Beagle Research Case Study Examines the Benefits of Automated On-demand Sales Compensation Management
Centive wins a 2007 WizKids award for customer success
Market research company Beagle
Research Group, focused on emerging technologies with impact on business
processes, developed a case study for Psion Teklogix to examine the benefits of
their recently deployed automated sales compensation management system.
Psion Teklogix, a provider of
rugged mobile computing systems, serving over 80 countries through a global
network of direct sales and regional business partners, used to manage incentive
compensation with Excel spreadsheets. As a result of replacing this manual error-prone environment with Centive’s automated on-demand sales compensation management solution, Compel,
the company achieved 100% accuracy in commission calculations. Commission
statements now only take three days to prepare rather than the three weeks the
company experienced using spreadsheets. Finally, the overall sales incentive process is now integrated, smooth,
and efficient and it takes significantly less time to manage.
More than providing a tool for
the financial analyst, Compel also enables sales representatives and managers to
track performance and actual commission earnings, as well as forecast earnings
based on opportunities in the pipeline, thereby helping prioritize and close
deals. Centive wins a 2007 WizKids
award for retiring another spreadsheet based business process and replacing it
with an effective business tool.
Download the full case study
BrassRing Drives Sales Performance
Technology case study
CHALLENGE
Increase the visibility of sales performance and incentive data, eliminate manual processes and improve the accuracy of commission payments.
STRATEGY
Replace the manual sales incentive management process with a strategic solution providing performance visibility, accuracy and streamlined operations in a cost-effective model.
RESULTS
BrassRing achieved unprecedented visibility into sales results and commission earnings, gaining deeper insight into, and control of, the business at the individual and corporate level. Sales time spent in "shadow accounting" was reduced by 50 percent just in the first quarter of using Compel.
Download the full case study
Captaris Improves Sales Focus and Process Efficiency
Technology case study
CHALLENGE
Maintain compliance with regulatory requirements and increase stakeholder access to information while streamlining the administration of a varied set of sales incentive compensation programs.
STRATEGY
Replace the homegrown, semi-automated sales incentive compensation management system with an easy-to-use, affordable solution that provides greatly enhanced accuracy, security and process control, and the ability to increase sales focus and satisfaction.
RESULTS
Captaris reduced the amount of time spent administering its incentive compensation programs by 30% while improving controls and security over compensation-related data. The company was also able to increase the immediacy and accuracy of information provided to participants and other key stakeholders.
Download the full case study
Draeger Medical Increases Sales Productivity by 15%
Medical equipment case study
CHALLENGE
Improve the performance of a rapidly growing sales force, ensure sales compensation accuracy and enable strategic performance analysis.
STRATEGY
Automate sales compensation with an easy-to-use, on-demand solution that drives improved sales performance and streamlines the sales incentive management process.
RESULTS
With Compel, Draeger increased sales productivity by 15%. The company also boosted finance productivity, cut payment questions and disputes by 75%, and eliminated “shadow accounting”. Draeger successfully reduced commission processing time from 2.5 weeks to 2 hours and eliminated 1 week previously needed to generate and distribute commission reports.
Download the full case study
Pillar Data Systems Increases Sales Performance
Technology case study
CHALLENGE
Accurately measure sales performance and motivate an explosively growing sales team while ensuring an efficient and Sarbanes-Oxley compliant sales compensation process.
STRATEGY
Automate the sales commission process with a secure, auditable system that delivers accurate commission calculations and keeps reps focused on selling.
RESULTS
With Compel, Pillar increased sales performance by providing sales reps with visibility into performance metrics and accurate and timely commission payments. They also reduced commission processing time by half and eliminated 40 hours per pay period previously spent in manually preparing and distributing commission reports. Pillar Data Systems successfully met its SOX compliance needs in commission accounting.
Download the full case study
Quantum Drives Peak Sales Performance
Technology case study
CHALLENGE
Keep sales representatives focused and aligned with corporate strategy as Quantum continues to grow its market share and product portfolio.
STRATEGY
Replace legacy commission management systems with an easy-to-use, affordable sales compensation management solution providing real-time visibility into performance.
RESULTS
Over the first 6 months, through the use of Compel, Quantum realized a significant increase in sales productivity and satisfaction among sales representatives. Quantum’s sales compensation management process has become 25% more efficient.
Download the full case study
