# Aurochs Deployed Quota Management For The Leading Vision Care Organizations

> Incentive Compensation Solution Suite for Life Sciences

[View on aurochssolutions.com](https://aurochssolutions.com/vision_care_business_unit_quota_management/)

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Customer story

## Quota management for the *vision care business unit* of a leading organization.

A leading vision care organization's business unit faced quota-setting challenges from limited market data and a diverse product portfolio at varied life-cycle stages. Aurochs automated its manual quota-setting process for improved efficiency, transparency, and flexible scenario modeling.

### The challenge

The Vision Care Business Unit faced several challenges in quota setting:

- Lack of market data made quantification of potential and market standing unknown.
- A quota-setting strategy dilemma: whether to treat the product as a launch or as almost mature, as the historical sales history fit neither.
- The current methodology relied on statistical parameters, requiring extensive manual work and lacking transparency for the sales team.

#### Objectives

- Automate the manual quota-setting methodology to save time and increase efficiency.
- Achieve high process automation, change agility, and responsiveness.
- Incorporate local guidance and knowledge into quota allocation.
- Model different factors and evaluate the quality of allocated quotas.

#### Key requirements

- High levels of automation and repeatability using statistical parameters.
- Agility and flexibility to explore various permutations and combinations of historical sales and growth parameters.
- Use of historical sales and growth-based parameters, considering local knowledge.
- Analytical visualizations and statistical summaries to assess fairness and performance.
- Customization of historical periods, with caps and floors to handle outliers.
- Define scenarios using different forecast scenarios.
- Deployment of an integrated quota management platform with backup support and service operations.

### The solution

#### Quota Manager platform rollout

- **Data collection and ingestion:** collected data from various sources, primarily the in-house data warehouse, using the proprietary Data Manager for automated collation, sanitization, and ingestion.
- **Configuration of Quota Manager:** configured Aurochs Quota Manager to accommodate different scenarios, including historical performance data periods and various sales factors such as volume growth, sales trends, caps, and floors.
- **Testing scenario configuration:** developed testing scenarios to assess methodology quality by allocating quotas across different historical periods.
- **Calculation workbooks and reports:** designed summary calculation workbooks and reports for effective communication of quotas.

#### Approach

- **Evaluation of existing process:** due to a lack of market data, scrutinized the current quota allocation process.
- **Integration of statistical process:** integrated the current statistical process into the tool for comparison with different models, enabling the addition of scenarios for enhanced analysis.
- **Model implementation and comparison:** developed models based on volume, volume + growth, and existing statistical models with scenarios, then compared results for effectiveness.
- **ML-based sales forecasting:** utilized ML-based sales forecasting trends for mature products with stable history, incorporating trends into the quota-setting process for improved accuracy.
- **Analytical visualizations:** employed post-hoc analytical visualizations to evaluate methodologies for fairness, performance, and outliers.
- **Comparison with actual sales results:** compared the quality of quotas from the traditional statistical process and the new Aurochs processes against actual sales results, helping the client identify gap areas for refinement.

### The results

- **End-to-end automation:** automated the quota allocation process using statistical parameters, resulting in over 90% reduction in processing time.
- **Pilot implementation:** initially piloted for a small set, then scaled to encompass all teams, roles, and salespeople.
- **Model comparison:** developed and compared models based on volume, volume + growth, and existing statistical models with scenarios for effectiveness.
- **Simplified process and communication:** streamlined the quota-setting process and improved communication effectiveness, yielding better results.
- **Quality evaluation:** provided the capability to evaluate quota quality at both individual and role levels.
- **Scenario simulation:** enabled scenario simulation for the client's existing quota allocation methodology.
- **Bias identification:** facilitated easier identification of bias in quotas due to geographical performance trends.

90%+

Reduction in processing time

100%

Automated quota allocation

1

Unified quota management platform

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