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Top Global Surgical

& Vision Care Organization

Aurochs Incentive Solution Suite Deployed for US & Canada

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Platform Used
Incentive Calculation Manager MBO Manager
Field Engagement Manager

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Company Size
1000-5000

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Location
USA & Canada

Situation

A leading surgical and vision care company is implementing a multi-country sales compensation management solution in the US and Canada, aiming to standardize over 100 complex plans across two business units. They face challenges with manual processes and seek an automated solution that offers agility, flexibility, and support for various plan types.

Outcome

All four business units completed implementations on time, achieving a 75% reduction in change rollout time. The standardized platform delivered 50% lower ownership costs and enabled 10x faster processing, allowing the sales operations team to focus on value-added activities.

Situation

  1. Multi-country roll-out (US & Canada) of sales compensation management solution for leading surgical & vision care company
  2. Over 100 complex plans across 2 business units deployed on a single standardized platform
  3. Significant challenges with existing solutions:
    1. Manual interventions due to inability to handle plan complexities
    2. Manual data collection and transformations
    3. Time-consuming change management and manual calculations
    4. Delays in plan rollouts and ad-hoc changes affecting payroll schedule and business alignment
  4. Organization sought automation of sales incentives calculation for US and Canada, reducing team effort
  5. Desired partner attributes:
    1. Agility & responsiveness
    2. Multi-country coverage
    3. Data pull from internal sources
    4. Flexibility for complex plan types and performance measures
    5. End-to-end serviced solutions
  6. Primary objectives:
    1. Faster system rollout with plan changes
    2. Standardized platform for US and Canadian regions
    3. Automated data ingestion and transformation
    4. Support for a variety of plan types and complex logic
    5. Access to relevant functionality based on evolving business needs
    6. Reflects dynamics within sales plans and country dynamics
    7. Integrated platform with backup support
    8. High levels of automation and repeatability
    9. Serviced solutions for business goal changes

Incentive Platforms Rollout

  1. Data from various sources collected via scheduled SFTP pull
  2. Data sanitized and ingested automatically using proprietary Data Manager
  3. Aurochs Incentive Manager configured for complex calculations (e.g., overachievement, qualifiers, multipliers)
  4. Eligibility manager configured for scenarios like new hire status, transfers, leaves
  5. Data sanctity maintained for previous payout periods while calculating current period
  6. Easy-to-use interfaces set up to manage change parameters during operations
  7. Plan change and financial impact modeling available using historical data
  8. Field incentive performance scorecards and detailed Admin calculation reports designed and deployed using Aurochs Field Reporting Manager

Governance Structure

  1. Configured platforms and ran 2 cycles in parallel with existing systems for completeness and high-output quality
  2. Onsite team from professional services partner deployed to work closely with key client stakeholders and track implementation progress
  3. Scheduled periodic steering committee meetings to assess project direction and progress
  4. Designed comprehensive dashboard to track implementation progress, discuss risks, and requested changes
  5. Management framework designed in consultation with client to track monthly operations and SLAs
  6. Operations resources from professional services partner team adhered to predefined calendar for timely delivery of reports every month

Approach

  1. Aurochs team conducted comprehensive demo for key business stakeholders
  2. Demonstrated design philosophy and out-of-the-box plan configuration capabilities
  3. Followed by quick proof of concept for roles in both US business units
  4. Identified quality issues with existing calculations during comparison
  5. Client gained confidence in system capabilities and signed contract
  6. Methodical approach taken post-signing to roll out systems for individual countries and business units
  7. Developed detailed understanding of existing data sources with key client stakeholders
  8. Partner organization helped develop comprehensive data lake as source system for incentive calculations
  9. Deployed all 4 North American business units on single unified instance

Outcome

  1. Implementations completed on time for all 4 business units
  2. Multiple cycles implemented and managed for each business unit
  3. Key performance metrics include:
    1. 75% Reduction in change rollout time
    2. Single standardized platform with end-to-end automation resulting in a 50% lower cost of ownership for the client
    3. Delivery of strategic insights to evaluate plan performance continuously
    4. End-to-end automation & 10x faster processing providing more time for client sales operations team for value-added activities
    5. Majority of changes go live in less than a week

Experience our Platform

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