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Leading

Biopharmaceutical Company

Quota setting for their Pharma business unit
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Platform Used
Incentive Calculation Manager
Field Engagement Manager

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Company Size
1000-5000

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Location
US

Situation

A leading biopharmaceutical company specializing in CNS disease treatments seeks to automate its incentive process for a sales team of 320-350 people. They face challenges with error-prone manual calculations, complex roster management, and frequent plan changes, prompting the need for a standardized, agile solution that supports automated data handling and flexible plan configurations.

Outcome

All implementations were completed on time for four teams, enabling easy roster changes and a one-click automated incentive process that takes just 15 minutes. Comprehensive training documentation was provided to ensure effective management of the Incentive Calculation Manager.

Situation

  1. A leading biopharmaceutical company with over 30 years of experience in CNS disease treatments in the US seeks to automate its incentive process. The company has four business teams, with over 12 plans and a sales team of 320-350 people.
  2. Challenges:
    1. Manual incentive calculations in Excel are error-prone.
    2. Roster changes (new hires, transfers, terminations) are tracked through email and Excel.
    3. Complex rank, interim, and territory calculations are difficult to maintain in Excel.
    4. Manual data collection and transformation in Excel.
    5. Frequent plan changes require constant updates to Excel templates.
    6. Manual and time-consuming plan document sharing and acknowledgment.
    7. Difficulty in auditing incentive calculations.
    8. The manual approval process for IC payouts with the finance team.
    9. Limited performance reports due to complex Excel calculations, reducing transparency with the sales team.
    1. Requirements:
      1. Agility and responsiveness.
      2. Flexibility to configure complex plans and performance measures.
      3. Allocate configurable quotas through a user-friendly system allowing simulation of various scenarios without technical expertise.
      4. End-to-end serviced solutions for IC calculations, roster management, plan acknowledgment, and field engagement.
      5. Primary Objectives:
        1. Faster system rollout with plan changes.
        2. Standardized platform for the US.
        3. Automated data ingestion and transformation.
        4. Support for different plan types and complex calculation rules.
        5. Adaptable features for changing business needs.

Approach

  1. Aurochs team demoed design philosophy and plan configuration capabilities to key stakeholders.
  2. Conducted quick proof of concept for US teams.
  3. Client signed contract after gaining confidence in system capabilities.
  4. Methodically rolled out systems for all team plans post-signing.

Outcome

  1. Completed implementation on time for all four teams and hierarchy levels.
  2. Ran multiple cycles for all business teams.
  3. Enabled easy roster changes via Roster Manager.
  4. Implemented a one-click automated process to handle incentives, from data pulling to payout and report generation, in about 15 minutes.
  5. Provided comprehensive training documentation for managing Incentive Calculation Manager.

Experience our Platform

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