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Leading Animal

Health Company

Aurochs deployed IC Calculation Engine & Reporting Tool for US

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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
US

Situation

A leading animal health organization seeks to implement a Sales Incentive Calculation Engine to automate processing and streamline field reporting. They aim to overcome challenges with their previous SPM solution, including manual data handling and lengthy processing times, by enabling in-house management and flexibility for complex plan types.

Outcome

The implementation was completed in three weeks, reducing total costs by over 50% and processing time to under 15 minutes. Key personnel involvement decreased by over 80%, and change management time was cut by 75%, enabling rapid deployment of updates.

Situation

  1. Sales Incentive Calculation Engine & Field Reporting for a leading animal health organization:
    1. Deployed system with automated one-click processing
    2. Integrated data transformation through parameterized web-based interfaces for monthly calculations
    1. a) Challenges faced by the clients’ sales operations team with their previoos SPM solution:
      1. Significant manual touchpoints due to plan complexity Manual data collection and transformation from source systems
      2. Certain components not implemented due to complexity
      3. Lengthy processing timeline of 2 weeks with high stakeholder involvement
      4. Tedious change management process delaying rollout
      5. Offline management of payment approval process
      6. Tedious plan change process without access to analytics or plan modeling ecosystem
    1. b) Objectives of reaching out to the organization:
      1. Automate calculation of sales incentives
      2. Enable in-house management without external consultants
      3. Deliver agility & responsiveness
      4. Pull data from internal sources automatically
      5. Provide flexibility for managing complex plan types and performance measures
      6. Easy-to-use platform for in-house management
      7. React and adapt for faster system rollout for ad-hoc plan changes
      8. Automatic data ingestion and transformation
      9. Support for various plan types and complex calculations
      10. Access to relevant functionality based on evolving business requirements
      11. Configure plan acknowledgment and multi-level payment approval workflows
      12. Deploy integrated sales incentive platform with quarterly change management support
      13. High levels of automation and repeatability to focus on business, not incentives systems.

Incentive Platforms Rollout

  1. Data Manager automates collection, collation, sanitization, ingestion, and transformation of heterogeneous data sources with one-click functionality.
  2. Aurochs Incentive Manager configured for complex calculations (e.g., portfolio level qualifiers, multipliers) and eligibility management (e.g., new hire status, transfers, leaves).
  3. Parameterized web interfaces drive ongoing sales incentive calculations.
  4. Enabled one-click processing from data load to reporting.
  5. Configured easy-to-use interfaces for managing change parameters during ongoing operations.
  6. Plan change and financial impact modeling available for evaluating upcoming changes using historical data.
  7. Analytics and visualizations provided for assessing plan performance and effectiveness.
  8. Field Reporting Manager deployed for field incentive performance scorecards and detailed Admin calculation reports.
  9. Reports designed to be IPAD-friendly with what-if calculators.

Governance Structure

  1. Platform configuration and detailed User Acceptance Testing (UAT) conducted with the client.
  2. Weekly meetings scheduled to evaluate project direction and progress.
  3. Comprehensive dashboard designed for tracking implementation progress, discussing risks, and managing requested changes.
  4. Detailed Standard Operating Procedures (SOPs) created and shared to ensure seamless ongoing operations management.
  5. Monthly meetings scheduled to address queries related to monthly operations.
  6. Quarterly meetings scheduled to discuss upcoming plan changes.

Approach

  1. Aurochs team conducted a quick proof of concept for an early launch country.
  2. Subsequent conversations covered various aspects including roles, responsibilities, support, change management, timeline management, escalation matrix, SLAs, etc.
  3. After project signing, a methodical approach was taken to roll out systems for individual countries.

Outcome

  1. Implementation completed within 3 weeks, with detailed UAT conducted before system rollout.
  2. Key performance outcomes:
    1. Total cost of ownership reduced by over 50%.
    2. Total processing time reduced to <15 minutes compared to hours previously.
    3. Key client personnel’s time involvement in operations decreased by over 80%.
    4. Tedious change management process delaying rollout
    5. Salesforce engagement improved by granting access to monthly incentive progress reports and what-if calculators, leading to better performance outcomes.
    6. Change management time reduced by over 75%, with most changes deployed in less than a day.

Experience our Platform

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