Incentive Compensation administration for 8000+ sales force

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