Top 5 Global Pharma
Organization
Sales Incentives Calculations & Reporting Management for the US
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 animal health organization is facing significant challenges with their current sales performance management solution, including manual processes and lengthy rollout times. They seek to implement a Sales Incentive Calculation Engine to automate calculations, enable in-house management, and improve agility in handling complex plans.
Outcome
The incentive system implementation was completed in four weeks, achieving full automation of complex calculations with no manual intervention. Total operations time was reduced by over 50%, and plan changes could be implemented in just four hours, significantly improving efficiency and reducing project risk.
Situation
- Sales Incentive Calculation Engine & Field Reporting for a leading animal health organization:
- Deployed system with automated one-click processing
- Integrated data transformation through parameterized web-based interfaces for monthly calculations
- a) Challenges faced by the clients’ sales operations team with their previoos SPM solution:
- Significant manual touchpoints due to plan complexity Manual data collection and transformation from source systems
- Certain components not implemented due to complexity
- Lengthy processing timeline of 2 weeks with high stakeholder involvement
- Tedious change management process delaying rollout
- Offline management of payment approval process
- Tedious plan change process without access to analytics or plan modeling ecosystem
- b) Objectives of reaching out to the organization:
- Automate calculation of sales incentives
- Enable in-house management without external consultants
- Deliver agility & responsiveness
- Pull data from internal sources automatically
- Provide flexibility for managing complex plan types and performance measures
- Easy-to-use platform for in-house management
- React and adapt for faster system rollout for ad-hoc plan changes
- Automatic data ingestion and transformation
- Support for various plan types and complex calculations
- Access to relevant functionality based on evolving business requirements
- Configure plan acknowledgment and multi-level payment approval workflows
- Deploy integrated sales incentive platform with quarterly change management support
- High levels of automation and repeatability to focus on business, not incentives systems.
Incentive Platforms Rollout
- Raw data formats collected, collated, sanitized, ingested, and transformed automatically using Data Manager.
- Aurochs Incentive Manager configured for complex calculations (e.g., portfolio level qualifiers, multipliers) and eligibility management (e.g., new hire status, transfers, leaves).
- Eligibility manager configured for various scenarios (e.g., new hire status, transfers, leaves).
- Parameterized web interfaces drive ongoing sales incentive calculations.
- Enabled one-click processing from data load to reporting.
- Configured easy-to-use interfaces for managing change parameters during ongoing operations.
- Provided analytics and visualizations for evaluating plan performance and effectiveness.
- Input validation and output validation summary reports available to identify anomalies and outliers upfront.
- Deployed field incentive performance scorecards and summary reports across hierarchy levels using Field Reporting Manager.
- Excel and PDF-based reports aligned with current communication paradigm.
- Implemented new interactive HTML report with embedded what-if calculator.
Change Deployment
- Implemented plan changes for the new year
- The implementation required changing the core measure from multi-level goal attainment to a layered ranking plan.
- Eligibility exceptions were further changed to account for the new plan type.
Approach
- Aurochs team conducted a comprehensive Proof of Concept (POC) for one of the most complex business units in the US.
- Results from the POC were compared with the client’s existing system to demonstrate solution capabilities.
- The POC involved the following activities:
- Detailed analysis of the client’s requirements and business processes.
- Implementation of the solution to address the specific needs of the complex business unit.
- Testing and validation of the solution against the client’s existing system.
- Presentation of the POC results to the client for evaluation and feedback.
Outcome
- Complete incentive system implementation process finalized with detailed User Acceptance Testing (UAT) conducted with the client.
- Key performance outcomes:
- Complete automation of complex eligibility calculation paradigm with no manual intervention.
- Implementation process completed in 4 weeks, compared to 13 weeks in the legacy system.
- Plan and report changes implemented for annual plan changes live in a workshop within approximately 4 hours, compared to 3 weeks in the legacy system.
- Total operations time reduced by over 50%.
- Standardization in implementation facilitated easy resource transition and reduced project risk.
- Integrated quality assurance framework identified input issues early, reducing output processing timeline by over 50%.
- Contract secured to deploy an incentive compensation solution suite in more than 100 countries across 3 key businesses.