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Chris Cabrera

CEO, Lytx · 1 appearance on the record.

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founderexecutiveauthor@cabrera ↗LinkedIn ↗lytx.com ↗

Chris Cabrera founded sales performance management software firm Xactly Corporation in 2005, serving as CEO and taking the company public before selling it to Vista Equity Partners. He is the author of Game The Plan and became the CEO of fleet safety company Lytx in 2025.

16statements → 14claims → 11claims resolved → 82%fully supported → 3.88/5average certainty → 1.19/5average debate potential →

9 supported 2 partly supported 0 contradicted 3 not checkable as stated how the 14 claims stand · each chip opens the sources

14 assertions · 1 opinion · 1 insight · every statement was checked. The predictions and assertions are the 14 claims: statements the public record can support or contradict. 11 are resolved, and 3 name no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

The record, in short

What the tape says about how Chris argues and how the claims held up. Everything they said, and everything said about them, is in the tabs below.

Their most notable supported claim

Assertion Supported
Cabrera: Vista acquired Xactly at $16 per share, doubling IPO investors' money
“Everybody, you know, bought in at eight, sold at pretty much 16. So everyone doubled their money. That's what we sold to Vista for.”
Chris Cabrera Sep 9, 2018 ▶ 9:29 1142 Why went public, then sold to Vista for $564m on $100m in ARR

Expressed certainty vs assessment result

none yet certainty 1
none yet certainty 2
83% certainty 3
93% certainty 4
100% certainty 5

weighted support: a fully supported claim counts one, a partly supported claim counts half. Each filled bar is clickable and opens exactly those claims; "none yet" means nothing said at that certainty level has resolved yet

How they sound: not measured why? →

We measure speaking style by listening to the audio itself, and a fair number needs at least 2,000 words from one person on tape we have measured. There is too little of Chris Cabrera on measured tape to publish a rate. This says nothing about how they speak.

Everything Chris Cabrera said on Top Founders that made the record, most notable first. Filter by type, assessment or year in the ledger →

Assertion Not checkable as stated
Cabrera: LinkedIn and Salesforce run all sales compensation through Xactly
“LinkedIn, Salesforce.com, you know, they, these companies pay a hundred percent of their sales forces using our tool.”
Chris Cabrera Sep 9, 2018 ▶ 4:56 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Partly supported
Cabrera: Xactly passed $100M in revenue before its sale to Vista
“We took the company public in 2015. We then sold it to Vista about seven, eight months ago. And, you know, we were, you know, north of a hundred million dollars at that time.”
Chris Cabrera Sep 9, 2018 ▶ 5:53 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Insight
Cabrera: IPO pricing is beholden to market whims during a two-week window
“I think if you've ever taken a company public, you know, you're really beholden to the whims of what's happening during that two week period that you go public.”
Chris Cabrera Sep 9, 2018 ▶ 8:38 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Vista acquired Xactly at $16 per share, doubling IPO investors' money
“Everybody, you know, bought in at eight, sold at pretty much 16. So everyone doubled their money. That's what we sold to Vista for.”
Chris Cabrera Sep 9, 2018 ▶ 9:29 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Opinion
Cabrera: Vista Equity Partners has visibility into nearly every tech deal
“One thing I've learned about Vista is these guys are super, super sharp and they have tentacles everywhere. And so there's not many deals that go down that, that they don't know about. And people would be stupid not to bring it to them.”
Chris Cabrera Sep 9, 2018 ▶ 15:52 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Vast Majority of Companies Still Track Commissions on Excel
“The vast majority of the world today is doing it on Excel and exactly was created to create software to help drive the millions and millions of dollars that people pay and use to pay compensation out”
Chris Cabrera Sep 9, 2018 ▶ 2:44 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Not checkable as stated
Cabrera: Xactly charges an average of $30 per sales rep per month
“On average, it's about 30 dollars per rep per month.”
Chris Cabrera Sep 9, 2018 ▶ 4:21 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Not checkable as stated
Cabrera: Xactly has 1,400 customers ranging up to 15,000 reps
“We've got 1400 customers. Our customers are include companies that have 15, 20 reps, all the way up to 15,000 or more reps.”
Chris Cabrera Sep 9, 2018 ▶ 4:29 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Partly supported
Cabrera: Xactly reached $60M to $70M in revenue before its 2015 IPO
“Yeah, we were probably in the high sixties, seventies.”
Chris Cabrera Sep 9, 2018 ▶ 6:58 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Xactly netted $50M to $55M from its 2015 IPO
“I think we raised about sixty million, and after all, the bankers got their money, and they're well-deserved I think we took home maybe 50, fifty-five million, somewhere in that range.”
Chris Cabrera Sep 9, 2018 ▶ 7:11 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Xactly raised $86M across multiple rounds prior to its IPO
“Oh yeah, so we had raised eighty-six million prior to I founded the company on 800 grand of angel money, and then we did an A round that year of four million And then just about every year in those early years, we were raising money, so we raised four, then we…”
Chris Cabrera Sep 9, 2018 ▶ 7:24 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Xactly hit targets for all eight quarters as a public company
“We were public for eight quarters, we made our numbers every quarter but it was tough,”
Chris Cabrera Sep 9, 2018 ▶ 12:13 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Xactly completed two acquisitions within seven months under Vista
“And in seven months, we've already done two acquisitions.”
Chris Cabrera Sep 9, 2018 ▶ 13:38 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Salesforce was Xactly's first customer and an early investor
“They were an investor in the company early. If you read my book on Amazon game, the plan, you can read how they were really the people that caused me to leave my previous company to start this company. And Salesforce was our very first customer and is today ou…”
Chris Cabrera Sep 9, 2018 ▶ 20:05 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Xactly priced its IPO at $8 per share
“So we went out at eight bucks.”
Chris Cabrera Sep 9, 2018 ▶ 9:09 1142 Why went public, then sold to Vista for $564m on $100m in ARR
Assertion Supported
Cabrera: Vista finalized its acquisition of Xactly in a matter of weeks
“The deal actually came together very fast once we once we reengaged. I don't remember the exact timeframes, but it was a matter of weeks, really.”
Chris Cabrera Sep 9, 2018 ▶ 16:26 1142 Why went public, then sold to Vista for $564m on $100m in ARR

Appearances (1)

EpisodeDateSpeaking time
1142 Why went public, then sold to Vista for $564m on $100m in ARR Sep 9, 2018 12m
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