Transmuting Incentive Management to Advance Sales Performance for Global Enterprise IT Leader

Summary:

‍A global technology company faced issues with manual processes and data silos. They sought a solution to enhance team collaboration, integrate data systems, and improve Incentive Compensation Management (ICM) workflows.

Challenges:

Manual Processes Due to Disparate Data Systems

Heavy reliance on manual processes to manage and standardize data across various systems.

Lack of Team Collaboration

Isolated source systems created data silos, hindering effective collaboration between teams.

Fragmented Data Ecosystems

Disparate transactional and master data ecosystems necessitated manual data matching and standardization. Management of multiple data sources, ranging from Excel spreadsheets to IT-owned data stores like SAP and Salesforce.

Absence of ICM Workflow

Lack of appropriate business rules to normalize data across different systems, resulting in no Incentive Compensation Management (ICM) workflow.

Objectives:

  • Primary Goal- Establish a unified data ecosystem to enhance collaboration, eliminate data silos, and minimize reliance on manual processes.
  • Secondary Goal- Develop and enforce business rules to normalize data across systems, enabling the creation of an Incentive Compensation Management (ICM) workflow.  

Suggested Solution:

We partnered with the client to transform their operations by implementing Anaplan's Incentive Compensation Management (ICM) model. This solution enabled the seamless assignment of sales hierarchies, team roles, and management tasks. By creating a unified platform, we facilitated collaboration among various teams and stakeholders, enhancing cooperation in compensation planning, quota setup, and sales crediting processes.

To further optimize operations, we automated workflow processes for quota calculation and attainment at all levels of the sales hierarchy. This automation reduced manual efforts and improved accuracy and efficiency.

We also streamlined the Go-to-Market (GTM) strategy implementation by integrating Anaplan ICM with other business processes. This integration, combined with a defined data quality framework, improved the overall integration architecture, ensuring a cohesive and efficient system. By leveraging relevant technologies, we enhanced data quality and reliability, supporting the client's business objectives and driving sustained growth.

Outcome:

  • Optimized Sales Performance: Delivered value-driven insights to enhance sales performance. By analyzing sales data and trends, the organization was able to identify key drivers of success and areas for improvement, leading to more effective sales strategies and increased revenue.
  • Error-Free Incentive Calculation: Ensured accurate and reliable incentive calculations. The implementation of precise algorithms and validation processes eliminated errors in incentive calculations, guaranteeing that compensation was correctly aligned with performance metrics and contractual agreements.
  • Seamless Integration: Achieved integration without compromising operational excellence. Integrated new systems and processes smoothly into existing workflows, maintaining high standards of operational efficiency and minimizing disruptions to ongoing activities.
  • Improved Data Accuracy: Enhanced data accuracy, transparency, and compliance. By refining data management practices, the organization improved the precision of its data, ensured greater transparency in reporting, and adhered to regulatory compliance requirements.
  • Real-Time Visibility: Provided real-time visibility into compensation plans. Enabled stakeholders to access up-to-date information on compensation structures and performance metrics, facilitating timely decision-making and strategic adjustments.
  • Mobile Access and Self-Service: Enabled mobile access and self-service capabilities for users. Empowered users to access relevant information and perform tasks from their mobile devices, enhancing convenience and efficiency through self-service options.

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