India's largest platform and marketplace for GCCs, AI & Analytics leaders & professionals

Sign in

⁠India’s largest platform & marketplace for AI & GCC leaders & professionals
Become a Thought Leader
Become a 3AI Member

Sign in

3AI Digital Library

< Go Back

Incentive Compensation administration for 8000+ sales force

3AI September 10, 2020

One of the top 3 US Pharmaceutical companies

Problem Statement

  • Robust solution with quick processing time and high quality error-free reports
  • Customizability via a “parameterized” method
  • Admin run included implementation of plans, special Incentives and company-wide Annual Contests
  • A centralized communication system to enable field staff (sales and Mgmt) to access reports, documents and other business information

Analytics Led Approach

  • Comprehensive due-diligence exercise during proposal stage to understand key pain points
  • Rendered a simple user-friendly tool to perform ‘What-if’ analysis on IC Computations/ payouts
  • Designed a structured workflow based tool to capture qualitative metrics for IC computations
  • Optimal reports distribution mechanism provided through Sales Portal for matrix driven access control

Business Impact

  • Transparent project management approach for dynamic project tracking
  • Standardized and formal data management processes
  • Reduced cycle time by 2 days
  • Successful adoption of sales portal to make report distribution efficient and hassle – free

Critical Success Factors

  • Saved over $ 5MM in operating costs over 5 years
  • Parameterized tool provides requisite flexibility, with ease of use aiding rapid response to the organizational changes and superior report distribution mechanism

    3AI Trending Articles

  • ADKAR – Driving Behavioural Change for Smoother AI Adoption

    Featured Article: Author: Abhishek Tandon, LTIMindtree As mentioned in chapter 1, AI projects generally suffer from abandonment because they are left at the point of execution and not thought through from a consumption perspective. One of the key reasons for that is lack of understanding of the “bigger picture” that ends up causing a lot […]

  • Emerging role of Generative AI for Businesses

    Featured Article: Author: Rajan Gupta, VP & Head of Research & Analytics, Analyttica Datalab Artificial intelligence (AI) has revolutionized the way businesses operate, and Generative AI (GAI) is quickly becoming a hot topic in this field. Generative AI is the technology behind applications that can produce new content, such as images, sounds, and even text. […]

  • Future Proofing GCCs

    For a while now, India has been driving back-office functions for some of the large enterprises across the world. However, over the past few years, it has taken giant strides towards becoming the innovation hub of the world, by adding strategic value to multi-billion-dollar businesses from around the world, through Global Capability Centres (GCCs) based […]

  • ML & Data Science Solutions: Build, Buy or Outsource?

    Data and analytics leaders increasingly believe that data science is a critical component of their analytics and business intelligence (BI) modernization plans, and are clamoring to incorporate new. Technologies such as predictive analytics, machine learning and deep neural nets sit at the Peak of Inflated Expectations on related Gartner Hype Cycle. While some degree of backlash […]