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Leading Global Healthcare

Organization

Aurochs SIP Solution Suite Validated Across 10 Countries (APAC, LATAM, Europe)
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Platform Used
Incentive Calculation Manager MBO Manager

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Company Size
10000+

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Location
Europe/LATAM/
APAC

Situation

A leading healthcare organization is seeking to automate its global sales incentive program management due to challenges with Excel-based systems and complex, varied incentive rules across countries. They aim to enable in-house management while looking for a partner that offers agility, multi-country coverage, and end-to-end automation tailored to local needs.

Outcome

All implementations were completed on time for ten key markets, with the system configured within a week. The new automated platform eliminated manual calculations, corrected legacy errors, and enabled cross-country performance comparisons through built-in currency conversion.

Situation

  1. Leading healthcare organization sought to automate global sales incentive program management, prompting an RFP.
  2. Challenges faced by sales operations team members across countries included:
    1. Team-wise Excel-based calculation system for each country with person-dependent flow.
    2. Complex and varied incentive rules per team and product combination, leading to calculation inaccuracies and manual interventions.
    3. Country-based local governance regulations added complexity with exceptions for eligibility and vacancy management.
    4. Manual interventions required for certain payout components.
    5. Exceptions needed at individual rep level, in addition to rep-level incentive targets and product weight definitions.
    6. Tedious comparison across countries due to local currency-based sales incentive calculations.
    7. Sluggish response to market changes with significant delays in rolling out sales incentive plan changes.
    8. Lack of change audit control, facing significant compliance risks.
    1. Organization’s primary goal was complete automation of global (ex-US) sales incentives while enabling in-house management.
    2. Desired partner attributes included agility, responsiveness, multi-country coverage, integration with internal data sources, flexibility for country-specific variations, and end-to-end automation.
    3. Key partner requirements:
      1. Reacts, adapts, and scales with evolving business in individual countries.
      2. Provides global platforms catering to local needs.
      3. Manages multiple countries together with a combined business review.
      4. Easy management of master, sales, market, and CRM data on the platform.
      5. Pulls data from SFTP without manual intervention.
      6. Accesses and enables relevant functionality as client needs change and business grows.
      7. Reflects dynamics within SIP plans based on each country’s business needs.
      8. Deploys integrated SIP platform for end-to-end program management.
      9. Provides access to approved picklist of plans by type for country setup in incentive processes.
      10. Ensures high levels of automation and repeatability for faster operations.

Incentive Platforms Rollout

  1. Configured and deployed standardized sales incentive solution for all 10 countries.
  2. Enabled end-to-end process automation while accommodating business rule exceptions.
  3. Utilized out-of-the-box pick-and-choose plan component framework to accommodate various plan types across different business units.
  4. Configured Aurochs Incentive Manager to handle complexities such as variable on-target earnings (OTE), performance qualifiers, and band-based curves.
  5. Configured eligibility rules to manage special scenarios like new hires, leaves, and flexible working arrangements.
  6. Implemented out-of-the-box input and output QA framework to identify data issues and potential outliers upfront.
  7. Designed and developed a global performance summary providing performance and payout information for all applicable countries to facilitate easier cross-country business review.
  8. Provided detailed analyst reports with built-in analytics and visualizations for quick identification of outliers.

Outcome

  1. Timely completion of implementations for all 10 key markets.
  2. Key performance metrics:
    1. System configured for all 10 countries within a week.
    2. Elimination of manual calculations and related adjustments.
    3. Identification of calculation and display mistakes in legacy excel calculation workbooks.
    4. End-to-end automated single standardized system for all 10 countries.
    5. Cross-country performance comparison enabled through built-in currency conversion feature.
    6. Complete elimination of manual calculations and related adjustments.

Approach

  1. Quick proof of concept (POC) conducted for 10 identified countries across APAC, European, and LATAM regions.
  2. The approach for the POC included the following steps:

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