Driving revenue growth with fair and flexible sales compensation programs
Customer Company Size
Large Corporate
Region
- America
Country
- United States
Product
- IBM Incentive Compensation Management on Cloud
Tech Stack
- Cloud-based compensation management solution
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Revenue Growth
- Productivity Improvements
Technology Category
- Platform as a Service (PaaS) - Data Management Platforms
Applicable Industries
- Healthcare & Hospitals
Applicable Functions
- Sales & Marketing
Services
- Cloud Planning, Design & Implementation Services
About The Customer
Varian Medical Systems of Palo Alto, California, USA, is a world leader in medical devices and software for treating cancer with radiation oncology. The company employs approximately 6,900 people in 70 offices around the globe. Varian Medical Systems’ mission is to focus energy on saving lives. The advanced cancer treatment solutions that Varian creates are tailored to precise customer requirements, which means they can take years to build, with numerous iterations along the way.
The Challenge
Varian Medical Systems, a world leader in medical devices and software for treating cancer with radiation oncology, wanted to change the way it managed compensation to motivate sellers to achieve even higher levels of performance. The company's sales cycles can be long and complex due to the tailored nature of their advanced cancer treatment solutions. This made it difficult to assess the relative contributions of the many employees involved in each deal, and to compensate them fairly.
The Solution
Varian engaged IBM Business Partner Spectrum Technologies and IBM Services to help it take a fresh approach, choosing to deploy IBM® Incentive Compensation Management on Cloud. With this solution, Varian can adjust their plans dynamically, scoring and weighting the contributions of individual employees to each sale, and taking into account factors such as the region or components involved. Sellers can log into a portal and see their compensation in real time, while sales directors have access to dashboards and reports to help keep track of sales performance.
Operational Impact
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