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FinanceSAPTechnology

Implementation of SAP Commissions (previously CallidusCloud) in MedTech company

Who's the client?

A worldwide manufacturer of medical devices used in interventional medical procedures. The company is on the market in North, Central and South America, Europe, Asia, including regional centers, manufacturing plants, customer fulfillment centers and institutes of science.

Challenge:

Improving the processes of FPnA department (Financial Planning and Accounting) and to standardize commission payout process.

In each country Excel templates were used. Each one with a different formula, which made the results from each region impossible to compare.

Working on Excel was not harmonized, and time consuming (20 or more people to calculate commissions).

Lack of live results preview. The calculation Excel file was prepared on a quarterly basis. The results of the calculation were presented to the sales team after the quarter was closed, with no possibility to influence what the quarter had brought to them, and without possibility to influence the way in which the people were selling.

Lack of explanation of how commission is calculated. Answers from the yearly survey indicate that the system is not transparent and does not show how people’s commission is calculated. When the quarter and the final yearly commission amounts were presented to employees, they didn't know precisely on what basis the values were calculated.

Need to switch to more advanced tools (about 2,000 people only in Europe, commissioned)

Solution:

SAP Commissions (formerly Callidus Cloud) was the enterprise cloud solution selected. The decision was made after evaluating companies offering ICM/SPM solutions using the Gartner Quadrant. SAP Commissions was the number one choice. The company conducted research, interviews and reviewed product demos to understand how the tool will work and whether it meets the requirements.

Outcome:

Standardized compensation policy company-wide

Automated sales commissions calculation

Motivated sales reps through improved visibility into commissions earnings

More easily update data near quarter end

Ability to predict different commisions payout scenarios to drive better decision making

The solution clearly shows which factors have affected the final payments of sales representatives’ and what activities created the best sales effect.

Sales reps can see their efforts and related commissions payouts in a dashboard

Why Sands Partners?

One of the primary reasons why the company decided to use services from a small company, was the fact that SANDS Partners offered very strong skills in ICM/SPM/ Sap Commissions area.

From the very beginning of the project, people from the company saw that SANDS Partners consultants knew the domain very well and were ready to help with their strong skills and flexibility. Th client was confident that working with the company more closely will result in better support, a higher degree of flexibility and improved project financials. Despite the fact that the implementation started with SAP Professional Services, company management decided to change the implementing company to SANDS Partners.

After success of implementation in one geographical cluster, the client decided that the project would be extended to other territories in Europe, and later on – to Australia. Further implementation is underway in Africa, Arabian Peninsula and GEM regions.

What our business partners say about us

„We took a well calculated risk. On the other hand, the work with previous system integrator wasn’t going the way we wanted it: it was cumbersome: expensive, slow, with low level of support. It was slowing down our whole project. We weren’t getting good feedback from the employees taking part in the implementation. We really had to change. And the idea of moving to a much smaller company with a high degree of flexibility was definitively an option and the level of skills that Sands Partners had shown was also an advantage.”

one of client’s managers

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What our business partners say about us

SANDS Partners have been instrumental for the expansion of the Xactly international business and helped the transition to the partner-first delivery model. They have proven to be a reliable partner and support our increasing delivery demand.

SANDS’ customer centricity combined with their solid SPM expertise and excellent Xactly products knowledge help us provide amazing customer experience and achieve the best results for our customers

Chris Sloan

Senior Director Alliances EMEA & APAC

SANDS Partners helped us with the implementation of our complex incentive models in XACTLY Incent and loading the system with Data from our CRM System Saleforce.com. We encoutered technical difficulties in this process which SANDS consultants helped us to overcome with the result of a fully functional Incent System. The technical Staff was very skilled in implementing our requirements and the project was lead very well with a standardized procedure and documentation. We had a great project team spirit and the results speak for themselves.

Imo Jacobsen

Technical Project Lead

SANDS Partners are made up of young highly motivated and technically gifted consultants which are supported by an experienced leadership team. SANDS are always searching for ways to improve and deliver more value for their customers. Their efforts translates into truly tangible benefits for their customers, for example the recent investment in project management helps structure the team better, improves communication and allows the consultants to focus on delivery.

I have full trust in SANDS Partners and I look forward to more successful deliver with them in 2023 and beyond

Matthew Cuthill

Director Digital Transformation – Finance

SANDS Partners consultants arrived at our headquarters for kick-off . My first impression was that they knew what they were talking about, they were very credible. They asked many searching questions about various components, and we delved into the details. It is reassuring to know that they were focused on the details and have experience in this field.

Philip van Heerden

Head of RevOps

CaptivateIQ has been expanding its partner network as the business continues to experience significant growth. One area of focus is extending our global reach to provide more high-quality service delivery options for our customers. The team at SANDS Partners has over 15 years of domain expertise and is the premier partner for incentive compensation services in Eastern Europe.

Trevor Childers

Head of Enterprise Sales

Everyone from the SANDS Partners team was very supportive from the very beginning of the implementation project, including the fact that we wanted to accelerate the implementation cycle as much as we could. We wanted to get up and running as quickly as possible. The SANDS Partners team was great about starting the work quickly and they were very flexible even with some slowdowns from different sides. Also the team was pretty transparent, pretty open, and with a good level of communication about what was happening. They handled it the right way.

Ronak Dave

Financial and Sales Operations Manager

Demand for ZINKT products is growing fast, so it was important for us to find a key strategic service partner we can trust to provide best-in-class service in the EMEA markets.

When we work with our clients, we always take a holistic approach to projects, making sure we understand the upstream processes that affect payments accurately. The deep and extensive experience in the SANDS Partners team is unique both in the area of SPM and related upstream systems (such as Salesforce), which makes SANDS Partners an obvious partner for ZINKT.

What is the most important, our teams focus on the same fundamental goal – everything we do is to ensure our customers’ success.

Tom Swinbourne

Chief Executive Officer

Fastmarkets worked with SANDS Partners to implement our new Xactly Incent instance with an integration into Salesforce. The team we worked with was very professional, made themselves available on short notice and helped shaping the system as we were intending it to be. Their flexibility and support were top class and it allowed us to roll out a working system within our tight timeframes. The collaboration was pleasant and efficient, I would highly recommend this team and company to implement medium to large scale incentive automation projects.

Hugo Robein

Divisional Head of Sales Operations

„We choose SANDS Partners to cooperate on a project related to the commission system for our sellers. We knew it is going to be a difficult project to manage and maintain within the short time frame. By establishing a strong relationship built on mutual trust, professionalism, competence, flexibility and common understanding of the goal, we achieved it. That is why we are issuing this certificate of professionalism, competence and flexibility to this excellent relationship that started over a year ago.

The most important lesson we learned during this project is that choosing a competent, flexible and trusted vendor is critical to the success of the project. SANDS Partners have proven their worth many times; they have always gone the extra mile when needed and continue to work closely with us to help us achieve the required results. They are still a highly competent and trusted supplier and made no small contribution to the success of the project ”.

Colm Whelan

IT Project Manager

GRZEGORZ STRUŚ

Member of the Board, COO

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