Automated Incentive Compensation Management for High Tech

Scale up sales compensation to drive rapid profitable growth.

A myriad of anomalies needs effective sales performance management.

Technological growth is soaring. According to Finances Online, the Digital Transformation Statistics state that digitally transformed organizations are projected to contribute to more than half of the global GDP by 2023, accounting for $53.3 trillion (IDC, 2020). And of that, 39% of executives plan to benefit from the digital transformation initiatives in 3 to 5 years. Which means the market is aggressively growing, making it a highly competitive space.  Organizations need to adopt automation technologies to stay in the game and they need to incentivize their employees with ultimate visibility, efficiency, and scalability.

A provider of the #1 sales engagement platform was growing rapidly – doubling its sales force within a year. This created challenges that demanded a more efficient and scalable ICM solution. Managing calculations on a spreadsheet was no longer an option for the finance team since the process was handled by a single individual which also created risk of a single point of failure. In addition, the sales team was unable to quickly and easily run reports which decreased trust within the team. They succeeded by selecting a tool that integrated their other technologies which gave them the ability to customize reports – giving their team access to performance data on a real-time dashboard. With the new tool in place, they can now write new sales compensation plans for new hires and quickly add them to the existing ICM.

How We Help

Often, technology organizations (software and hardware) know they have this need, or something very similar, but they are unsure where they should even start. In today’s world, the complexities this industry faces are rather unique given the significant number of sales possibilities for the tech space.  The key to success for any tech company, is in the details. Knowing which solution will help an organization reach its end goal, most efficiently and effectively, takes careful planning and preparation.

OpenSymmetry is made up of sales performance and incentive compensation technology experts across all the industry leading SPM solutions available. Since the devil is in the details, it is our goal to help you navigate through this process so that your investment has the highest possible return. We help organizations optimize their sales compensation programs through automation and process.

More specifically, OpenSymmetry will help your organization understand how to leverage software solutions to automate and operationalize some of the more common challenges:

Complexity of product offerings and the rapid pace of product introduction

Unique volume-based plan measures and definitions

Creative opportunities to include effective non-volume measures

Coverage model complexity, sales role specialization, and multi-crediting implications

Separating indirect/third party/channel results, tracking, and programs

High reporting and analytical expectations of buyers

Access to sales performance data and reporting

In addition to the processes identified above, OpenSymmetry will leverage a holistic approach to ensure you receive the appropriate level of guidance to confidently invest in the appropriate solution and realize the desired return on investment.

Stop searching. We have your answers.

Clients From Around the Globe

“Sunrun maximized the value of our incentive compensation system, and we were able to increase overall sales volume of solar panels and batteries. We’re now able to better serve both our employees and our customers. The efficiencies generated from this new ICM system have led to an increase in deployment of solar across the United States.”

ROBERT YEAGER
Director of Compensation, Sunrun

 

Clients From Around the Globe

“OpenSymmetry rose to the challenge of creating a roadmap for an efficient, centralized ICM system for us. We started off with over 100 incentive plans throughout the bank in different lines of business, meaning the incentive administration was decentralized. With the help of OpenSymmetry, we have improved efficiencies by streamlining our incentive compensation administration to a single system.”

Kimberly Hinrichsen
VP & Sr. Director of Incentive Admin, U.S. Bank

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Clients From Around the Globe

“After working [with OpenSymmetry], my whole world changed. From working with a huge, onerous spreadsheet system, it’s gotten simpler. It’s changed the game for everyone in the company. We have improved timelines for making information available for reps. It shifted my perspective to dig deeper into the data.”

Courtney Aubin,
Senior Sales Commissions Analyst, Blackbaud

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Clients From Around the Globe

“Working with OpenSymmetry, we experienced openness, flexibility, and total commitment to our success from UK team. I was surprised that instead of coming up with solutions to fix our problems only, they were always looking for ways to simplify, streamline, and improve our processes in the same time. Due to that kind of commitment, we went from having over 100 configuration rules to just 27.”

Petra Maurova
Sales Rewards, SITA

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Clients From Around the Globe

“OpenSymmetry helped us to evaluate our ICM program in a new light. Their technical and business expertise allowed us to understand the details of how changes would impact our system and processes. This enabled us to implement changes that would have the biggest impact on our business.”

Sales Operations Manager
Wacker Neuson

Wacker Neuron

 

 

Clients From Around the Globe

“OpenSymmetry’s culture was a really good fit with T-Mobile. They were very open-minded and spent as much time listening and collaborating with us as they did telling us what needed to be done. That type of humility with such solid knowledge and capability was a perfect match for us.”

Clayton Tredway
Director Customer Care, T-Mobile

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Clients From Around the Globe

“OpenSymmetry helped automate our data feeds and update our configuration of Xactly Incent, and these improvements helped us save approximately 7,200 hours per year by eliminating manual calculations, minimizing adjustments, and building trust in the data to reduce shadow accounting. When we got this working right, we reduced what took days to 3.5 hours. Time savings have been so key for us.”

Justin Ritchie
Senior Director of Sales Operations, Manheim (subsidiary of Cox Enterprises)

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Clients From Around the Globe

“Working with OpenSymmetry, we have implemented a formal, auditable, trackable sign-off process for the payouts. It’s made a huge improvement. No more paper. Information is at associates’ fingertips 24/7. Managers can view sales results and compensation results for their teams, which leads to more effective and efficient management. The availability of information has made a huge difference.”

Jennifer Wooster
Vice President – Group Actuarial and Compensation Officer, Ameritas

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Resources for High Tech

SPM Challenges for the High Tech Industry

Whitepaper

Addressing needs should be an important factor when selecting an SPM solution that can support your sales efforts, enable business outcomes, and ensure your maximum return on spend.

How Do You Incentivise SaaS Sales?

Blog

SaaS is generally thought to be a challenge for incentive plan designers. Learn why it’s important & some of key considerations in getting the design right.

Automating Incentive Compensation Management

Case Study

Learn how SalesLoft continues to enjoy the efficiency and accuracy made possible by automation of their incentive compensation process.

Sales Performance Management Optimization

Case Study

Learn more about how you can benefit from an SPM program assessment and future state planning like National Instruments.

Continuous Improvement of SPM Technology

Case Study

SCC and OpenSymmetry have been in partnership for over four years, and SCC has seen improvements in Increased self-sufficiency, improved SPM dashboard, and reduced processing time.

Fortune 500 Sales Performance Management Solution Selection

Case Study

A common challenge for many companies is effectively evaluating and selecting the right SPM technology solution. One Fortune 500, internet-based sales corporation selected OS to assist.

ABOUT US

OpenSymmetry enables clients to achieve greater operational efficiency and get better sales results.  OpenSymmetry is a global consulting company specializing in the planning, implementation, and optimization of industry leading technology suppliers of sales performance management solutions.

OpenSymmetry Global Offices