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

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.

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Infinium and Amogy Team Up to Spearhead Green Ammonia and eFuels Solutions

Infinium | January 25, 2024

Leading eFuels provider Infinium and Amogy Inc. ("Amogy"), a pioneer of carbon-free, energy-dense power solutions, have entered into a memorandum of understanding (MOU) to explore opportunities to integrate their technologies and develop commercial applications across the eFuels and green ammonia value chain. Infinium and Amogy are also exploring collaborations with both Mitsubishi Heavy Industries (MHI) Group and SK Innovation for deployment of the integrated solution. To accelerate the decarbonization of heavy industry sectors, the companies will jointly study and identify the most suitable applications to deploy their eFuels and green ammonia solutions. A key focus of this collaboration is the potential integration of Amogy's ammonia-cracking technology to provide low-cost, accessible green hydrogen feedstock as an input to produce Infinium's eFuels. Infinium eFuels, also known as electrofuels or Power-to-X, are made from green hydrogen and waste carbon dioxide (CO2) in a proprietary process. Amogy's ammonia-cracking technology leverages its state-of-the-art catalyst materials to crack ammonia into hydrogen and nitrogen at lower reaction temperatures with high durability, reducing heating and maintenance requirements. Upon identifying promising applications, Infinium and Amogy will initiate strategic pilot programs, showcasing tangible and scalable implementations of their clean technology solutions. The partnership also entails the evaluation of additional opportunities for collaboration within the eFuels and ammonia spaces, with a focus on the development of commercial use cases. "Ingenuity and collaboration are critical to creating decarbonization solutions today. Our partnership with Amogy will go a long way toward helping advance our ability to rapidly scale the production of ultra-low carbon Infinium eFuels, including eSAF, eDiesel and eNaphtha," said Robert Schuetzle, CEO at Infinium. "We are thrilled to forge this alliance with Infinium. By uniting our expertise and resources, we aim to unlock innovative opportunities that will pave the way for sustainable solutions," says Seonghoon Woo, CEO of Amogy. "This partnership reflects a shared commitment to accelerating technologies that can contribute to the reduction of carbon emissions in the heavy industry sectors." Mitsubishi Heavy Industries (MHI) has invested in both Infinium and Amogy and is exploring potential collaboration for new solutions and applications in energy sector project development. "Decarbonizing heavy industries requires numerous approaches that can concurrently and collaboratively help mitigate greenhouse gas emissions," said Ricky Sakai, Senior Vice President of New Business Development at MHI of America. "We are excited to see how Amogy's emission-free, energy-dense ammonia solution and Infinium's proprietary eFuels production process might be aligned to overcome challenges and accelerate the global availability of commercial decarbonization solutions." SK Trading International (SKTI) invests in solutions that contribute to addressing climate change and environmental pollution and is an investor in Infinium while its parent company SK Innovation has invested in Amogy. "Our global goals to slow the warming of the planet require significant efforts so they can quickly scale, find synergies, and explore new pathways," said Hyunchol Park, Managing Director and Head of Global Trading at SKTI. "Infinium and Amogy are leaders in their progress and proven solutions, and I believe their partnership will result in the identification of breakthrough opportunities to expand and grow access to cleaner fuels." About Infinium Infinium is an electrofuels provider on a mission to decarbonize the world. Electrofuels are a new class of synthetic fuels made using renewable power and waste carbon dioxide, not petroleum or resources needed to produce food. Infinium electrofuels can be dropped into existing trucks, planes and ships, significantly reducing harmful carbon dioxide emissions compared to fossil-based fuels. In addition to helping the transport industry meet carbon reduction goals, Infinium electrofuels are a lower carbon alternative for chemical processing, including plastics production. About Amogy Founded in 2020, Amogy is on a mission to unlock the potential of ammonia as a clean energy source, accelerating the global journey to Net Zero and sustaining future generations. With a presence in Brooklyn, Houston, Norway, and Singapore, Amogy is developing fully integrated ammonia-to-power systems to enable the decarbonization of the hard-to-abate sectors, such as shipping, power generation, and heavy-duty transportation.

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Lummus Strengthens Position in Circular Economy

Lummus Technology | January 10, 2024

Lummus Technology, a global provider of process technologies and value-driven energy solutions, announced a major investment in Resynergi, a pioneering leader in plastic recycling technology, to scale production of Resynergi's modular Continuous Microwave Assisted Pyrolysis (CMAP) technology. CMAP converts plastic waste into reusable materials at a rate 20 times faster than traditional pyrolysis methods. Lummus' President and Chief Executive Officer, Leon de Bruyn, will also join Resynergi's board of directors. "Lummus' is not only investing in Resynergi, we are partnering with true innovators to develop and scale sustainable solutions that advance the circular economy," said Leon de Bruyn, President and Chief Executive Officer of Lummus Technology. "Combining our global licensing expertise with Resynergi's proven CMAP technology will help us accelerate the conversion of plastic waste into high-quality, reusable material. I also look forward to collaborating with Resynergi's team and the board of directors to help reduce the carbon footprint of conventional plastics production and meet the growing demand for recycled plastics." "The investment from Lummus, along with their global licensing expertise, will allow us to scale our innovative recycling technology and collectively reduce our dependence on fossil fuels by addressing plastic waste and accelerate plastic circularity," said Resynergi Chief Executive Officer Brian Bauer. With an estimated 70% growth in plastic waste by 2050, Resynergi's modular CMAP technology is positioned to scale waste conversion creating positive social and environmental impact. Key Resynergi CMAP Technology Highlights Modular Design – allows for rapid deployment and scalability, making advanced recycling more affordable and versatile. Compact Footprint – 10X smaller reactor footprint and system-on-a-skid design eliminates local waste management and municipality's typical square footage requirements for a "recycling plant." Rapid Time to Value – Modules scale horizontally, allowing deployment and start up in weeks, rather than years. Faster Conversion – Harnessing microwave energy, plastic molecules are broken down 100X faster than traditional pyrolysis reactors. High Quality Output – Oil products that meet standards set by refinery partners for chemical recycling. Clean Energy Efficiency and Environmentally Friendly Process – CMAP generates clean products with up to 68% CO2e reduction. About Lummus Technology Lummus Technology is the global leader in developing technology solutions that make modern life possible and focus on a more sustainable, low carbon future. We license process technologies in clean fuels, renewables, petrochemicals, polymers, gas processing and supply lifecycle services, catalysts, proprietary equipment and digitalization to customers worldwide. About Resynergi Resynergi, headquartered in Rohnert Park, CA, is an advanced recycling technology company accelerating plastic circularity to protect human health and the environment. Its innovative, scalable and environmentally efficient Continuous Microwave Assisted Pyrolysis (CMAP) technology reduces fossil-based resource dependency by converting plastic into its molecular building blocks to be used to create new materials. Resynergi works with recycling organizations to secure used and hard-to-recycle plastics, effectively diverting millions of pounds of plastic from landfills and oceans. Its proprietary process creates clean, liquid hydrocarbons serving as feedstock for the synthesis of new plastics.

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Products and Technologies

Relevant Industrial Expands Portfolio With Acquisition of CHEMFLOW Products

Relevant Industrial | January 09, 2024

Relevant Industrial, LLC a leader in value-added distribution and service for instrumentation and automation, rotating equipment, valve, purification, and thermal equipment solutions, announced the acquisition of CHEMFLOW Products and its subsidiaries, CHEMSeal Couplings and ChlorineValves.com (CHEMFLOW). CHEMFLOW is a leading value-added distributor and manufacturers' representative specializing in precision-engineered Flow Control products for Chemical services. With over 75 years of combined expertise, CHEMFLOW has brought together the highest quality manufacturers of valves, automation, breakaway couplings, safety shutdown systems, and hoses, affording customers specially designed solutions meeting stringent industry standards for hazardous chemical bulk transfer in the safest possible way. CHEMFLOW brings an unmatched expertise in packaging a full range of products and services designed to improve reliability, enhance safety and environmental impact, and minimize downtime. Relevant Industrial's strategic acquisition of CHEMFLOW Products aligns seamlessly with its commitment to delivering comprehensive and cutting-edge solutions to clients across various industries. This move enhances Relevant Industrial's portfolio, allowing the company to offer a broader range of services and products to its clientele, as well as offer Relevant's unique set of industrial automation solutions to CHEMFLOW's strong customer base. John Carte, CEO of Relevant Industrial, expressed enthusiasm about the acquisition, stating, "The addition of CHEMFLOW Products to the Relevant Industrial family is a significant step forward in our mission to provide top-tier solutions to our customers. CHEMFLOW's extensive experience and proficiency in Flow Control products for hazardous chemicals complement our capabilities. We are confident that this acquisition will both benefit our customers and contribute to the continued growth and success of Relevant Industrial." Mike Johnson, CEO of CHEMFLOW Products, shared his perspective on the collaboration, stating, "We are thrilled to join forces with Relevant Industrial. This partnership represents a strategic alignment of values, expertise, and commitment to customer satisfaction. Together, we look forward to delivering innovative solutions and unparalleled value to our customers." As part of this collaboration, Mike will transition to the role of Vice President of Chlor-alkali Business Development within the dynamic CHEMFLOW/Relevant team. In this capacity, he will leverage his extensive industry knowledge and strong leadership skills to lead initiatives aimed at expanding Relevant Industrial's footprint in the chlor-alkali sector. CHEMFLOW Products and its subsidiaries will become an integral part of Relevant Industrial, contributing to the company's expanded workforce of over 450 employees. The combined entity will operate from a total of 30 strategic locations, further adding to existing customer service capabilities and extending its reach across the majority of the lower 48 states. With an OEM status that provides a global reach, Relevant Industrial is poised to further strengthen its position as an industry leader. This strategic acquisition is anticipated to create collaborative dynamics that will not only benefit customers, partners, and employees but also propel Relevant Industrial and CHEMFLOW Products into a new era of mutual growth and innovation. The powerful combination of expertise and resources between Relevant Industrial and CHEMFLOW Products opens new horizons for both companies, fostering accelerated customer service, deeper chemical industry capabilities, and enhanced technical expertise. About CHEMFLOW CHEMFLOW Products LLC, celebrated for its unwavering commitment to "SOLUTIONS WITH INTEGRITY," functions as a Manufacturers' Representative Company specializing in Flow Control products designed for applications in Chemical services. With a focal point on Hazardous Chemicals, the company exhibits distinct expertise in various domains, including Chlor-akali, AgChem, Vinyls, Urethanes, Refrigerants, Polysilicon, Pigments, and HF Alkylation. A distinguished leader in Flow Control solutions for hazardous chemicals, CHEMFLOW has been a stalwart in serving industries for over 15 years. Their specialization encompasses applications involving Chlorine, Chlor-akali, AgChem, Vinyls, Urethanes, Refrigerants, Polysilicon, Pigments, and HF Alkylation, showcasing unparalleled proficiency in specialty valve applications, safety shutdown systems, bulk transfer hose & coupling, and sampling valves. About Relevant Industrial Relevant Industrial, LLC, is a leading value-added distribution channel serving mission-critical applications across diverse industries. Founded in 1965 as Wilson-Mohr, today Relevant is a dynamic partner providing expert solutions in instrumentation and automation, rotating equipment, valves and valve actuation, purification, and thermal equipment. Relevant Industrial brings together the finest problem-solvers in the world: trained technicians, engineers, designers, and experts in a dozen other crafts focused on finding answers and delivering results. We sell parts and services, but our mission goes beyond that; we help customers realize new and better ways to operate more efficiently. Every solution we deliver is specialized and customized for each demanding situation a client presents to us.

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