Incentive solution suite deployed for a top global surgical & vision care organization

Situation

A leading surgical and vision care company implemented a multi-country sales compensation management solution in the US and Canada, aiming to standardize over 100 complex plans across two business units on a single standardized platform.

Significant challenges with existing solutions

• Manual interventions due to the inability to handle plan complexities.
• Manual data collection and transformations.
• Time-consuming change management and manual calculations.
• Delays in plan rollouts and ad-hoc changes affecting payroll schedule and business alignment.

The organization sought automation of sales incentive calculation for the US and Canada, reducing team effort.

Desired partner attributes

• Agility and responsiveness.
• Multi-country coverage.
• Data pull from internal sources.
• Flexibility for complex plan types and performance measures.
• End-to-end serviced solutions.

Primary objectives

• Faster system rollout with plan changes.
• A standardized platform for the US and Canadian regions.
• Automated data ingestion and transformation.
• Support for a variety of plan types and complex logic.
• Access to relevant functionality based on evolving business needs.
• Reflects dynamics within sales plans and country dynamics.
• An integrated platform with backup support.
• High levels of automation and repeatability.
• Serviced solutions for business goal changes.

Approach

• The Aurochs team conducted a comprehensive demo for key business stakeholders.
• Demonstrated its design philosophy and out-of-the-box plan configuration capabilities.
• Followed by a quick proof of concept for roles in both US business units.
• Identified quality issues with existing calculations during comparison.
• The client gained confidence in system capabilities and signed the contract.
• A methodical approach was taken post-signing to roll out systems for individual countries and business units.
• Developed a detailed understanding of existing data sources with key client stakeholders.
• The partner organization helped develop a comprehensive data lake as the source system for incentive calculations.
• Deployed all four North American business units on a single unified instance.

Incentive platforms rollout

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

Governance structure

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

Outcome

• Implementations completed on time for all four business units.
• Multiple cycles implemented and managed for each business unit.
• 75% reduction in change rollout time.
• A single standardized platform with end-to-end automation, resulting in a 50% lower cost of ownership for the client.
• Delivery of strategic insights to evaluate plan performance continuously.
• End-to-end automation and 10x faster processing, providing more time for the client's sales operations team for value-added activities.
• The majority of changes go live in less than a week.