Incentive Compensation Management

Unleash the motivational power of Incentive Compensation

Fixed Scope Offering (FSO) for Incentive Compensation Management(ICM)

Fixed Scope Offering – Oracle ICM

© Copyright 2016 CRMIT. All rights reserved.

www.crmit.com

Contents

• Key Business Drivers for ICM

• CRMIT ICM Expertise

• ICM Solution Overview

• Fixed Scope Offering Scope

o Configuration & Integration Scope

o Out of Scope Items

• Implementation Approach & Timelines

• Commercials

• Customer Case Studies



www.crmit.com

Key Business Drivers for ICM

• Sales leadership find it challenging to drive required behavior within their teams in a timely manner, due to delayed insights on Incentive status.

• A Manual Transaction Collection and Spreadsheet based Incentive calculation process, challenging to administer and slow to market for changing business and internal needs.

• Absence of an integrated platform for Sales to highlight commission inconsistencies and subsequent dispute management

• Audit and Risk Management related issues due to more than one version of the truth.

• It is time consuming to get all the detailed reporting that each person wants or needs as the data is not available in the central location.



www.crmit.com

CRMIT ICM Expertise

Domain Expertise

Technology Expertise

Go to Partner for Sales Performance Management (SPM) Consulting

& Implementation Services

Proven methodology for Pilot and Enterprise Implementations

Managed Services, Resourcing/Staffing & Training Solutions

Extensive experience working with leading SPM products – Siebel, Oracle Sales Cloud, Oracle Incentive Compensation, Xactly Incent, Salesforce

CRM++ SPM Connector for integrations with CRM, ERP, HRMS, Payroll applications

Industry Experience - Typical challenges, Solutions & Best Practices

Incentive & Compensation Management



www.crmit.com

HRMS/CRM

Employees Resources

Partners Roles

Resellers Groups

Vendors Teams

ERP

Orders

Collect, Calculate, Pay

Payroll

Employees

CRM

Compensation

CRM

Territories & Quotas

Payables

Resellers, Vendors,

Partners, Agents

Receivables

Invoices, Billing

ICM Solution Overview



www.crmit.com

Activities In Scope Features

Base Data Set-up

• Business Unit Configuration (up to 5) • Expression Definitions

Compensation Plans

• Configuring Plan Components (up to 20) • Defining Rate Tables & Rate Dimension

Participant and Transaction

• Provide Import Templates • Import Participants & Transactions (ltd. to 1 Quarter) • Define Crediting & Classification Rules

Payment

• Pay Group Configuration • Payment Batch Setup

Reports and Dashboard

• Reports for Sales Rep to view plan details and historical data • Reports for Sales Manager to view and manage team incentive details • Reports for IC Manager and IC Analyst to view and manage incentive plan

payments and disputes. • Ltd. to a max of 10 reports covering all of the above

FSO Scope - Configuration



www.crmit.com

FSO Scope - Integration

The integration scope for all Inbound integrations is limited to CRMIT providing excel templates which need to be used by the Customer to provide required data.



www.crmit.com

Out of Scope Items

1. Any kind of Configurations in Sales Cloud including defining Territories and Quotas

2. Data Extraction/Cleansing/Transformation of any kind.

3. Training Material.



www.crmit.com

Requirement Gathering

Design

Configure

Testing

End User Training

UAT Support

Production Migration

Prod Data Import

Test Runs

UVT

Post Go-Live Support

Implementation Approach & Timelines

Week 1 Week 2-9 Week 15-16

Support Build Analyze

Week 14

Go Live Training & UAT

Week 10-13

Note:

• At the end of week 1 i.e. at the end of Analyze phase , requirements to be assessed for FSO fitment.

• CRMIT has proposed a hybrid Onsite-Offshore Delivery model as per Industry Best Practices.

Onsite Offshore Onsite Offshore Offshore

Customer Case Studies



www.crmit.com

COMPANY OVERVIEW

Leading Cloud Computing Company

using Oracle Sales Cloud as CRM

CHALLENGES

• A Manual Transaction Collection and Spreadsheet based Incentive calculation process, challenging to

administer and slow to market for changing business and internal needs

• Incentive calculation process was error prone and time consuming

• Delayed insights on Incentive status did not help Sales leadership drive required behavior within their

teams, in a timely fashion

• Absence of an integrated platform for Sales to highlight commission inconsistencies and subsequent dispute

management

SOLUTION IMPLEMENTED

• Configure Oracle Sales Cloud Incentive Compensation and integrate with Payroll System

• Business Units setup for Americas, EMEA, ANZ & Asia

• Base Data Setup – Calendar, Currency, Conversion rates, Participant Roles

• Credit rules & Classification definition

• Compensation Plans setup with ‘Existing Business’ & ‘New Business’ as plan components.

• Performance measures setup with Lines of business as Credit Categories, Goals (defined in line with Quota

definition in Oracle Sales Cloud)

• Rate Table Setup with commission rates definition for ranges of Quota attainment.

CRM++ SPM connector for:

• Importing participants based on hierarchy defined in Oracle Sales Cloud

• Importing transactions from Sales Cloud-Opportunities with Customer, Product, Region & Invoice paid

status

• Integrating calculated Payment Information to Payroll

• Surface IC Reports & Dashboards in Oracle Sales Cloud.

Industry

Information Technology Services

Implementation Partner

CRMIT Solutions

www.crmit.com

CX Solutions

Oracle Incentive Compensation

Oracle Sales Cloud

CRM++ SPM Connector

Cloud leader reduces 90% of commissions overpayments by

implementing incentive compensation solution



www.crmit.com

SOLUTION BENEFIT

• Improved Adaptability

• Reduced time to roll out compensation plans and to calculate sales commissions.

• Improved time to market for new products and initiatives

• Reduced incentive management staffing costs

• Improved Financial Controls

• Reduced calculation errors and over payments.

• Improved delivery of on-time commission payments.

• Improved accountability over incentive expenditure

• 10% ROI per year.

• Improved Alignment

• Improved trust in sales teams on Incentive compensation process.

• Real-time visibility into performance against a plan, by being able to access Compensation Estimator &

Dashboards from within Oracle Sales Cloud.

• Ability for Sales Managers to identify performance concerns and take corrective action.

• Ability for Sales reps & Managers create disputes and track status from within Oracle Sales Cloud.

• Ability for Sales Leadership to incent sales in line with Sales Strategy.

Solution Architecture Diagram

COMPANY OVERVIEW

Leading Cloud Computing Company

using Oracle Sales Cloud as CRM

Industry

Information Technology Services


CRMIT Solutions

www.crmit.com

CX Solutions

Oracle Incentive Compensation

Oracle Sales Cloud

CRM++ SPM Connector

Cloud leader reduces 90% of commissions over payments by

implementing incentive compensation solution



www.crmit.com

CHALLENGES

• The headlong rise of e-commerce has put extreme pressure on Retailers to become more efficient, and to

justify their bricks and mortar existence to customers.

• The Customer realized that traditional Retail needs to be retooled and their key differentiator could be the

Employees standing in the Store. Employee motivation is probably the most important single manageable

factor for success and profitability of all the facets of Store retailing. There are almost as many effective

ways of motivating employees as there are ways of enticing customers into a store but ‘Incentives’ is

generally the greatest motivator of all.

SOLUTION IMPLEMENTED

A home grown, custom, integrated Incentive calculation platform which was tailored to factor the unique

situation of each Store and give Store Managers and employees a near real time view of their performance.

Some of the factors which influenced incentives included:

• Y-O-Y Store growth ($$$) & Percentage (%)

• Achievement against Store Target ($$$ - A grid of growth $ against various bonus %)

• Achievement against Store Target (% - A grid of growth % against various bonus %)

• Seasonality

• Store factors (Age of the Store, Store Hierarchy, Geography)

• Non comparability against last year performance (New Store, Store Expansion, Store Relocation,

Cannibalization against new store)

• Inflation & finally

• Employee Role, Grade/Band, Salary etc.

COMPANY OVERVIEW

One of the world's largest sporting goods retailer

Industry

Retail


CRMIT Solutions

www.crmit.com

CX Solutions

Custom Solution

Leading sports equipment provider unleashes the motivational

power of incentive compensation



www.crmit.com

IMPLEMENTATION HIGHLIGHTS

• While measuring achievements, Targets were the Store turnover or the profitability or a combination of both.

Plans were kept simple. However, every major influencing and measurable factor was given consideration.

• Master data required to build & roll up compensation plans was defined in an upstream system

• Master data was validated by financial controllers and other relevant entities before it was fed for

compensation consideration to the platform.

SOLUTION BENEFITS

• Incentive compensation platform factored all the complex influencing factors, performing required

calculations with end of the day data feed to give as real time as view as possible into Store performance.

• Store employees could access performance through a portal.

• Final rates and amounts were dispatched to Payroll for validation.

• Compensation platform facilitated regular reviews of performance against compensation plans to stimulate

store level efforts. Data is archived to facilitate audit.

• The installation of an effective incentive plan led to a successful motivational compensation program. To

optimize results, Company regularly nourished and promoted the program. Regular audits were done to

make sure it is working as per expectations.

COMPANY OVERVIEW

One of the world's largest sporting goods retailer

Industry

Retail

CX Solutions

Custom Solution

Leading sports company drives growth aligning motivation to sales

strategy with incentive compensation solution



www.crmit.com

About CRMIT Solutions

End to end expertise on Oracle Customer Experience solutions. Participate in evangelization, roadmaps, product feedback, issues identification & Integration specialization.

200,000+ users

250+ Engagements

25+ Countries

24,000+ hours training

4000+ app users

1000+ man years of

deployment

CX Success Stories

Authored book on Oracle CRM On Demand

CRM On Demand

Sales Cloud

Service Cloud

Marketing Cloud

Incentive Compensation Mgt

Education & Research

Financial Services

OVI for Sales /Service Cloud (CTI)

ISO 270001 REGISTERED

12 years Cloud CRM

11+ Apps available on

Service Cloud

Sales Cloud Eloqua SRM (Work in Progress)

15+

8+

4+

1+

End 2 End ORCL CX Specialization Partner

60+ CRM On Demand



www.crmit.com

Excel Customer Excellence

National

Award for

E-governance

2007-08

2012

Winner

2012 2009 2008 2005 2014 . . . . . 2011

Category :

• Best Customer Relationship

Management Program Award

• Best SaaS-Based Program Award

Your Vision, Our Mission

……..12 years & counting…our Journey continues

2015

ISO 270001 REGISTERED



www.crmit.com

Reach us Americas

1525 McCarthy Blvd

Suite 1000,Milpitas, CA 95035

USA

3379 Peachtree Road NE,

Suite 555, Atlanta, GA

USA

Australia & N Zealand

Suite 19, 103 George Street

Parramatta, NSW 2150

Australia

Japan

2-21-7-703 Kiba,

Koto- Ku,

Tokyo 135-0042,

Japan

Fortune Summit Business Park,

Near Central Silk Board Junction,

Plot No: 244, Hosur Main Road,

Bangalore 560068. India

EMEA

Talbot House, 204-226,

Imperial Drive, Rayners Lane,

Harrow HA2 7HH

London

Rest of Asia

Deployment base spread over

25+ countries



www.crmit.com

Thank you [email protected]

Incentive Compensation Management

Technology

Transcript of Incentive Compensation Management