# Aurochs Solutions SIP Solution Suite > Incentive Compensation Solution Suite for Life Sciences [View on aurochssolutions.com](https://aurochssolutions.com/aurochssolution_suite_validated_for_leading_global_biotech_organization/) --- Customer story ## SIP solution suite deployed across *three European markets* for a leading global biotech A leading biotech organization automated its pan-European sales incentive program — transitioning from a complex, Excel-based system to a scalable, transparent platform that enables in-house management. 3 Key markets live on time 50% Operational efficiency gain 3 hrs Annual plan change (vs 2 weeks) ### 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 could help them move their Excel spreadsheet-farm-based system to a new-age system with enhanced transparency for their salesforce. #### Key challenges faced by the sales operations team across countries - A team-wise, Excel-based calculation system for each country with a person-dependent flow. - Complex and varied incentive rules per team and product combination resulted in calculation errors and lower-quality incentives. - Multiple hierarchy exceptions for performance rollups and reporting views. - Country-based local governance regulations added complexity, resulting in exceptions for eligibility and vacancy management. - Data came from multiple sources in different formats, requiring significant manual transformation before use in calculations. - Further manual interventions were required for certain payout components and year-end catch-up recalculations, corresponding to many manual payout adjustments. - The overall response to market changes was sluggish, with significant delays 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 discretionary changes made without audit and justification. - No proper way was available to validate changes, and financial audits were not easily accessible. #### Primary goals & partner requirements The organization reached out with the primary goal of completely automating the calculation of their sales incentives pan-Europe while gaining the capability to manage their ongoing program 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, and reporting. - Comprehensive reporting to improve transparency for the salesforce across different phases of program management. ### Approach - The Aurochs team conducted a quick proof of concept (POC) for three key European markets: Germany, Switzerland, and Hungary. - The POC validated the platform's calculation capabilities and configuration approach before full rollout. ### 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 a 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 three key markets. - Implementation and management of several cycles for each individual key market. - Over 50% operational efficiency gain due to complete automation and an embedded quality assurance framework. - Elimination of manual calculations and related adjustments. - Significant reduction in time for implementing annual plan changes: three hours compared to two 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 the existing legacy system. - Recommendation of changes to simplify plan design and achieve equivalent results with easier communication. ### Experience our *platform.* See how Aurochs models, calculates, and pays your incentives — accurately, and in weeks. 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