Customer story
Sales incentives, reporting & roster management for a leading biopharma company
A leading biopharmaceutical company specializing in CNS disease treatments automated its incentive process for a 320–350 person sales team — replacing error-prone manual calculations with a standardized, agile platform.
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Business teams live on time
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One-click automated incentive process
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Plans configured
Situation
A leading biopharmaceutical company with over 30 years of experience in CNS disease treatments in the US sought to automate its incentive process. The company has four business teams, with over 12 plans and a sales team of 320–350 people.
Challenges
- Manual incentive calculations in Excel were error-prone.
- Roster changes (new hires, transfers, terminations) were tracked through email and Excel.
- Complex rank, interim, and territory calculations were difficult to maintain in Excel.
- Manual data collection and transformation in Excel.
- Frequent plan changes required constant updates to Excel templates.
- Manual, time-consuming plan document sharing and acknowledgment.
- Difficulty in auditing incentive calculations.
- A manual approval process for IC payouts with the finance team.
- Limited performance reports due to complex Excel calculations, reducing transparency with the sales team.
Requirements
- Agility and responsiveness.
- Flexibility to configure complex plans and performance measures.
- Allocate configurable quotas through a user-friendly system allowing simulation of various scenarios without technical expertise.
- End-to-end serviced solutions for IC calculations, roster management, plan acknowledgment, and field engagement.
Primary objectives
- Faster system rollout with plan changes.
- A standardized platform for the US.
- Automated data ingestion and transformation.
- Support for different plan types and complex calculation rules.
- Adaptable features for changing business needs.
Approach
- The Aurochs team demoed its design philosophy and plan configuration capabilities to key stakeholders.
- Conducted a quick proof of concept for US teams.
- The client signed the contract after gaining confidence in system capabilities.
- Methodically rolled out systems for all team plans post-signing.
Outcome
- Completed implementation on time for all four teams and hierarchy levels.
- Ran multiple cycles for all business teams.
- Enabled easy roster changes via Roster Manager.
- Implemented a one-click automated process to handle incentives — from data pulling to payout and report generation — in about 15 minutes.
- Provided comprehensive training documentation for managing the Incentive Calculation Manager.
Experience our platform.
See how Aurochs models, calculates, and pays your incentives — accurately, and in weeks.