India's largest platform and marketplace for GCC & AI leaders and professionals

Sign in

India's largest platform and marketplace for GCC & AI leaders and 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

  • P&L Forecasting Enabled by Analytics

    Author: Rajagopal Rangarajan, Senior Manager – Analytics, AB InBev Accurate P&L forecasts help companies build a good financial plan for the year. It enables the financial planning team in allocating resources more meaningfully across the company. For large and highly leveraged companies like AB-InBev with annual Revenues more than $50 Bn and with a debt […]

  • Creating the Bridge of Translation between AI Technologists and Business

    Featured Article: Author:  Abhishek Tandon, Director, Customer Success for Fosfor, LTIMindtree Like we saw in the previous article “Crossing the AI Adoption Chasm“, there is a big gap in the objective of the technologists driving the AI project and the business user seeking value from it. This gap is causing major adoption issues as both […]

  • Carlyle is the frontrunner to acquire Mphasis from Blackstone

    Carlyle Group is negotiating with at least half a dozen banks and a pension fund to buy out Blackstone’s stake in Mphasis. Binding offers due today. Mumbai: Private equity firm Carlyle Group has emerged as a probable frontrunner to acquire Mphasis Ltd. from Blackstone Group, in what could be the largest buyout in the Indian IT space, according to people familiar […]

  • Process Mining and Task Mining fuels Automation across the Enterprise

    Featured Article: Author: Prakash Narayanan, Head of RPA & Intelligent Automation, Cyient Every business is a collection of core processes. Processes are the foundational infrastructure and form the basic element of business operations. In 1911, Frederick Winslow Taylor became the first person to study and optimize workplace productivity. His monograph ‘The Principles of Scientific Management’ […]