Leading Global Healthcare Organization
Aurochs SIP Solution Suite Validated Across 10 Countries (APAC, LATAM, Europe)
Situation
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Leading healthcare organization sought to automate global sales incentive program management, prompting an RFP.
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Challenges faced by sales operations team members across countries included:
- Team-wise Excel-based calculation system for each country with person-dependent flow.
- Complex and varied incentive rules per team and product combination, leading to calculation inaccuracies and manual interventions.
- Country-based local governance regulations added complexity with exceptions for eligibility and vacancy management.
- Manual interventions required for certain payout components.
- Exceptions needed at individual rep level, in addition to rep-level incentive targets and product weight definitions.
- Tedious comparison across countries due to local currency-based sales incentive calculations.
- Sluggish response to market changes with significant delays in rolling out sales incentive plan changes.
- Lack of change audit control, facing significant compliance risks.
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Organization’s primary goal was complete automation of global (ex-US) sales incentives while enabling in-house management.
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Desired partner attributes included agility, responsiveness, multi-country coverage, integration with internal data sources, flexibility for country-specific variations, and end-to-end automation.
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Key partner requirements:
- Reacts, adapts, and scales with evolving business in individual countries.
- Provides global platforms catering to local needs.
- Manages multiple countries together with a combined business review.
- Easy management of master, sales, market, and CRM data on the platform.
- Pulls data from SFTP without manual intervention.
- Accesses and enables relevant functionality as client needs change and business grows.
- Reflects dynamics within SIP plans based on each country’s business needs.
- Deploys integrated SIP platform for end-to-end program management.
- Provides access to approved picklist of plans by type for country setup in incentive processes.
- Ensures high levels of automation and repeatability for faster operations.
Approach
- Quick proof of concept (POC) conducted for 10 identified countries across APAC, European, and LATAM regions.
- The approach for the POC included the following steps:
Incentive Platforms Rollout
- Configured and deployed standardized sales incentive solution for all 10 countries.
- Enabled end-to-end process automation while accommodating business rule exceptions.
- Utilized out-of-the-box pick-and-choose plan component framework to accommodate various plan types across different business units.
- Configured Aurochs Incentive Manager to handle complexities such as variable on-target earnings (OTE), performance qualifiers, and band-based curves.
- Configured eligibility rules to manage special scenarios like new hires, leaves, and flexible working arrangements.
- Implemented out-of-the-box input and output QA framework to identify data issues and potential outliers upfront.
- Designed and developed a global performance summary providing performance and payout information for all applicable countries to facilitate easier cross-country business review.
- Provided detailed analyst reports with built-in analytics and visualizations for quick identification of outliers.
Outcome
- Timely completion of implementations for all 10 key markets.
- Key performance metrics:
- System configured for all 10 countries within a week.
- Identification of calculation and display mistakes in legacy excel calculation workbooks.
- End-to-end automated single standardized system for all 10 countries.
- Cross-country performance comparison enabled through built-in currency conversion feature.
- Complete elimination of manual calculations and related adjustments.