TrueComp Manager. Is Your Incentive Compensation System a Strategic Advantage?...1. The Challenge: Sales Alignment to Corporate Objectives...

Transcription

1 Solution Snapshot TrueComp Manager Your Strategic Advantage for Driving Performance Table of Contents Is Your Incentive Compensation System a Strategic Advantage?...1 The Challenge: Sales Alignment to Corporate Objectives...1 The Solution: Callidus TrueComp Manager: A Highly Adaptable SPM Solution...2 Unmatched Scalability...3 Maximum Flexibility...3 Easy Connectivity...3 Superior Productivity...4 Pre-Packaged Best Practices...5 Anytime, Anywhere Access...5 The Value of TrueComp Manager...5 Callidus SPM Suite...6

2 Is Your Incentive Compensation System a Strategic Advantage? Does your incentive compensation system effectively focus the sales team, agents and channel partners to deliver results? Does the system enable you to make changes to your incentive plans quickly and accurately, allowing you to keep pace with changing strategies and market conditions? Can it adapt to the complexity of today s global multi-tiered organizations? Sales performance is the principal driver of your business performance. Your investment in controlling and driving your sales and channel partner performance is one of the most critical investments your business will make. TrueComp Manager, from the SPM industry leader Callidus Software, enables you to harness the power of incentives to gain more leverage on your sales force so you can consistently and reliably execute on sales targets. The solution enables you to leverage incentive compensation and rewards as a competitive advantage rather than an ineffective administrative burden, ensuring that your sales teams and channel partners are motivated and focused on the right priorities, driving their efforts toward business success. TrueComp Manager also enables companies to quickly adapt to changing business forces and capitalize on market opportunities, accelerating sales growth and delivering shareholder value. The Challenge: Sales Alignment to Corporate Objectives Why is sales alignment so difficult? Often companies lack the ability to effectively communicate and follow through on executive-level strategies to the people who market and sell the products the sales force and channel partners. Technological and administrative barriers can stand in the way of effectively focusing, motivating, and communicating these goals. Traditional approaches focus on the tactical mechanics of compensation rather than the strategic issues of leveraging pay for performance to drive specific sales results. CONSTITUENTS TACTICAL ISSUES TRUECOMP SOLUTION Executives Misaligned Activities and Resources Informed Alignment Compensation/ Finance Sales Resources-intensive, Error-Prone Administration Poor Sales Productivity Callidus SPM leverage Driving ROI-Effective Compensation Programs Increased Revenue Performance Channel High Attrition, Disputes Increased Partner Mindshare and execution IT Resources-intensive Maintenance Successful Delivery of Solutions to the Enterprise 1

3 The Solution: Callidus TrueComp Manager: A Highly Adaptable SPM Solution Callidus TrueComp Manager delivers sales results through robust functionality that allows organizations to optimize all aspects of goal setting and incentive programs to control and drive performance. TrueComp Manager provides realtime visibility into selling performance and the levers that effectively drive that performance, enabling businesses to adjust coverage, targets, and incentives based on market feedback to optimize results. Specifically, TrueComp Manager enables compensation professionals to efficiently design, project, deploy, and tune territory, quota, and incentive compensation plans through easy-to-create, highly adaptable business rules. In addition, TrueComp Manager automates the day-to-day activities associated with administering and communicating incentives and rewards through an easy-to-use, self-service mobile and web platform. CONSTITUENTS COMMON BUSINESS CHALLENGES TRUECOMP SOLUTION Executives Misaligned Activities and Resources Alignment By facilitating the quick implementation of innovative compensation programs, companies are able to bridge the gap between corporate strategy and execution of drive performance. Compensation/ Finance Resources-intensive, Error-Prone Administration Visibility TrueComp provides visibility to current, actionable business data for executives to properly align resources and drive the company for profitability. TrueComp provides the flexibility to manage the complexity of compensation programs and adapt to an ever-changing business environment. Sales Poor Sales Productivity Trust Compensation modeling allows companies to sharpen the bottom line by avoiding costly implementation of an unprofitable compensation program. Channel High Attrition, Disputes Loyality Intuitive and easy-to-use interfaces facilitate the delivery of accurate and timely payments to build trust between compensation and payees. The delivery of up-to-date compensation reports keeps sales and channel partners focused on the right goals and motivated to perform. IT Resources-intensive Maintenance Change Business rules allow the maintenance of the compensation system to transition to the business user, so IT can better serve business with fewer resources and can continue to deliver solutions to the enterprise. Callidus TrueComp Manager is the only Market Leading Solution that Provides - Unmatched Scalability and optimal price/performance ratios based on Grid computing technology Maximum Flexibility with rules-based computing Easy Connectivity with standardized data integration platform Superior Productivity with easy-to-use, role-based user interface Pre-Packaged Best Practices including Callidus worldclass SPM datamart and out-of the-box best practices Anytime, anywhere access via the web and mobile devices Novell Jim Parker, Director of Global Finance: There is no plan we ve implemented that TrueComp cannot handle. The compensation team is no longer dependent on IT, and IT staff can now focus to other projects. 2

4 Unmatched Scalability Grid computing is a proven technology widely used in computation-intensive applications, providing high performance and parallel processing capabilities. Callidus has taken the core Grid computing concept and applied it to the complex computing environment of Sales Performance Management. By doing so, we enable efficient processing of compensation plans, and can scale to almost any number of transactions and orders. Grid computing: Parses complex calculations into packets of work, which can then be distributed across many different CPUs, referred to as workers. Distributes and balances workload amongst workers based on availability, enabling successful completion of tasks and providing failover redundancy. Holds additional workers for availability to the grid, providing for nearlinear performance and scalability to accommodate growth. Proven Scalability Single deployments achieve up to 10 million transactions per week 300,000 payees 80 currencies Maximum Flexibility TrueComp Manager bases its core design on a modular, rules-based engine that is specifically designed for Sales Performance Management and is implemented on Callidus scalable Grid computing architecture. This architecture forms the foundation for the SPM industry s only solution that combines the power and scalability of Grid computing with the flexibility of rules-based software. Incentive, bonus, and MBO plans are industry-specific and unique to each organization. In fact, a single company s plans vary widely from year to year, and even from quarter to quarter. Due to this variability, an SPM solution should provide maximum flexibility so compensation professionals can design plans to drive specific results for different roles, and make modifications that motivate the sales force. It must enable organizations to act immediately on any changes in strategy in order to respond to changing business conditions relating to markets, competition, product changes, and/or regulatory influences. In addition, all changes in the plans must be tracked and effective dated for auditability and compliance. TrueComp Manager: Leverages a fully configurable, modular rules-based interface optimized for incentive design so that compensation professionals with no programming background can create and then quickly version discrete components of incentive plans throughout the fiscal year with no programming background. Supports fully configurable KPI design and maps your organization s raw data to measure the KPIs you care about. Provides superior effective dating with versioning visualization, enabling business users to make modifications, where needed, and save fully auditable snapshots of all data. Embeds in-production testing, forecasting, and simulation enabling users to assess the impact of coverage, quota, or incentive and MBO changes before deployment, gain approval on changes, and promote to production with one click. Easy Connectivity Callidus TrueComp Manager draws upon information from across the enterprise to provide a single source of sales performance truth. Accordingly, TrueComp Manager is equipped with the best data integration platform on the market the Callidus SPMConnect integration platform. Callidus SPMConnect enables you to extract, transfer, and load information from your ERP, CRM, HRMS and other legacy systems into TrueComp for processing and reporting. In addition, SPMConnect enables you to push data back to those systems, so you can view TrueComp data in your favorite portal or CRM application. Of course, at the end of the compensation calculation process, SPMConnect interfaces with your payroll or accounts payable system to ensure proper payment of your incentives. Key Components of the data integration platform include: Callidus On-Demand Data Integration SPMConnect for Callidus On-Demand (based on Callidus On-Demand Data Integrator [ODI] technology) is a data management platform built on standards-based technology for integrating existing, legacy data sources with TrueComp Manager. The platform provides sales operations users and compensation administrators with consolidated access to critical financial planning, sales actuals, and earnings data. Salesforce.com Integration SPMConnect for Salesforce is a Force.com application that lets users experience Callidus leading-class solutions blended seamlessly with Salesforce CRM. Leveraging the platform, finance and sales operations users can access critical pipeline and transaction data within the Callidus Philips Kim Povirk, General Manager of Sales and Service for Consumer Markets: I can t say enough about the credibility we have with TrueComp it s the only system in the company that allows us to accurately manage payments and optimize sales performance processes. 3

5 SPM solution, and use that data to achieve early insight into earnings, or process payments on closed business. In addition, sales managers and sales professionals using Salesforce CRM are provided with updated incentives and commissions statements, and open opportunity upside, helping drive immediate impact on sales execution. Data Interfaces Callidus SPMConnect includes multiple interfaces for supporting data integration. Based on a corporation s integration strategies, a combination of these data interfaces can be utilized. Web-services: Transfer data to and from the Callidus SPM suite using standards-based, web-services technology. Excel Dataloaders: Enable business users to import data into, or extract data from, the Callidus SPM suite in smaller volumes on a day-to-day basis without administrative intervention. XML Dataloaders: Enable data transfer using pre-defined, xml-based data formats between the Callidus SPM suite and other applications. Relational Import: Enable direct database-to-database transfers with support for data transformations, audit trails and error-tracking and rollback capabilities. Superior Productivity Compensation designers and administrators leverage TrueComp Manager s console to easily manage the most sophisticated incentive and reward programs. TrueComp Manager is designed to empower compensation professionals by providing them with the ability to design, model, and deploy sophisticated incentive compensation, bonus, and MBO plans through a highly intuitive user interface. Compensation professionals become more productive as they save time and increase accuracy using an intelligent interface that works the way their business works. Key features include: Embedded analytics highlight setup integrity and flag gaps in coverage and processing. In-line, automatic data lookups and formula validation and checking also guides users to information and reduces errors. Built-in research tools allow for easy analysis to any question, supporting one-click access to all relevant information for each selected record in the system. Built-in guides speed common tasks and deploy pre-defined workflows for onboarding new reps, making and communicating plans changes, allocating quotas and coverage, researching transactions, and terminating and transferring participants. Intuitive rules design with fully upgradable best practice incentive design framework. Additionally, users can save rules in re-usable blocks in their own best practices library to speed go-to-market for upcoming fiscal periods, product rollouts, or even new business unit deployments. Telstra Former Group Manager of Commission Payments: With TrueComp, we create and change compensation plans quickly. We have the potential to align incentive compensation more closely to our sales channel objectives, ultimately contributing to our goals of profitability and increased revenues. 4

6 Pre-Packaged Best Practices TrueComp Manager delivers a wide array of pre-built data based on industry best practices. These include prepackaged, reusable incentive plan components, pre-built compensation statement reports and analytics, and a library of pre-built communications workflows. These libraries enable businesses to meet and exceed industry standards for competitive advantage with a very short ramp up time. Prebuilt, integrated data mart and analytics for analyzing sales performance across different roles from multiple dimensions, including Time, Sales Team and Rep, Channel Partner, Customer, Product, Plan, Industry, and Region. This includes pre-packaged organizational security and role management. Built-in workflows for quick configuration and deployment of incentive plans, MBOs, and quotas to the field, including manager to rep collaboration, changes, and hierarchical approvals. Best practice incentive plans provide standard rule-based configurations by industry for rapid deployment for business users. Pre-packaged incentive plan documents provide standard templates and a template library for communicating quotas, MBOs, plans, and contests and SPIFFs to the field. Anytime, Anywhere Access TrueComp Manager is delivered as part of a comprehensive, integrated self-service platform ensuring that sales strategies are deployed and communicated quickly and effectively, and in collaboration with the points of engagement where strategy is executed. With the Callidus self-service platform, all sales representatives, managers, executives, call center agents, and channel partners can securely access the information they need in real time from anywhere, driving real alignment across the field. Key stakeholders gain access to overall team performance, individual performance, attainment to top objectives, payout to date and payout upside, giving each stakeholder confidence in the system. Additionally, stakeholders can submit inquiries across their management chain and to administrators to ensure the back office and points of field engagement are truly aligned. The self-service platform can be accessed via commonly used mobile devices and web browsers, eliminating the need to install any desktop applications or sync ups. The Value of TrueComp Manager Executives and Sales Managers TrueComp Manager empowers executives and sales managers to: Analyze overall selling performance against target, ensure execution is aligned with core financial targets and on track for fiscal periods, and review opportunities for beating target. Quickly gauge movement of aggregate performance by the sales organization, and review KPIs on key effectiveness indicators for the quarter including overall and average goal attainment and revenue, earnings to target, lead conversion, deal win rate, pipeline conversion, and close rate. Examine sources of growth and downward performance indicators by sales reps and teams, channel, industry, product, territory and region, and course correct where needed. Gain improved visibility into individual and team performance on target earnings, including commissions, bonuses, MBO performance, SPIFF performance, and draw payouts as well as balance carry forwards. Compensation Professionals and Finance Managers TrueComp Manager enables compensation administrators and analysts, and finance analysts to: Design sales organization and relationship hierarchies and channel partner networks in the context of a fiscal period. Design quota and territory based on top-line financial targets, prior quota or attainment metrics, or territory potential. Design sales compensation, incentives, bonuses, and MBOs to achieve targeted sales results. Model the financial impact of organization, quota, territory, and incentive designs before rollout. Monitor and track incentive spend and actual financial performance and forecast against model for effectiveness. Sales/Channel Sales and Channel partner professionals gain real-time visibility into the black box of their compensation engine, helping build trust in the system. Sales professionals review and approve quotas and incentive plan documents. Sales professionals gain any time access to their performance to date, including earnings target and earnings to date based on orders booked, with drill down to orders, credits, and associated earnings. Sales professionals can project upside earnings based on committed and upside deals. Wachovia A Wells Fargo Company Former VP of Salary and Incentive Management: Since implementing TrueComp, Wachovia Bank has increased loan production at legacy branches by 450%. At the same time, the bank s overall customer satisfaction scores, on a scale of 1 to 7 (as measured by Gallup), have increased from 5.59 to

7 Callidus SPM Suite TrueComp Manager is part of the Callidus SPM Suite, the most comprehensive sales lifcycle management suite in the market. Since its founding in 1996, Callidus has evolved into the most experienced, proven, and trusted vendor in sales performance management. Our software is used by the world s leading companies, including 6 of the top 10 insurance organizations, 4 out of the top 10 banks, 7 out of the top 10 global high tech companies, 6 of top 10 telecommunications companies, and 5 out of the top 10 pharmaceutical companies. The Callidus SPM suite includes: Some Key Highlights The largest customer base among Sales Performance Management vendors, with over 200 customers. The largest payee base, with over 2 million payees in over 140 countries. The largest incentive compensation volume, with over $50 billion paid to date and counting. The most scalable technology infrastructure, handling volumes of up to 1 billion transactions per month, over 200,000 global payees, and over 1,200 compensation plans. The most secure, high-performance data centers with % availability and SAS 70 Type II security. TrueComp Manager Central administration platform to enable compensation professionals to model, implement, and monitor sales coverage and incentive strategies. Reporting & Analytics Self-service sales platform for quota and earnings reporting, and dashboarding for management roles on team performance. Communicator Self-service sales platform to enable businesses to build, deploy, and optimize critical sales operational processes such as compensation plan communication, approvals, and dispute management. Quota Management Self-service sales platform which helps allocate, distribute, and approve quotas quickly using configurable quota allocation methods, with built-in adjustment and threshold tools. Objective Management Self-service sales platform for manager-toindividual and team-based key sales objective assignment, collaboration, and scoring. Sales Coaching Self-service sales platform for manager-to-individual sales coaching and performance tracking. Channel Management and On-boarding Callidus Channel Management is designed for companies with large independent channels. Channel Management streamlines agent administration by helping on-board, deploy, and pay agents, while providing visibility into operations and financial performance. Contact us To learn more about how you can achieve alignment and drive superior performance with TrueComp Manager from Callidus, visit us at Corporate Headquarters 6200 Stoneridge Mall Road Suite 500 Pleasanton, CA USA Tel: Fax: info@callidussoftware.com Asia-Pacific Headquarters Callidus Software (Singapore) Pte Ltd Level 31, 6 Battery Road Raffles Place Singapore Phone: Fax: UK and European Headquarters Callidus Software Ltd. One Kingdom Street Paddington Central London, W2 6BD United Kingdom Tel: +44 (0) Fax: +44 (0) Callidus Software Inc. All rights reserved. Callidus Software, the Callidus Software logo, and TrueComp Manager are trademarks, service marks, or registered trademarks of Callidus Software Inc. in the United States and other countries. All other brand, service or product names are trademarks or registered trademarks of their respective companies or owners. 6