Leading Global Biotech
Organization
Aurochs SIP Solution Suite deployed across 3 European Markets
Platform Used
Incentive Calculation Manager
MBO Manager
Field Engagement Manager
Company Size
1000-5000
Location
Europe
Platform Used
Incentive Calculation Manager MBO Manager
Field Engagement Manager
Company Size
1000-5000
Location
Europe
Situation
A leading biotech organization aims to automate its Pan-European sales incentive program, transitioning from a complex, Excel-based system. They seek a responsive partner to provide a scalable, transparent solution that enables in-house management and addresses varied incentive rules and manual processes.
Outcome
All implementations were completed on time for three key markets, achieving over 50% operational efficiency through full automation. The new system reduced annual plan change implementation time to just three hours and provided a unified platform for all countries and business units.
Situation
- A leading biotech organization in the process of automating its sales incentive program management Pan-Europe raised an RFP. They were looking for a solution that can help them move their excel spreadsheet farms based system to a new-age system with enhanced transparency for their salesforce.
- a) Some of the key challenges that were faced by the sales operations team members across countries were:
- Team-wise Excel-based calculation system for each country with person-dependent flow.
- Complex and varied incentive rules per team and product combination resulted in calculation errors and lower-quality incentives.
- Dealt with multiple hierarchy exceptions for performance rollups and reporting views.
- Country-based local governance regulations added to the complexity, resulting in exceptions for eligibility and vacancy management.
- Data came from multiple data sources in different formats that required significant manual transformation before they could be used for calculations.
- Further manual interventions were required for calculations of certain payout components and year-end catchup recalculations, corresponding to many manual payout adjustments.
- The overall response to market changes was sluggish, with significant delays observed in rolling out sales incentive plan changes.
- The entire sales target-setting process was highly manual, with no automated way to communicate goals, leading to many discretionary changes made without audit and justification.
- No proper way was available to validate the changes, and financial audits were not easily accessible.
- b) The organization reached out to us with the primary goal of completely automating the calculation of their sales incentives Pan-Europe while providing them the capability to manage their ongoing sales incentive program in-house. They were looking for an ideal partner who can deliver agility & responsiveness, multi-country coverage, integration with common European data sources, provide flexibility and scale-up with growth, end-to-end incentive compensation management with an easy-to-use interface, and the capability to manage operations in-house. The key requirements from the partner were:
- Reacts, adapts, and scales as the business in individual countries evolves.
- Provides EU and Global platforms and services.
- Easy management of EU master, sales, market, and other (CRM) data on the platform.
- Pulls data from SFTP without any manual intervention.
- Access and enable relevant functionality as client needs change leading into and beyond country launches.
- Reflects dynamics within SIP plans relating to business needs for each country.
- Provides the capability to make changes through parameters and built-in functionality for faster change management.
- Deploys an integrated SIP platform that accounts for end-to-end program management.
- Provides access to an approved picklist of plans by type to enable country set-up for incentive processes.
- High levels of automation and repeatability for faster operations.
- Plan design, testing, quota setting, calculations, MBO management, administration, approval, reporting.
- Comprehensive reporting to improve transparency for the salesforce across different phases of sales incentive program management.
Incentive Platforms Rollout
- SFTP set up to collect data from defined folders, ingesting various sales types (e.g., packs, sales dollars, patient population %) for calculating different performance metrics.
- Management of several sales crediting exceptions for both incentive calculations and target-setting, including channel exclusions and mid-period price changes.
- Implementation and configuration of sales incentive plan components for various performance metrics (e.g., volume growth, portfolio ranks, clustered performance index).
- Configuration of Aurochs Incentive Manager to handle complexities like variable on-target earnings (OTE), performance qualifiers, payment exceptions, complex matrix-based performance earnings, and bonus pool distribution.
- Configuration of eligibility rules using a combination of calendar days, business days, and point in month, with management of HR exception scenarios like new hires and vacancy management.
- Implementation of multiple short-term and annual contests for end-to-end program testing.
- Design and deployment of web-based incentive scorecards to the field force, including embedded what-if calculators.
- Provision of detailed analyst reports with built-in analytics and visualizations to quickly identify outliers.
- Configuration of Aurochs Quota Manager to allocate national quotas for individual brand-team combinations across underlying geographies using weighted index methodology, with sales target testing performed to assess overall target quality based on historical performance parameters.
Outcome
- Timely completion of implementations for all 3 key markets.
- Implementation and management of several cycles for each individual key market.
- Key performance outcomes:
- Over 50% operational efficiency gain due to complete automation and embedded quality assurance framework.
- Elimination of manual calculations and related adjustments.
- Significant reduction in time for implementing annual plan changes: 3 hours compared to 2 weeks in legacy Excel-based systems.
- Rollout of a single integrated system for all countries across all business units, covering base incentive plans and contests.
- Identification of calculation issues with existing legacy system.
- Recommendation of changes to simplify plan design and achieve equivalent results with easier communication.
