Incorta Case Studies Fortune 100 Tech Leader Streamlines Sales Commissions Process with Incorta

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	Fortune 100 Tech Leader Streamlines Sales Commissions Process with Incorta Incorta

Fortune 100 Tech Leader Streamlines Sales Commissions Process with Incorta

Incorta

Technology Category	Infrastructure as a Service (IaaS) - Cloud Computing
Applicable Industries	Finance & Insurance
Applicable Functions	Sales & Marketing
Use Cases	Leasing Finance Automation Time Sensitive Networking
Challenge	The Sales Comp, Finance, and IT teams at a Fortune 100 technology company were struggling with the accumulation, synthesis, and understanding of data needed to support specific queries and manual processes relating to sales commissions. The data-intensive activities were time-consuming and prone to error, with various systems including SFDC, Oracle, Snowflake, and Kafka serving as data sources. The company was heavily dependent on IT resources and a few core developers, leading to weeks of delays in preparing and summarizing data. Reports took minutes or even hours to run due to manual data refreshes and unwieldy SQL Server data schemas. Low replication with the company’s Snowflake data warehouse often resulted in unreliable data. In 2020, a change in the company’s commission data led to an explosion of transactions, exacerbating the situation. The time required to transform data to insights increased to 4-6 weeks, and the average time needed to resolve approximately 3,000 commission disputes ballooned to 40 days. Traditional approaches like increasing staffing were no longer viable solutions, necessitating a fundamental transformation. Read More
About Customer	The customer is a Fortune 100 technology company with over 10,001 employees. The company operates in the high-tech industry and has a large Sales and Operations department. The company uses various systems including SFDC, Oracle, Snowflake, and Kafka for its data needs. The company's Sales Comp, Finance, and IT teams were struggling with data-intensive activities relating to sales commissions, which were time-consuming and prone to error. The company was heavily dependent on IT resources and a few core developers, leading to weeks of delays in preparing and summarizing data. Read More
Solution	The company implemented Incorta's self-service direct data platform, which enabled the Sales Comp and Finance teams to see instant results for new and modified sales compensation use cases and reports, while ensuring the data’s continued security and governance. Incorta can quickly ingest large data volumes and enable complex data transformations at large data loads via Apache Spark. Team members can access data directly from any application in seconds. By pairing a machine-learning model with Oracle Territory Management (OTM), transactions are automatically credited to sellers, eliminating manual intervention and weeks of delays when preparing and summarizing data. With Incorta, non-technical analysts can easily tap data from new sources to gain additional sales compensation insights. The company also automated its commission dispute resolution process, significantly reducing the dispute resolution cycle time. Read More Log in to view content
Contents

Technology Category

Infrastructure as a Service (IaaS) - Cloud Computing

Applicable Industries

Finance & Insurance

Applicable Functions

Sales & Marketing

Use Cases

Leasing Finance Automation

Time Sensitive Networking

Challenge

The Sales Comp, Finance, and IT teams at a Fortune 100 technology company were struggling with the accumulation, synthesis, and understanding of data needed to support specific queries and manual processes relating to sales commissions. The data-intensive activities were time-consuming and prone to error, with various systems including SFDC, Oracle, Snowflake, and Kafka serving as data sources. The company was heavily dependent on IT resources and a few core developers, leading to weeks of delays in preparing and summarizing data. Reports took minutes or even hours to run due to manual data refreshes and unwieldy SQL Server data schemas. Low replication with the company’s Snowflake data warehouse often resulted in unreliable data. In 2020, a change in the company’s commission data led to an explosion of transactions, exacerbating the situation. The time required to transform data to insights increased to 4-6 weeks, and the average time needed to resolve approximately 3,000 commission disputes ballooned to 40 days. Traditional approaches like increasing staffing were no longer viable solutions, necessitating a fundamental transformation.

About Customer

The customer is a Fortune 100 technology company with over 10,001 employees. The company operates in the high-tech industry and has a large Sales and Operations department. The company uses various systems including SFDC, Oracle, Snowflake, and Kafka for its data needs. The company's Sales Comp, Finance, and IT teams were struggling with data-intensive activities relating to sales commissions, which were time-consuming and prone to error. The company was heavily dependent on IT resources and a few core developers, leading to weeks of delays in preparing and summarizing data.

Solution

The company implemented Incorta's self-service direct data platform, which enabled the Sales Comp and Finance teams to see instant results for new and modified sales compensation use cases and reports, while ensuring the data’s continued security and governance. Incorta can quickly ingest large data volumes and enable complex data transformations at large data loads via Apache Spark. Team members can access data directly from any application in seconds. By pairing a machine-learning model with Oracle Territory Management (OTM), transactions are automatically credited to sellers, eliminating manual intervention and weeks of delays when preparing and summarizing data. With Incorta, non-technical analysts can easily tap data from new sources to gain additional sales compensation insights. The company also automated its commission dispute resolution process, significantly reducing the dispute resolution cycle time.

Impact #1	The implementation of Incorta's self-service direct data platform has transformed the company's sales commissions process. The Sales Comp and Finance teams can now see instant results for new and modified sales compensation use cases and reports, ensuring the data’s continued security and governance. The ability to quickly ingest large data volumes and enable complex data transformations at large data loads has significantly reduced the time required to transform data to insights. The pairing of a machine-learning model with Oracle Territory Management (OTM) has automated the crediting of transactions to sellers, eliminating manual intervention and weeks of delays. Non-technical analysts can now easily tap data from new sources to gain additional sales compensation insights. The automation of the commission dispute resolution process has significantly reduced the dispute resolution cycle time, improving efficiency and productivity.

Impact #1

The implementation of Incorta's self-service direct data platform has transformed the company's sales commissions process. The Sales Comp and Finance teams can now see instant results for new and modified sales compensation use cases and reports, ensuring the data’s continued security and governance. The ability to quickly ingest large data volumes and enable complex data transformations at large data loads has significantly reduced the time required to transform data to insights. The pairing of a machine-learning model with Oracle Territory Management (OTM) has automated the crediting of transactions to sellers, eliminating manual intervention and weeks of delays. Non-technical analysts can now easily tap data from new sources to gain additional sales compensation insights. The automation of the commission dispute resolution process has significantly reduced the dispute resolution cycle time, improving efficiency and productivity.

Benefit #1	$500K+ of projected, annualized hourly savings after only three months
Benefit #2	42% reduction in Support team’s dispute resolution cycle time
Benefit #3	13% reduction in Manual Program team dispute resolution cycle time

Benefit #1

$500K+ of projected, annualized hourly savings after only three months

Benefit #2

42% reduction in Support team’s dispute resolution cycle time

Benefit #3

13% reduction in Manual Program team dispute resolution cycle time

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Overview

Fortune 100 Tech Leader Streamlines Sales Commissions Process with Incorta

Operational Impact

Quantitative Benefit