Ce diaporama a bien été signalé.
Nous utilisons votre profil LinkedIn et vos données d’activité pour vous proposer des publicités personnalisées et pertinentes. Vous pouvez changer vos préférences de publicités à tout moment.
Is Process getting in the
way of Profit?
May 2014
OS2 Copyright © OpenSymmetry Inc. Proprietary Information
Brian DeGrassi
Sr. Manager, Business Operations
BazaarVoice
Ray ...
OS3 Copyright © OpenSymmetry Inc. Proprietary Information
Key Highlights: Plan Administration
Which of the following best ...
OS4 Copyright © OpenSymmetry Inc. Proprietary Information
The biggest challenges in plan administering continue to be larg...
OS5 Copyright © OpenSymmetry Inc. Proprietary Information
Effectiveness of the sales compensation administration processes...
6 Copyright © OpenSymmetry Inc. Proprietary Information
OS
• Inefficient process/solution
(excel very time consuming & man...
OS7 Copyright © OpenSymmetry Inc. Proprietary Information
Technology
People
ProcessTools
• Inefficient process
• Enable sa...
OS8 Copyright © OpenSymmetry Inc. Proprietary Information
SPM Holistic Vision
Sales Compensation
Administration &
Design
S...
OS9 Copyright © OpenSymmetry Inc. Proprietary Information
Assess
• Current State
• Technical
Operations
• Business
Operati...
OS10 Copyright © OpenSymmetry Inc. Proprietary Information
Project Goals
• Align sales plans to support
corporate goals an...
OS11 Copyright © OpenSymmetry Inc. Proprietary Information
Core SPM Process
Business Strategy Sales/Payee Support Business...
12 Copyright © OpenSymmetry Inc. Proprietary Information
OS
“Sales Confidence
improved a
million fold”
• Benchmarked all p...
Trust……“Sales Confidence
improved a million fold”
More Selling Time….No More
Shadow Accounting
RESULTS
OS14 Copyright © OpenSymmetry Inc. Proprietary Information
• Ability to confidentlyplan without concerns around system lim...
15 Copyright © OpenSymmetry Inc. Proprietary Information
OS
• Get early and often buy-in /
feedback from key
stakeholders
...
16 Copyright © OpenSymmetry Inc. Proprietary Information
OS
• Enable more workflows to automate more
approvals and communi...
17 Copyright © OpenSymmetry Inc. Proprietary Information
OS
Get Optimized
• Holistic Approach
• 4-Step Process
• Proven Me...
OpenSymmetry
Thank You!
Is Process getting in the way of
Profit?
Contact Us:
Ray.Wolf@opensymmetry.com
Brian.DeGrassi@baza...
Prochain SlideShare
Chargement dans…5
×

CompCloud2014_Process getting in the way of Profit_Breakout_OS_Xactly_BV_BreakoutSession-May2014-FINAL (1)

  • Identifiez-vous pour voir les commentaires

  • Soyez le premier à aimer ceci

CompCloud2014_Process getting in the way of Profit_Breakout_OS_Xactly_BV_BreakoutSession-May2014-FINAL (1)

  1. 1. Is Process getting in the way of Profit? May 2014
  2. 2. OS2 Copyright © OpenSymmetry Inc. Proprietary Information Brian DeGrassi Sr. Manager, Business Operations BazaarVoice Ray Wolf President OpenSymmetry Presenters Laura Roach CMO OpenSymmetry
  3. 3. OS3 Copyright © OpenSymmetry Inc. Proprietary Information Key Highlights: Plan Administration Which of the following best describes how sales compensation administration (not design) is managed within your organization? 3 SPM & Tech Survey Highlights
  4. 4. OS4 Copyright © OpenSymmetry Inc. Proprietary Information The biggest challenges in plan administering continue to be large number of manual adjustments, a high degree of complexity of the sales compensation program, and data issues 4 SPM & Tech Survey Highlights
  5. 5. OS5 Copyright © OpenSymmetry Inc. Proprietary Information Effectiveness of the sales compensation administration processes is mostly measured by comparison of incentive payouts to budget and by the accuracy rate Option Percentage Incentive payouts in relation to budget 77.5% Accuracy rate 50.0% Time to payout each period 42.5% Number of questions from the field 45.0% Response time to field requests 32.5% Audit Scores 40.0% Sales time spent on compensation issues 30.0% Ratio of total administration cost to sales 27.5% Other 12.5% N/A 0.0% Modes of evaluating the effectiveness of the sales compensation administration process : 2013 5 SPM & Tech Survey Highlights
  6. 6. 6 Copyright © OpenSymmetry Inc. Proprietary Information OS • Inefficient process/solution (excel very time consuming & manual) • Needed to enable sales force & increase transparency in reporting. • Sales didn’t understand their plans • Improved accuracy & timeliness • Resource constrained Challenges
  7. 7. OS7 Copyright © OpenSymmetry Inc. Proprietary Information Technology People ProcessTools • Inefficient process • Enable sales force & increase transparency in reporting. • Sales didn’t understand their plans • Resource constrained • Improved accuracy & timeliness 4 not 1
  8. 8. OS8 Copyright © OpenSymmetry Inc. Proprietary Information SPM Holistic Vision Sales Compensation Administration & Design Sales Process / Methodology /Effectiveness Sales Coaching & Training Candidate Assessment, Selection & On- Boarding Territory & Quota Business Intelligence Sales Strategy Sales Performance Management Business Process Management (BPM) Enabling Technologies
  9. 9. OS9 Copyright © OpenSymmetry Inc. Proprietary Information Assess • Current State • Technical Operations • Business Operations Develop • Future State • Roadmap Execute • Rapidly Deliver • Train/Test • Enable Mature • Best in Class • Evolve 4 Step Process
  10. 10. OS10 Copyright © OpenSymmetry Inc. Proprietary Information Project Goals • Align sales plans to support corporate goals and expansion • Retain key sales talent • Pay for performance not underperformance • Drive the right churn vs. undesired churn • Reduce timeline to pay • Reduce volume of inquires and disputes • Improve Sales Confidence
  11. 11. OS11 Copyright © OpenSymmetry Inc. Proprietary Information Core SPM Process Business Strategy Sales/Payee Support Business Operations Technical Operations • Compensation Plan Effectiveness Review • Sales Channel Support Desk • Business Process Management • Run/Manage Technical Processes • Compensation Plan Design • Dispute Management • Verify Sales Data and Payments • Manage Data Integration • Modelling and Forecasting • Plan Communication • Manage Payment Approvals • Maintain Reference Data and Rates • Future State Planning • Quota/Territory Setting • Manage Operational Schedule • Performance Tuning • Business Process Optimization • Ad-hoc Reporting • Apply Upgrades, Patches and Fixes • Compensation Plan Updates • Technical Support • Vendor Management SPM Platform OpenSymmetry EDGE (Managed Services)
  12. 12. 12 Copyright © OpenSymmetry Inc. Proprietary Information OS “Sales Confidence improved a million fold” • Benchmarked all positions and redesignedcompensationplans. • Implemented20 plans for 100+ reps across 4 channels • Sales rep churn rate has decreased • Streamlinedmonthlycommissionprocess. • What used to be a 3 day review period due to processingchallenges is now 10 days allowing ample time for accurate reviews in advance. • Reduced a 10 step manual process to 1 step. • “Sales Confidence improved millionfold” as a results of confidence in accuracy of results,timingand communication. • Almost no inquiries or disputes. Multiple consecutive months with 100% pay-out accuracy Results
  13. 13. Trust……“Sales Confidence improved a million fold” More Selling Time….No More Shadow Accounting RESULTS
  14. 14. OS14 Copyright © OpenSymmetry Inc. Proprietary Information • Ability to confidentlyplan without concerns around system limitations • SignificantlystreamlinedFY’15 planning process • Majorityof FY’15 plan schedules issued on first day of fiscal year (May 1, 2014) • Added >50 roles across departments (Services,Media, Pre-Sales) • Seamlesslyintegratednew products offerings intothe plan designs and added visibilitywithinthe system Continuing to Evolve
  15. 15. 15 Copyright © OpenSymmetry Inc. Proprietary Information OS • Get early and often buy-in / feedback from key stakeholders • Leverage experts internally and externally • Staff and train project effectively • Planning for the Future • Continue to evolve Tips for Success
  16. 16. 16 Copyright © OpenSymmetry Inc. Proprietary Information OS • Enable more workflows to automate more approvals and communication • Integrate other plans and departments • Manage mergers & acquisitions • Create harmonized universe with maximum transparency • Expand analytics and reporting Vision for the Future
  17. 17. 17 Copyright © OpenSymmetry Inc. Proprietary Information OS Get Optimized • Holistic Approach • 4-Step Process • Proven Methodology OS Makes it Easy!
  18. 18. OpenSymmetry Thank You! Is Process getting in the way of Profit? Contact Us: Ray.Wolf@opensymmetry.com Brian.DeGrassi@bazaarvoice.com Give us your business card and we will send you the SPM & Tech Survey Results!

×