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
