Challenges
- Challenging, inefficient, error prone, manual process to figure out Sales territory and commission.
- Dynamically manage Account and Product segmentation, and assign Sales records to Sales Rep based on Sales record and Account segmentation.
- Sales Reps spent considerable time and energy to calculate and track their commissions manually.
- Technical support team spent considerable time navigating to Case products.
Solutions
- Analyzed Account, Product, and Sales Record segmentation. Designed and implemented dynamic segmentation process.
- Integrated Salesforce with SAP BW to calculate Sales Reps commission based on segmentation.
- Deployed solution based on custom process for intuitive navigation from Asset to Case to Case Product.
- Supported deploying of overall solution in North America Region initially then rolled to Rest of the World.
Results
- Delivered efficient, accurate, dynamic Sales territory assignment based on complex segmentation rules.
- Automatic assignment and re-assignment of Sales segment provided accurate results in real-time.
- Increased Sales Reps efficiency, by improving their confidence in Commissions calculated.
- Technical support teams time to response to cases was reduced by 25% and increased Support team’s adoption.
