通过公平灵活的销售薪酬计划推动收入增长
公司规模
Large Corporate
地区
- America
国家
- United States
产品
- IBM Incentive Compensation Management on Cloud
技术栈
- Cloud-based compensation management solution
实施规模
- Enterprise-wide Deployment
影响指标
- Revenue Growth
- Productivity Improvements
技术
- 平台即服务 (PaaS) - 数据管理平台
适用行业
- 医疗保健和医院
适用功能
- 销售与市场营销
服务
- 云规划/设计/实施服务
关于客户
瓦里安医疗系统公司位于美国加利福尼亚州帕洛阿尔托，是放射肿瘤学治疗癌症的医疗设备和软件领域的全球领导者。该公司在全球 70 个办事处拥有约 6,900 名员工。瓦里安医疗系统的使命是集中精力拯救生命。瓦里安创建的先进癌症治疗解决方案是根据精确的客户需求量身定制的，这意味着它们可能需要数年时间才能建立，并且在此过程中会经过多次迭代。
挑战
瓦里安医疗系统公司是放射肿瘤治疗癌症的医疗设备和软件领域的全球领导者，该公司希望改变其薪酬管理方式，以激励销售人员实现更高的绩效水平。由于该公司先进的癌症治疗解决方案具有量身定制的特性，因此其销售周期可能很长且很复杂。这使得评估每笔交易中涉及的众多员工的相对贡献并公平地支付他们的报酬变得很困难。
解决方案
Varian 与 IBM 业务合作伙伴 Spectrum Technologies 和 IBM Services 合作，采用全新的方法，选择在云端部署 IBM® Incentive Compensation Management。借助此解决方案，Varian 可以动态调整计划，对每笔销售中各个员工的贡献进行评分和加权，并考虑涉及的地区或组件等因素。销售人员可以登录门户网站并实时查看其薪酬，而销售主管可以访问仪表板和报告，以帮助跟踪销售业绩。
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