminar Technologies

Media 7 | June 6, 2022

Aaron Jefferson, Luminar Technologies' Vice President of Product, discusses a new era of next-generation vehicle safety and autonomous capabilities for production vehicles. Continue reading to learn more about the global automotive game-changer OEMs....

Read More

Q&A with Sri Gopinath, Director of Global Procurement Strategy at Schneider Electric

MEDIA 7 | July 1, 2020

Sri Gopinath, Director of Global Procurement Strategy at Schneider Electric is a senior procurement leader with in-depth knowledge of global strategic sourcing and comprehensive experience in business strategy, transformation and change management. Sri leads the Procurement Strategy function for Schneider Electric globally with responsibilities for Supply Base Management, Relationship Programs, Category Strategy and Business Transformation initiatives. He previously managed an internal business transformation team within Nissan and led a special assignment for the President of Nissan Brazil to enable business expansion in that market. MEDIA 7: What do you look forward to most when you get up in the morning? SRI GOPINATH: I look forward to making a difference – I have been very fortunate to be able to have gained professional experiences internationally, in many diverse industries and create value for my employers and customers. As part of the procurement and supply chain community, our business and macroeconomic environment is always changing. It greatly motivates me to think about how strategies can be translated into meaningful actions to create value for our customers and stakeholders. No two days are the same, and this makes me excited to contemplate new possibilities each day. Further, I enjoy interacting with talented people in procurement and supply chain and contributing to their career aspirations and development.  I never run out of opportunities! M7: Could you tell me a little about yourself and what led you to your position as Procurement Strategy Director at Schneider Electric? SG: It would be helpful if I connected my career evolution to how I came to Schneider Electric. I came here 5 years ago after gaining valuable experience in leading companies like Nissan Motor Company, Motorola and in management consulting. By working with many talented and senior executives from many leading companies, I learned about best practices and how to understand the CEO perspective early in my career. I then discovered my passion – how to enable boardroom strategies and to be able to make it real and achieve tangible results. Schneider Electric offered me the opportunity to apply my skills in a global organization, interact with people from many countries while driving strategic transformation and change. Most importantly I really connected with the people who share my passion and desire for results. As a case in point, Schneider Electric was ranked #34 in Gartner’s Annual Supply Chain ranking in 2015 and in 2020 we have achieved the #4 position! That is an amazing accomplishment in such a short period of time, and it is rewarding for me to have contributed to that effort. ...

Read More

Q&A with Maliha Aqeel, Director of Global Communications at Fix Network World

MEDIA 7 | January 16, 2020

Maliha Aqeel, Director of Global Communications at Fix Network World is an award-winning, communication and marketing professional who helps companies harness the power of their brand to drive engagement and achieve measurable business results.  She has developed and led content and marcomm programs for B2B companies in the financial and professional services sectors in her over 15 years of industry experience. MEDIA 7: When did you start working and what was it? MALIHA AQEEL: I started my career in 1996 right after high school, freelancing as a journalist and features writer for a magazine in Dubai, UAE. Over time, I expanded my services to include scriptwriting for corporate videos and TV productions, writing and designing client newsletters and promotional collateral. M7: What made you want to pursue a career in branding and marketing communications? What aspect about your role brings you the most joy? MA: I didn’t consciously decide to pursue a career in marketing and communication as my plan was to become a filmmaker. However, I had great curiosity about what makes people prefer one brand over the other when a feature-by-feature comparison didn’t show a huge difference between similar products or services. I had taken a few advertising courses during university and it broadened my understanding of how powerful brand experiences and storytelling can drive business objectives. That balance of strategy and creativity is what I enjoy most about what I do and why I’ve continued to find purpose in my career. ...

Read More

Related News

TRANSPORTATION

48forty Solutions Joins U.S. EPA SmartWay® Transport Partnership

48forty Solutions | September 23, 2022

48forty Solutions ("48forty") is proud to announce that it recently joined the SmartWay® Transport Partnership ("SmartWay"). SmartWay is an innovative collaboration between the U.S. Environmental Protection Agency (EPA) and industry that provides a framework to assess the environmental and energy efficiency of goods movement supply chains.Through the partnership, 48forty will contribute to SmartWay’s existing savings of 336 million barrels of oil, $44.8 billion on fuel costs, 143 million metric tons of carbon dioxide, 2.7 million short tons of nitrogen oxide and 112,000 short tons of particulate matter. This is equivalent to eliminating annual energy use in over 21 million homes. “Our commitment to sustainability is an essential component to servicing our customers’ pallet and supply chain needs,Our environmental priorities include creating a more efficient fleet by optimizing truck routes to reduce fuel consumption.” -Andrew Gerrard, director of transportation at 48forty. In joining the SmartWay partnership, 48forty demonstrates its strong environmental leadership and corporate responsibility,” said Jon Heyler, executive vice president at 48forty. “This is an important piece in strengthening our environmental commitment and expanding our environmental, social and governance programs. Launched in 2004, SmartWay provides its nearly 4,000 shipper, logistics companies, truck, rail, barge, and multimodal carrier partners with tools and approaches to track and reduce both emissions and fuel use from goods movement. For more information about 48forty, visit www.48forty.com. For information about the SmartWay Transport Partnership visit http://www.epa.gov/smartway. About 48forty Solutions 48forty Solutions is one of the largest pallet management services companies in North America, with a national network of over 245 facilities, including 68 company-owned and operated pallet recycling plants, 160 onsite locations, 11 reverse logistics centers, 5 sorting centers, and more than 850 service providers. 48forty provides end-to-end pallet solutions from supply to retrieval, recycled, new and custom pallets, and reverse logistics services. We also operate one of the nation's largest private fleets of more than 7,500 trailers and 500 tractors. 48forty is backed by Summit Partners and Audax Private Equity. For more information, visit www.48forty.com or follow us on LinkedIn. About SmartWay Transport Partnership SmartWay was established in 2004 with 15 Charter Partners and pioneered freight carbon accounting and emissions reduction strategies for carriers and shippers. They have since grown and now work with over 3,800 partners across North America. SmartWay focuses on providing a well-recognized system for tracking, documenting, and sharing information about fuel use and freight emissions across supply chains. SmartWay is continuing to grow, and just recently made its way into Mexico in 2017. SmartWay prioritizes the protection of the environment above all else. For more information, visit https://www.epa.gov/smartway.

Read More

SUPPLY CHAIN

Kinaxis Selected by Global Tea Leader, ekaterra, to Digitally Transform its Supply Chain

Kinaxis | September 20, 2022

Kinaxis® Inc. (TSX: KXS), the authority in driving agility for fast, confident decision-making in an unpredictable world, announced today that ekaterra has selected Kinaxis to break down silos, and introduce concurrent planning to enable a more agile, and accurate supply chain.A major consumer products company, ekaterra is the largest tea business in the world, with brands such as Lipton, PG tips, T2, TAZO® and Pukka. Based in Rotterdam, Netherlands, ekaterra is present in more than 100 countries, with 11 production factories. The company will use the Kinaxis RapidResponse® platform to gain full transparency across its entire supply chain, helping it to better manage disruption and make smarter decisions, faster. Our supply chains begin with a tea leaf then become products for some of the biggest tea brands, enjoyed by people all over the world,” said Abhisek Biyani, IT Enterprise Application Director, ekaterra. “To be able to plan accurately on such a large scale, while also remaining agile to global disruption was very important both for us as a company and to our planners. Kinaxis’ platform aligned with our business’ needs, and we are excited to work with them as our business changes and evolves, as does our approach to supply chain planning. With Kinaxis, ekaterra will have complete transparency of its supply chain, the ability to run multiple simulations and collaborate in real-time and leverage a full suite of applications to give the agility and flexibility needed to react to market volatility and changes in demand. Ekaterra joins a growing consumer products (CPG) customer ecosystem within Kinaxis. “To ensure consumers are able to enjoy a beverage that is fresh and cultivated with care, companies like ekaterra in the food and beverage industry require a high level of speed and accuracy in their supply chain. The only way to achieve that is through the right planning technology, We are excited to work with ekaterra on their digital transformation and to help them achieve all of their supply chain goals.” -John Sicard, Kinaxis CEO About Kinaxis Inc. Everyday volatility and uncertainty demand quick action. Kinaxis® delivers the agility to make fast, confident decisions across integrated business planning and the digital supply chain. People can plan better, live better and change the world. Trusted by innovative brands, we combine human intelligence with AI and concurrent planning to help companies plan for any future, monitor risks and opportunities and respond at the pace of change. Powered by an extensible, cloud-based platform, Kinaxis delivers industry-proven applications so everyone can know sooner, act faster and remove waste. For more Kinaxis news, visit Kinaxis.com or follow us on LinkedIn or Twitter.

Read More

PROCUREMENT AND SOURCING,SOFTWARE AND TECHNOLOGY

ProShip to Incorporate CMS GlobalSoft’s WorldLink as Additional Product Offering

ProShip | September 19, 2022

ProShip, Inc., the most trusted global provider of automated multi-carrier shipping software, announced that CMS GlobalSoft’s parcel shipping software, WorldLink, will now be offered as a new product line within ProShip’s portfolio of solutions. This news comes after parent company, FOG Software Group, acquired CMS GlobalSoft in early March 2022 as part of its Supply Chain and Logistics sector.The incorporation of the CMS WordLink solution into ProShip’s already robust product offerings allows ProShip, traditionally catering to enterprise-level shipping needs, to provide additional value to the entire mid-market. CMS WordLink is designed to grant mid-sized shippers access to simpler integrations, quicker implementation times, and the savings and flexibility of a true multi-carrier system that can scale as shipping volumes grow. “We saw that there was an opportunity to leverage ProShip’s expertise in carrier compliance, extensive technical flexibility and in-house support across a broader segment of the supply chain space,” Bill Schroeder, President of ProShip stated. “We’re confident that the inclusion of WorldLink as an upper mid-tier offering will provide significant value to customers. Additionally, as a ProShip-backed shipping solution, this will bring world-class parcel shipping technology to the middle market for the first time, permitting today’s growing businesses to focus more on expansion and less on parcel and carrier management intricacies.” Yulia Popokh, President of CMS Globalsoft added, “We’re very excited to join forces with the ProShip team to enhance the CMS WorldLink product. I’m confident that ProShip’s powerful back-end combined with WorldLink’s user-friendly and highly flexible front-end will offer our customers and their clients an improved experience.” “For over 20 years, ProShip’s singular focus has been on parcel shipping and the complexities surrounding it while executing millions of shipments with sub-second response time. The addition of CMS WorldLink further proves our dedication to focus on providing the best parcel execution system available,Our sole commitment to shipping technology allows us to innovate and advance our products rapidly and without distraction, so our customers always have the best solution there is on the market.” -Justin Cramer, ProShip’s co-founder About ProShip, Inc. Making complex parcel shipping challenges simple & cost-effective. ProShip is the most trusted provider of automated multi-carrier shipping software for parcel. With simple carrier connectivity and high flexibility, ProShip enables complex features & functions, such as maintaining compliance, executing multi-carrier rate shopping with unified business logic, and empowering omnichannel fulfillment. Because ProShip integrates with multiple parts of your Enterprise Software Stack (ESS), our multicarrier shipping solution can automate the supply chain workflow & turn your parcel shipping operation into an efficient powerhouse. For more information, please visit www.proshipinc.com.

Read More

TRANSPORTATION

48forty Solutions Joins U.S. EPA SmartWay® Transport Partnership

48forty Solutions | September 23, 2022

48forty Solutions ("48forty") is proud to announce that it recently joined the SmartWay® Transport Partnership ("SmartWay"). SmartWay is an innovative collaboration between the U.S. Environmental Protection Agency (EPA) and industry that provides a framework to assess the environmental and energy efficiency of goods movement supply chains.Through the partnership, 48forty will contribute to SmartWay’s existing savings of 336 million barrels of oil, $44.8 billion on fuel costs, 143 million metric tons of carbon dioxide, 2.7 million short tons of nitrogen oxide and 112,000 short tons of particulate matter. This is equivalent to eliminating annual energy use in over 21 million homes. “Our commitment to sustainability is an essential component to servicing our customers’ pallet and supply chain needs,Our environmental priorities include creating a more efficient fleet by optimizing truck routes to reduce fuel consumption.” -Andrew Gerrard, director of transportation at 48forty. In joining the SmartWay partnership, 48forty demonstrates its strong environmental leadership and corporate responsibility,” said Jon Heyler, executive vice president at 48forty. “This is an important piece in strengthening our environmental commitment and expanding our environmental, social and governance programs. Launched in 2004, SmartWay provides its nearly 4,000 shipper, logistics companies, truck, rail, barge, and multimodal carrier partners with tools and approaches to track and reduce both emissions and fuel use from goods movement. For more information about 48forty, visit www.48forty.com. For information about the SmartWay Transport Partnership visit http://www.epa.gov/smartway. About 48forty Solutions 48forty Solutions is one of the largest pallet management services companies in North America, with a national network of over 245 facilities, including 68 company-owned and operated pallet recycling plants, 160 onsite locations, 11 reverse logistics centers, 5 sorting centers, and more than 850 service providers. 48forty provides end-to-end pallet solutions from supply to retrieval, recycled, new and custom pallets, and reverse logistics services. We also operate one of the nation's largest private fleets of more than 7,500 trailers and 500 tractors. 48forty is backed by Summit Partners and Audax Private Equity. For more information, visit www.48forty.com or follow us on LinkedIn. About SmartWay Transport Partnership SmartWay was established in 2004 with 15 Charter Partners and pioneered freight carbon accounting and emissions reduction strategies for carriers and shippers. They have since grown and now work with over 3,800 partners across North America. SmartWay focuses on providing a well-recognized system for tracking, documenting, and sharing information about fuel use and freight emissions across supply chains. SmartWay is continuing to grow, and just recently made its way into Mexico in 2017. SmartWay prioritizes the protection of the environment above all else. For more information, visit https://www.epa.gov/smartway.

Read More

SUPPLY CHAIN

Kinaxis Selected by Global Tea Leader, ekaterra, to Digitally Transform its Supply Chain

Kinaxis | September 20, 2022

Kinaxis® Inc. (TSX: KXS), the authority in driving agility for fast, confident decision-making in an unpredictable world, announced today that ekaterra has selected Kinaxis to break down silos, and introduce concurrent planning to enable a more agile, and accurate supply chain.A major consumer products company, ekaterra is the largest tea business in the world, with brands such as Lipton, PG tips, T2, TAZO® and Pukka. Based in Rotterdam, Netherlands, ekaterra is present in more than 100 countries, with 11 production factories. The company will use the Kinaxis RapidResponse® platform to gain full transparency across its entire supply chain, helping it to better manage disruption and make smarter decisions, faster. Our supply chains begin with a tea leaf then become products for some of the biggest tea brands, enjoyed by people all over the world,” said Abhisek Biyani, IT Enterprise Application Director, ekaterra. “To be able to plan accurately on such a large scale, while also remaining agile to global disruption was very important both for us as a company and to our planners. Kinaxis’ platform aligned with our business’ needs, and we are excited to work with them as our business changes and evolves, as does our approach to supply chain planning. With Kinaxis, ekaterra will have complete transparency of its supply chain, the ability to run multiple simulations and collaborate in real-time and leverage a full suite of applications to give the agility and flexibility needed to react to market volatility and changes in demand. Ekaterra joins a growing consumer products (CPG) customer ecosystem within Kinaxis. “To ensure consumers are able to enjoy a beverage that is fresh and cultivated with care, companies like ekaterra in the food and beverage industry require a high level of speed and accuracy in their supply chain. The only way to achieve that is through the right planning technology, We are excited to work with ekaterra on their digital transformation and to help them achieve all of their supply chain goals.” -John Sicard, Kinaxis CEO About Kinaxis Inc. Everyday volatility and uncertainty demand quick action. Kinaxis® delivers the agility to make fast, confident decisions across integrated business planning and the digital supply chain. People can plan better, live better and change the world. Trusted by innovative brands, we combine human intelligence with AI and concurrent planning to help companies plan for any future, monitor risks and opportunities and respond at the pace of change. Powered by an extensible, cloud-based platform, Kinaxis delivers industry-proven applications so everyone can know sooner, act faster and remove waste. For more Kinaxis news, visit Kinaxis.com or follow us on LinkedIn or Twitter.

Read More

PROCUREMENT AND SOURCING,SOFTWARE AND TECHNOLOGY

ProShip to Incorporate CMS GlobalSoft’s WorldLink as Additional Product Offering

ProShip | September 19, 2022

ProShip, Inc., the most trusted global provider of automated multi-carrier shipping software, announced that CMS GlobalSoft’s parcel shipping software, WorldLink, will now be offered as a new product line within ProShip’s portfolio of solutions. This news comes after parent company, FOG Software Group, acquired CMS GlobalSoft in early March 2022 as part of its Supply Chain and Logistics sector.The incorporation of the CMS WordLink solution into ProShip’s already robust product offerings allows ProShip, traditionally catering to enterprise-level shipping needs, to provide additional value to the entire mid-market. CMS WordLink is designed to grant mid-sized shippers access to simpler integrations, quicker implementation times, and the savings and flexibility of a true multi-carrier system that can scale as shipping volumes grow. “We saw that there was an opportunity to leverage ProShip’s expertise in carrier compliance, extensive technical flexibility and in-house support across a broader segment of the supply chain space,” Bill Schroeder, President of ProShip stated. “We’re confident that the inclusion of WorldLink as an upper mid-tier offering will provide significant value to customers. Additionally, as a ProShip-backed shipping solution, this will bring world-class parcel shipping technology to the middle market for the first time, permitting today’s growing businesses to focus more on expansion and less on parcel and carrier management intricacies.” Yulia Popokh, President of CMS Globalsoft added, “We’re very excited to join forces with the ProShip team to enhance the CMS WorldLink product. I’m confident that ProShip’s powerful back-end combined with WorldLink’s user-friendly and highly flexible front-end will offer our customers and their clients an improved experience.” “For over 20 years, ProShip’s singular focus has been on parcel shipping and the complexities surrounding it while executing millions of shipments with sub-second response time. The addition of CMS WorldLink further proves our dedication to focus on providing the best parcel execution system available,Our sole commitment to shipping technology allows us to innovate and advance our products rapidly and without distraction, so our customers always have the best solution there is on the market.” -Justin Cramer, ProShip’s co-founder About ProShip, Inc. Making complex parcel shipping challenges simple & cost-effective. ProShip is the most trusted provider of automated multi-carrier shipping software for parcel. With simple carrier connectivity and high flexibility, ProShip enables complex features & functions, such as maintaining compliance, executing multi-carrier rate shopping with unified business logic, and empowering omnichannel fulfillment. Because ProShip integrates with multiple parts of your Enterprise Software Stack (ESS), our multicarrier shipping solution can automate the supply chain workflow & turn your parcel shipping operation into an efficient powerhouse. For more information, please visit www.proshipinc.com.

Read More

Spotlight

Xactly Corp

Xactly delivers a scalable, enterprise platform for planning and incenting sales organizations, including sales quota and territory planning, incentive compensation management, and predictive analytics. Using this powerful sales performance management (SPM) portfolio, customers mitigate risk, accele...

Events

Resources