IBM
Case Studies
Broadcom: Enhancing Sales Performance with Real-Time Compensation Insight
Overview
Broadcom: Enhancing Sales Performance with Real-Time Compensation InsightIBM |
Analytics & Modeling - Real Time Analytics Platform as a Service (PaaS) - Application Development Platforms | |
Electronics Finance & Insurance | |
Sales & Marketing | |
Inventory Management Real-Time Location System (RTLS) | |
System Integration | |
Operational Impact
The implementation of IBM® Incentive Compensation Management has significantly improved Broadcom's compensation management process. The sales team now has real-time insight into their compensation levels, which has boosted their confidence and motivation. They can now raise and resolve issues long before their paycheck comes through, reducing the need for adjustments to correct errors. The solution's reliability has also increased trust in the compensation calculations, further enhancing the sales team's confidence. The what-if tool has made targets and potential rewards more tangible for salespeople, serving as a significant motivator. Despite the growth in the size and complexity of the company's compensation plans, the headcount in the compensation team has not increased, demonstrating the efficiency of the solution. | |
Quantitative Benefit
Boosted compensation team productivity by 20 percent, avoiding the need to add headcount as plans grow. | |
Enabled real-time, deal-by-deal insight into compensation for salespeople. | |
Provided a what-if analysis tool for salespeople to predict future compensation. | |