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Incentive Compensation Management

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Unleash the motivational power of incentive compensation.

CRMIT Solutions provides a complete set of services, from transition through go live, to post go-live. This also includes modelling, design, administration and analysis of incentive compensation programs ranging from hundreds to thousands of direct or indirect sales professionals.

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Incentive Compensation Management

  1. 1. Unleash the motivational power of Incentive Compensation Fixed Scope Offering (FSO) for Incentive Compensation Management(ICM)
  2. 2. 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
  3. 3. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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.
  4. 4. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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
  5. 5. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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
  6. 6. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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
  7. 7. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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.
  8. 8. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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.
  9. 9. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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 SupportBuildAnalyze Week 14 Go LiveTraining & 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
  10. 10. Customer Case Studies
  11. 11. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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
  12. 12. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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 Implementation Partner 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
  13. 13. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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 Implementation Partner CRMIT Solutions www.crmit.com CX Solutions Custom Solution Leading sports equipment provider unleashes the motivational power of incentive compensation
  14. 14. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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
  15. 15. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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
  16. 16. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. www.crmit.com Excel Customer Excellence National Award for E-governance 2007-08 2012 Winner 2012200920082005 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
  17. 17. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. 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
  18. 18. Fixed Scope Offering – Oracle ICM © Copyright 2016 CRMIT. All rights reserved. www.crmit.com Thank you sales@crmit.com

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