The telecom provider was facing issues with inaccurate sales revenue reporting that was causing legal issues and loss of confidence from sales representatives. They implemented the Actuate platform to provide accurate and timely sales data to over 50,000 internal and external sales representatives. This helped improve sales performance and reduce costs by lowering staffing needs. The Actuate solution provided the scalability to handle large volumes of sales data while ensuring optimal performance.

1. Case
Study
> company Profile
Provider of voice, video and data
services to residential and busi-
ness customers throughout the
US (95% of the Fortune 500)
Telecom Provider Leverages Actuate Platform to > Industry
Telecommunications
Drive Sales Performance and Profitability
> challenges
“Actuate has proven to be an extremely accurate and scalable solution for our internal and third- • Address negative media focus
party sales network, reducing costs while driving corporate performance.” on inaccurate sales revenue
— Technical Systems Analyst at the company reporting
• Create confidence in the sales
reporting and compensation
The Company The company also wanted to standardize on
a single sales management system in order
system
• Manage an efficient, central-
Challenge to reduce costs and increase application ized information reporting
adoption. “Before Actuate, we used Oracle solution
Errors in data and late payments for sales Discoverer directly against our production
compensation were not only frustrating for data,” states a Technical Systems Analyst at > solution
the company’s sales representatives and the company. “After using Oracle for one Actuate e.Reports, BIRT
business partners, these inaccuracies also led year, we moved to Business Objects, which Spreadsheet, Analytics and
to legal action and negative publicity. required that data be copied to an alternative Query for sales management
Determined to correct this issue, this leading database. Only a handful of our users were
national fiber-optic network provider began able to run reports since they needed to know
> benefits
to search for a new sales management the data set and tables to accomplish this
• Drive sales with accurate
solution to support their corporate focus on task.”
compensation tracking and
service and drive performance goals. Because projections
of these sales reporting issues, the company’s • Support nationwide sales
sales representatives had lost confidence in management network of over
the compensation data and payment levels, 50,000 representatives
putting them at risk of losing the company’s • Reduce operating costs and
sales representatives - especially the top overhead, reducing develop-
performers. This risk prompted the executive- ment staff from 20 full-time to
level decision to bring in a new sales four part-time employees
management solution. • Control corporate liability and
contain costs

2. Case Study: Telecom Provider
The Actuate Solution Power users at the company leverage both
BIRT Spreadsheet and Actuate Analytics for
The company selected Actuate for sales sales management and payroll functionality.
management to provide accurate, timely Financial analysts and sales analysts use
sales revenue to its large network of sales Actuate Analytics to analyze the data and
representatives and business partners. perform comparative snapshots against
Actuate was selected based on the following different periods in time.
criteria:
• Ability to provide single version of the truth
Benefits of Actuate
• Accuracy and reliability Drive sales with accurate sales
• Ability to handle large data sources (over compensation data
100,000 rows) Company sales representatives rely on and
• Cost savings trust the Actuate system to provide accurate
• Scalability compensation tracking and projections.
• Actuate product expertise in-house According to the Systems Analyst, “The
The application is used by both internal Actuate system provides accuracy to the
and third-party sales representatives that penny. Our sales representatives and
are compensated based on revenue. “Our business partners have confidence in
mantra for the application is timely and the Actuate data.” The system provides
accurate,” states the Systems Analyst. The incentive for the sales representatives to
Actuate system tracks all revenue for the meet their sales goals and drives corporate
company with a total of 2.5 billion rows of performance. Because the system is
data in the system. accurate, the company realizes a high
application adoption and usage rate.
Approximately 2,000 internal sales
representatives access Actuate e.Reports Support large user base and data source
through a sales portal that includes pricing,
The Actuate solution is able to support
compensation and offer management –
50,000 users nationwide and report on
anything needed in the sales life cycle.
2.5 billion rows of data with optimal
Employees can run some of their own
performance. According to the Systems
reports but they are limited in what
Analyst, “The number of rows in the
parameters they can run for security
Actuate system does not seem to impact
purposes.
performance. Users are very happy with the
The Actuate solution is also used by external response time even during times of peak
business partners that sell product for the usage.”
company. The system tracks about 48,000
third-party sales representatives employed Control corporate liability and reduce
by the business partners. These third-party
costs
sales representatives receive payment based Actuate reports can easily be produced
on how much they sell. The Actuate system in court if disputes about payment arise.
provides the “proof” of what they sold and If they pay another vendor the wrong
what they are being paid for. amount or if data is missing, the company
could face legal consequences the next
day. Actuate also helps them save on court
costs by automatically producing legal
documentation.
2

3. Case Study: Telecom Provider
Reduce development and administrative Actuate - the people behind BIRT
costs Actuate founded and continues to co-lead
The company has reduced the staff required the Eclipse BIRT open source project - the
to support their business intelligence needs premier development environment for Rich
from a team of twenty full-time developers Information Applications that present data in
to four part-time developers. In addition, compelling and interactive ways via the web.
there were four to five people working Actuate is dedicated to making BIRT the best
on gathering requirements and business environment for our customers to develop
needs prior to Actuate. Now they only applications that drive revenue through
have one employee working part-time on higher customer satisfaction/loyalty and
requirements. improve operational performance.
The Company Future Actuate offers value-add BIRT products
and services that speed the development
“Actuate has changed the way we manage process and bring additional functionality,
sales compensation and performance data,” interactivity and enterprise scalability to
states the Systems Analyst. “Going forward, BIRT-based applications. Founded in 1993,
we plan to grow our user base and expand Actuate has over 4,400 customers globally.
use of the Actuate application nationwide. The company is headquartered in San Mateo,
We also plan to leverage new technologies California, with offices worldwide. Actuate is
and releases from Actuate to enhance our listed on NASDAQ under the symbol ACTU.
sales management solution.”
About the Company
Customers coast to coast turn to their
industry-leading national fiber-optic network
and world-class service to meet their
communications and entertainment needs.
For residential customers, the company’s
powerful combination of award-winning
high-speed Internet, home and wireless
voice solutions and digital TV includes a new
generation of fiber-optic Internet services.
The company is also the choice of 95 percent
of Fortune 500 companies, offering a full
suite of network, data and voice services
for small businesses, large businesses,
government agencies and wholesale
customers.
Actuate Corporation Tel: (888) 422-8828
2207 Bridgepointe Parkway Web: http://www.actuate.com
Suite 500 3
San Mateo, CA 94404