P2O

• Build automated, and digitised approach to deliver accurate, reliable and ‘cleansed‘ sales and revenue performance data to sales incentive team for incentive payable purposes. This aligns with the T22 strategy and drives improved efficiency and effectiveness across the Sales Incentive and Sales Performance teams.

  • Why Now?
    • PB and GESA have merged
    • Attempting to avoid building legacy practises into end state mode
    • Great opportunity to digitise, and support T22 vision
    • Resource pressures apparent throughout the Company – Reduces manual effort
    • HuB and Phoenix enable improved capability, together with Callidus (TrueComp) and the introduction of Work Day in due course
  • Current State
    • Sales incentive teams receive raw data (transactions lists, opportunity lists, and leverage reference tables),
    • Substantial effort/resource is spent going back and forth with Sales Operations to finalise the data used to then calculate the sales achievement (for Solutions Specialists)
    • Sales incentives calculate the sales achievement against target
    • Sales incentives team then calculate the incentives payable using Pex/WorkDay, on/off plan periods, application of archetypes etc
    • Incentive draft is issued, together with a list of transactions
    • Incentive is paid
  • A ‘Go To’ state would:-
    • Sales Incentives to share a list of eligible plan participants/payees to Sales operations monthly
    • This list is used as the basis of the HuB being used to cleanse sales transactions, opportunities and reference tables to deliver a set of sales performance and revenue performance data (achievement/targets) to Sales Incentives
    • Sales incentives team then calculate the incentives payable using Pex/WorkDay, on/off plan periods, application of archetypes etc
    • Incentive draft is issued together with a link to the HuB that communicates the transactions applied
    • Incentive is paid
  • Guest
  • Sep 20 2018
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  • Admin
    Ryan Harry commented
    October 16, 2018 04:31

    Thanks Phil. Svetlana will contact you to discuss next steps.