How Cox Automotive Optimized Their ICM For Maximum ROI

A bold transformation to an ideal future state 

Cox Automotive, a division of Cox Enterprises, is a global company connecting people, cars and capabilities with services that link the automotive value chain. With over 30,000 employees globally, Cox Automotive registers nearly 7 million used vehicles annually. The Cox Automotive family includes Autotrader®, Kelley Blue Book®, Manheim®, and more.

Challenge

Cox Automotive increased their focus on incentive compensation management (ICM) when a company survey revealed incentive plans and quota management as the highest areas in need of improvement. Cox Automotive sought solutions for administrative inefficiencies and best practice insights to leverage and optimize ICM to drive business growth.

Solution

OpenSymmetry partnered with Xactly to conduct a current state assessment and articulate Cox’s desired future state. This led to a project roadmap that identified the most strategic and cost-effective path to help Cox Automotive maximize the return on their sales compensation investment. During the roadmap execution, OpenSymmetry led the effort to integrate siloed data, optimize analytics reporting capabilities, and improve end-user functionality.

Result

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“Time savings have been so key for us. There’s no longer a difference between perception and reality—all the discrepancies between sales quota booking and payout can be explained in the data. We’re currently at 99.8% consistency and adjustments overall have been declining.”

Justin Ritchie

Senior Director of Sales Operations, Manheim

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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.

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