Build an Advanced Incentive- Compensation Program That Meets Today s Sales Goals

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1 SAP Brief SAP Extensions SAP Incentive Administration by Vistex Objectives Build an Advanced Incentive- Compensation Program That Meets Today s Sales Goals

2 Take advantage of new approaches for today s sales cycle Take advantage of new approaches for today s sales cycle As customers increasingly draw information from online sources, social media, and business networks, you need new approaches that align your sales process with today s buying journey. You must also be able to combine these fresh strategies with innovative incentive-compensation programs. Performance-based programs for incentive compensation boost profits and align business activities with strategic objectives. They can also enhance sales and revenue, improve salesforce productivity, and increase satisfaction, trust, and loyalty among customers, trading partners, and employees. Strong programs readily handle today s complex sales models, distribution channels, trade promotions, and licensing programs for intellectual property. They automate administration processes to streamline your program and reduce time, effort, and errors. Management reports and feedback are clear and quickly available. Minimal time is spent investigating, reconciling, and resolving reported discrepancies. The SAP Incentive Administration application by Vistex helps you manage even complex incentive agreements and programs. Integration with supports financial accrual, settlement processing, analysis, and reporting for both revenue-generating and expense-related incentive plans. 2 / 9

3 Today s buying cycle starts well before customers engage with your sales force. In addition to targeting the right oppor tunities, your sales team must work together effectively to shorten sales cycles and ensure revenue predictability. Sales incentives must align with company goals and sales strategies, and it must be clear to your sales team how their efforts are rewarded. SAP Incentive Administration helps you efficiently manage any type of incentive program with robust tools for administering, modeling, reporting, and analyzing incentive plans. It can help you handle programs such as: Sales commission or incentive compensation and bonus plans Customer, sales, supplier, or vendor (purchasing) rebate programs Outbound or inbound royalty payments The application supports the entire incentive management lifecycle from creation to realization with analytics that help you evaluate program viability and results. Program administrators have a single point of access to the tools and information they need. You can use the software to calculate incentive amounts based on enterprise pricing data and user-defined rules and formulas. You can base incentives on sales, purchasing volume, or growth using key performance indicators such as revenue or margin and calculate payouts by time period or the receipt of customer payments. 3 / 9

4 With SAP Incentive Administration, you can set targets and quotas and monitor actual results against your budget. The software integrates with tools for marketing development funds (MDF) and membership eligibility management in the SAP Paybacks and Chargebacks application by Vistex. This integration supports complex customer and dealer rebate plans that are based on accruals and are subsidized by MDFs. Integration with the chargeback claims management functionality in SAP Paybacks and Chargebacks lets you recover the cost of supplier- and vendor-subsidized payments to sales representatives from special promotion incentive funds. SAP Incentive Administration supports plan participation rollups based on an organizational hierarchy you can define in software such as the SAP ERP Human Capital Management (SAP ERP HCM) solution, the SAP Customer Relationship Management (SAP CRM) application, or SAP Incentive Administration itself. It also supports plan participation rollups based on hierarchies defined outside your enterprise resource planning (ERP) software. Keep key frontline employees and partners focused on results that boost your bottom line and align business activities with strategic objectives. 4 / 9

5 Ready integration between SAP Incentive Administration and lets you share incentive data with sales, procurement, finance, human resources, and other departments in your company. This integration can also help you reduce costs and simplify maintenance and upgrades. Because the application is based on the SAP NetWeaver technology platform, you can maximize integration and deployment options to minimize total cost of ownership. You can use data from your sales and distribution, materials management, purchasing, and finance departments by integrating SAP Incentive Admin istration with these SAP applications: SAP ERP, SAP Business Warehouse (SAP BW), and SAP CRM. You can also use data from non-sap software sources. For incentive settlements, SAP Incentive Administration integrates with your SAP software for payroll, accounts payable, and accounts receivable. Integration with payout functionality lets you generate incentive accruals and settlements, as well as automatic reversals of prior accruals and postsettlement adjustments. The application also integrates with third-party or custom financial applications. With full access to your financial information, and the ability to drill down into data, you can create a clear audit trail of incentive accruals and settlements for financial and accounting compliance. 5 / 9

6 You can use SAP Incentive Administration to model and perform what-if simulations of proposed changes for plan participants, rules, calculation formulas, targets, and actual performance data values. You can also create multiple plan versions and evaluate the financial impact of proposed changes before deploying a new plan. Integration with the workflow functionality of SAP NetWeaver lets you electronically route incentive-plan changes and calculate incentive settlements or adjustments for management review and approval. For plans with a multinational base, SAP Incentive Administration supports a wide range of languages and currencies. To help you analyze your programs and report results, the software includes standard operational reports along with an intuitive ad hoc reporting tool. Data extraction tools help users import incentive-related data into SAP BW. This gives you a wide range of analytical reporting options including use of the SAP BusinessObjects Business Intelligence platform for creating executive dashboards and comparison and trend reporting. 6 / 9

7 You can share incentive tracking and reporting information with incentive-plan participants, managers, and trading partners using the SAP Enterprise Portal component. The portal helps plan participants stay current on their performance data through electronic records that you send or they access on demand. You can share both incentive tracking infor mation and interactive simulation of rewards with your sales team on any common mobile-device platform. The software can also be integrated with popular sales-force-automation tools. Enhance employee and partner satisfaction by increasing transparency. 7 / 9

8 Make the most of your incentive programs Make the most of your incentive programs SAP Incentive Administration helps you keep key frontline employees and partners focused on results that boost your bottom line. The application supports your total incentive process with the tools you need to administer, model, report, and analyze even the most complex incentive plans. Administrators and employees can access relevant incentive information and calculate commissions, rebates, and royalties. They can also manage settlements, receipts, and payments. Additionally, the application helps mitigate profit leakage created by missed cost recovery, such as rebate or royalty claim opportunities or incentive overpayments. SAP Incentive Administration can lower total cost of ownership by leveraging technology investments you already have. You can install it quickly to meet changing sales and business demands, adapt it to your specific sales needs, and readily use new functionality to make your sales team even more productive and effective. Help your sales force spend less time on administrative tasks and more time engaging with customers. 8 / 9

9 Objectives Summary In an increasingly shorter yet more complex sales cycle, it s particularly important to make your sales force as productive and effective as possible. The SAP Incentive Administration application by Vistex helps you administer, model, report, and analyze incentive plans. By integrating with, the application can support robust financial accrual, settlement processing, analysis, and reporting for revenue- and expense-related plans. Objectives Maximize revenue and boost profitability through enhanced promotions Align sales activities with the buying process Increase satisfaction of customers, trading partners, and employees Streamline management of performancebased compensation programs Tools for calculating and monitoring sales targets Integration with enterprise business software for sharing incentive data Modeling and what-if simulation for analyzing plan changes Tools for creating and distributing standard and ad hoc reports Accurate incentive information and timely payments that can enhance revenue and profitability Automated calculations on commissions, rebates, and royalties Streamlined modeling, administration, reporting, and analysis of plans Greater employee and partner satisfaction through increased transparency Learn more To learn more, visit us online. 9 / 9 Studio SAP 14301enUS (15/07)

10 No part of this publication may be reproduced or transmitted in any form or for any purpose without the express permission of SAP SE or an SAP affiliate company. SAP and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP SE (or an SAP affiliate company) in Germany and other countries. Please see for additional trademark information and notices. Some software products marketed by SAP SE and its distributors contain proprietary software components of other software vendors. National product specifications may vary. These materials are provided by SAP SE or an SAP affiliate company for informational purposes only, without representation or warranty of any kind, and SAP SE or its affiliated companies shall not be liable for errors or omissions with respect to the materials. The only warranties for SAP SE or SAP affiliate company products and services are those that are set forth in the express warranty statements accompanying such products and services, if any. Nothing herein should be construed as constituting an additional warranty. In particular, SAP SE or its affiliated companies have no obligation to pursue any course of business outlined in this document or any related presentation, or to develop or release any functionality mentioned therein. This document, or any related presentation, and SAP SE s or its affiliated companies strategy and possible future developments, products, and/or platform directions and functionality are all subject to change and may be changed by SAP SE or its affiliated companies at any time for any reason without notice. The information in this document is not a commitment, promise, or legal obligation to deliver any material, code, or functionality. All forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from expectations. Readers are cautioned not to place undue reliance on these forward-looking statements, which speak only as of their dates, and they should not be relied upon in making purchasing decisions.

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