Despite growth of nearly 50%, no additional resources have been required to manage the sales incentive compensation processes. To support growth, the company came to Synygy for a solution to boost its operational efficiency. Synygy understood the company’s unique circumstances and was able to provide important business outcomes through its industry expertise, on-going consultative approach, and truly customized solutions.

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Case Study:
Logistics Company Gains Big Return
on Small Investment in Expertise
Situation
Echo Global Logistics, a relative newcomer to the transportation industry, saw explosive growth thanks to
proprietary technological innovations. The company wanted to remain lean and agile to maximize reinvestment
in the business. Continued acquisitions fueled more growth, and every new company came with its own unique
data sets, rules, and quirks.
One decision that supported this growth strategy was replacing their system of spreadsheets and manual
processes with an automated sales performance management platform implemented by Synygy.
Challenges
The combination of organic growth and bringing on new acquisitions at a
rapid pace created multiple challenges, including:
• misalignment between systems and organizational needs
• confusion over the compensation plans associated with new businesses
• inability to assimilate the latest advances in sales compensation
management
• lack of internal expertise and resources
Solution
Echo Global Logistics needed to integrate new acquisitions quickly while
growing the expertise of internal resources and keeping existing processes
running. The company considered two options for addressing these issues:
• Grow and train the in-house staff—which had the appeal of control,
although it would add costs and constrain agility, and would minimize
knowledge of best practices, which could hurt the company’s competitive
advantage.
• Supplement their staff with outside help—which would allow internal
resources to maintain their focus on routine processes and give Echo
access to Synygy’s team of experts, although cost was initially a concern.
The company chose to outsource certain sales operations functions to Synygy.
Outcomes
Because of the resulting day-to-day relationship with Echo, Synygy understood
the company’s unique circumstances and was able to provide important
business outcomes that more than justified the cost. Now:
• Process and configuration experts from Synygy routinely step in to
integrate new acquisitions.
• Internal resources receive on-the-job training on integrating and
transforming data without having to drop either strategic or routine duties.
• Knowledge continuity is ensured, even in the event of staff turnover.
• The company is positioned to manage rapid and continuous
change effectively.
Despite growth in average
quarterly revenues of
nearly 50%, no additional
resources—either
internally or through
Synygy—have been
required to manage the
company’s incentive
compensation processes
than were present at
project inception.
About Synygy: Synygy is a worldwide
provider of consulting, technology, and
outsourcing services that improve sales
operations and drive sales performance.
Contact info@synygy.com
+1 610.494.3300 x7900