IBM Case Studies Driving revenue growth with fair and flexible sales compensation programs

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	Driving revenue growth with fair and flexible sales compensation programs IBM

Driving revenue growth with fair and flexible sales compensation programs

IBM

Technology Category	Platform as a Service (PaaS) - Data Management Platforms
Applicable Industries	Healthcare & Hospitals
Applicable Functions	Sales & Marketing
Services	Cloud Planning, Design & Implementation Services
Challenge	Varian Medical Systems, a world leader in medical devices and software for treating cancer with radiation oncology, wanted to change the way it managed compensation to motivate sellers to achieve even higher levels of performance. The company's sales cycles can be long and complex due to the tailored nature of their advanced cancer treatment solutions. This made it difficult to assess the relative contributions of the many employees involved in each deal, and to compensate them fairly. Read More
About Customer	Varian Medical Systems of Palo Alto, California, USA, is a world leader in medical devices and software for treating cancer with radiation oncology. The company employs approximately 6,900 people in 70 offices around the globe. Varian Medical Systems’ mission is to focus energy on saving lives. The advanced cancer treatment solutions that Varian creates are tailored to precise customer requirements, which means they can take years to build, with numerous iterations along the way. Read More
Solution	Varian engaged IBM Business Partner Spectrum Technologies and IBM Services to help it take a fresh approach, choosing to deploy IBM® Incentive Compensation Management on Cloud. With this solution, Varian can adjust their plans dynamically, scoring and weighting the contributions of individual employees to each sale, and taking into account factors such as the region or components involved. Sellers can log into a portal and see their compensation in real time, while sales directors have access to dashboards and reports to help keep track of sales performance. Read More Log in to view content
Contents

Technology Category

Platform as a Service (PaaS) - Data Management Platforms

Applicable Industries

Healthcare & Hospitals

Applicable Functions

Sales & Marketing

Services

Cloud Planning, Design & Implementation Services

Challenge

Varian Medical Systems, a world leader in medical devices and software for treating cancer with radiation oncology, wanted to change the way it managed compensation to motivate sellers to achieve even higher levels of performance. The company's sales cycles can be long and complex due to the tailored nature of their advanced cancer treatment solutions. This made it difficult to assess the relative contributions of the many employees involved in each deal, and to compensate them fairly.

About Customer

Varian Medical Systems of Palo Alto, California, USA, is a world leader in medical devices and software for treating cancer with radiation oncology. The company employs approximately 6,900 people in 70 offices around the globe. Varian Medical Systems’ mission is to focus energy on saving lives. The advanced cancer treatment solutions that Varian creates are tailored to precise customer requirements, which means they can take years to build, with numerous iterations along the way.

Solution

Varian engaged IBM Business Partner Spectrum Technologies and IBM Services to help it take a fresh approach, choosing to deploy IBM® Incentive Compensation Management on Cloud. With this solution, Varian can adjust their plans dynamically, scoring and weighting the contributions of individual employees to each sale, and taking into account factors such as the region or components involved. Sellers can log into a portal and see their compensation in real time, while sales directors have access to dashboards and reports to help keep track of sales performance.

Impact #1	Saves the business time and money each year on calculating compensation
Impact #2	Motivates employees by rewarding good performance fairly and transparently
Impact #3	Focuses sales strategies by targeting sales in specific product lines or geographies

Impact #1

Saves the business time and money each year on calculating compensation

Impact #2

Motivates employees by rewarding good performance fairly and transparently

Impact #3

Focuses sales strategies by targeting sales in specific product lines or geographies

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Overview

Driving revenue growth with fair and flexible sales compensation programs

Operational Impact