Client Background

• Client: Leading Software and Information Technology Company
• Industry type: Information Technology
• Products or Services or Core Business: Enterprise Application Integration & Management Software
• Geography or Areas of operations: Global / Operations in 40+ countries

Challenge

A global software company had grown to operate in more than 40 countries, with a growth strategy anchored by acquisition activity. Its rapid expansion had introduced challenges to effectively integrate different sales-management systems, and salesperson retention became a high priority to maintain customer continuity and sales excellence.

The company recognized that a new sales and performance-management system could help overcome these hurdles. A modernized platform could more efficiently integrate acquired companies, saving the company both time and money. Meanwhile, an improved performance management system could streamline and consolidate sales-incentive payout processes. Achieving this vision required a complete transformation program. Using a single Quota-to-Pay (Q2P) process to streamline and standardize its sales and performance management process, the software leader hoped to ultimately increase its revenue and operating margins.

Solution

Working with Wipro, the software company determined that its revamped Q2P solution needed to address two key drivers. The first was accurate and on-time sales compensation linked to activity and outcomes. Second, the solution needed to reduce the total cost of ownership by 40%.

With these two drivers in mind, Wipro analyzed the company’s existing business processes and Q2P systems. Wipro recommended Oracle’s CX Sales Performance Management Cloud (SPM) and Oracle’s Sales Planning Cloud (SPC) as the key components.

The solution enabled account assignments, territory management, ease of collaboration among teams and a standardized sales planning process across regions. Moreover, it provided a single source of truth of sales transactions, with direct data feeds from the ERP system to standard compensation logic in Oracle’s CX SPM. The new system also eliminated manual sales processes like letter storage and retrievals, with workflows re-engineered using Oracle’s content management solution.

Business Impact

With the transformed Q2P process, the global software company’s sales payout incentives are 70% faster, its sales team attrition is 30% lower, and the firm delivers accurate and on-time sales compensation. By adding standard logic, plans were simplified from 100+ to approximately 60, and they became 25% faster to revise. As hoped, the new system has accelerated the integration of new acquisitions while reducing front-office application maintenance costs by 55% and total cost of ownership by 40%.