101 Siebel Incentive Comp in Depth Rev 1
Transcript of 101 Siebel Incentive Comp in Depth Rev 1
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The Worlds Leading
Provider of eBusiness
Applications Software
Siebel Incentive Compensation 7Chicago User Week
October 1-3, 2001
Drew Garcia
Product Line Manager
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Siebel Incentive Compensation 7 Overview
Siebel Incentive Compensation 7 is a market-leadingsolution for managing complex, dynamic variablecompensation plans for large numbers of people
Enables a company to translate its strategic objectives into actionablecompensation plans
Accurately calculates compensation and clearly communicates plans and
results to participants
Transforms Siebel Incentive Compensation into a strategicselling tool that allows companies to quickly adapt tochanging market conditions
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Siebel Incentive Compensation Value Proposition
Align sales goals with corporate strategy Communicate quotas/goals and achievement clearly
Calculate compensation in an accurate and timelymanner
Save time and reduce disputes
Fully integrated with Siebel eBusiness applications
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The Worlds Leading
Provider of eBusiness
Applications Software
Key Functionality
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Easy to setup, modify,administer
Make changes asneeded and trackrevisions
Design plans, assignparticipants/divisions
Create default plans &customize for each
participant
Easy Plan Creation
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Any Metrics
Predefined to Save Time Easily Added Custom Metrics
Target Specific Performance
Both Objective & Subjective Measures (integrated withSiebel Performance Management)
Any Payout Structure Simple or Tiered Tables
Custom payout formulas
Revenue % Deal Payout$100,000 1.0%
$150,000 2.0%$200,000 3.0%$250,000 4.0%
50000
100000
150000
200000
250000
300000
1.0%
2.0%
4.0%
3.0%
3.5%
Flexible Plan Definition
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Goal/Quota Definition
Team & Individual Plans
Compensation Rollup to Managers
Draws
Payout when Recognized
Flexible Plan Definition
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Flexible Plan Definition
Complex compensation calculations Linkages
Multipliers
Accelerators
Hurdles
Thresholds
Advanced multi-currency support
Complex formulas
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Financial planning and analysis Compensation Modeling
Period Name Last Name First Name Total Compensation
Q2 1999 Alacon Hector 60,681.53
Q2 1999 Conway Chris 60,681.53Q2 1999 Marks Mary 60,681.53
Q2 1999 Miller Sue 62,281.53
Q2 1999 Silver Victor 64,681.53
Q2 1999 Stevens William 60,681.53
Period Name Last Name First Name Total CompensationQ2 1999 TEST Alacon Hector 62,549.66
Q2 1999 TEST Conway Chris 61,766.00
Q2 1999 TEST Marks Mary 57,967.73
Q2 1999 TEST Miller Sue 65,447.23
Q2 1999 TEST Silver Victor 64,008.91
Q2 1999 TEST Stevens William 59,998.44
What-If Analysis & Modeling
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Compensation Statements for Participants
Comprehensive information on earnings
Analyze achievement One-click access to all account, deal and activity information
Eliminate the inquisition, hunting and gathering
Full disconnected support for payees
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The Worlds Leading
Provider of eBusiness
Applications Software
Siebel Incentive Compensation 7
Enhancements
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Siebel Incentive Compensation 7 Objectives
Integrate incentive compensation with opportunity managementto provide actionable feedback to sales reps before they closedeals
Improve the quality and acceptance of sales quotas byinvolving sales managers and reps in the quota setting process
Deliver a zero-footprint Web application that provides endusers with an easy-to-use highly interactive Web client
Improve the communication of compensation plans andobjectives to ensure alignment of sales behavior and corporatestrategy
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New in Siebel Incentive Compensation 2001
Zero footprint web
client
EstimatingCompensation
Quota Setting
RecognitionPrograms
Detailed plansummary
Audit Trail
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New for Siebel 7: Zero Footprint Web Client
Benefits:
Enhanced performanceand flexibility
Minimum learning curvefor maximumproductivity
Streamlined
administration and easeof use
Full disconnectedsupport
Use:
Uses standard web browserssuch as IE and Navigator
Same rich functionality inmobile and connected clients
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New for Siebel 7: Estimate Compensation
Use:
Estimate compensation on livedeals before they close
Estimate compensation on one ormany opportunities
Perform what-if analysis onopportunities
Benefits:
Proactively motivate &direct representatives
Provides actionablefeedback
Focus on strategic
opportunities
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New for Siebel 7: Estimate Compensation
Estimate quota achievement
Where am I against my quota target? How close does this deal get me to target?
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New for Siebel 7: Quota Setting
Use:
Apply factors and adjustments to quotatarget
Territory adjustments Account responsibility Market conditions Competitive landscape
Spread quota over multiple timeperiods
Period trends Seasonality skews
Roll down quotas through sales
hierarchy
Benefits:
Involve Sales and SalesManagement in the quotasetting process
Sales representatives
buy-in to quota target
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New for 2001: Quota Setting
Assign Top Level
Quota Numbers toManagers
Managers Apply
Factors to Quota
Targets
Spread QuotaTarget Across
Measure Period
Rep Reviews &
Approves Quota
Schedules
Quota Spread
Across Direct
Reports
Quota setting and
management tool
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New for Siebel 7: Recognition Programs
Benefits:
Encourage sustained effort andperformance
Motivational need for recognition
Presidents Club Million Dollar Roundtable Top Rep of the Year
Use:
Compensate with non-cashrewards such as trips,merchandise and other prizes
Pay over a recurring period or asa one-time event
Cash and non-cash awards are
displayed as a consistentreminder of goal
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New for Siebel 7: Detailed Plan Summary
Benefits:
Aligns behavior with sales goals
Reduce disputes regardingcompensation calculation
Develops sense of trust betweenthe rep and the compensationprocess
Use:
Clearly communicatecompensation plans,components, quotas, andrecognition programs to reps
Accept compensation plan &track acceptance
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New for Siebel 7: Complete Audit Trail
Use:
Trace Update, Insert, Deleteand Copy
Trace any fields of anybusiness component
User defined auditing scope
Benefits:
Enables CompensationAdministrators to meetRegulatory Requirements
Maintain Data History
Who made
a change
What buscomp
changedField that
changed
New ValueOld Value
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Benefits of Using Siebel Incentive Compensation 7
Increased Revenues/Profitability
Allows companies to quickly change sales behavior inresponse to changing market conditions
Increases revenue by motivating sales reps to close more
business
Focuses sales reps on the most important deals
Provides actionable feedback on selling strategy before anopportunity is closed
Flexible plan design can focus reps on more profitableproducts with smaller discounts
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Benefits of Using Siebel Incentive Compensation 7
Higher Employee Productivity
Reduction in manual effort required to maintain plans, trackdata, and calculate compensation allows compensationadministrators more time for analysis and other value-addedactivities
Through easy plan design, compensation administrators canquickly create new plans without the assistance of the ITdepartment
Accurate calculations and better communication reduce thetime spent disputing payments and resolving errors
Visibility into compensation plans and results eliminates needfor sales representatives to track deals and calculatecompensation in side books
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The Worlds Leading
Provider of eBusiness
Applications Software
Demonstration
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The Worlds Leading
Provider of eBusiness
Applications Software