Varicent Webcasts

As companies continually evaluate compensation programs to drive sales effectiveness, many are finding success by combining non-cash based incentives with financial based compensation.  A recent McKinsey Quarterly survey indicates that non-cash based incentives motivate as much if not more than financial based motivators.  

Join Varicent and its partner I Love Rewards to learn:

• Why you should incorporate non-cash incentives to drive the right behavior early in the sales cycle
• How Varicent SPM can create plans that calculate both cash and non-cashed compensation
• How non-cash rewards can be redeemed for valuable, meaningful gifts through I Love Rewards catalog

Presenters:

• Razor Sulemon, Founder and CEO, I Love Rewards
• Paulson Lan, Product Marketing Manager, Varicent Software Incorporated

58 regional banking professionals participated in our Regional Banking Incentive Compensation Survey covering incentive compensation strategy, management practices, and risk and regulatory influence at regional banks. 

We have assembled a panel from your banking peers:

Panel Moderator:
Scott Barton, Principal at NewSigma Consulting

Panelists from:
American Express, Old National Bank, Provident Bank, Sterling Savings Bank

They will be discussing the survey results as well as the recent Fed guidelines on incentive pay in banking and examining the implications.

2010 has become the year of recovery and reassessment. With organizations achieving revenue growth and starting to spend again, a new and intense focus has been placed on sales compensation. Join Craig Ulrich from Towers Watson and Fred Sass from Varicent Software as they discuss the latest on:

• The emerging trends in sales compensation given the scrutiny from politicians, regulators and shareholders
• Strategies and tactics to effectively assess the effectiveness of your plans to drive performance and manage talent acquisition and retention
• Issues to consider to best position your company for the recovery
• Methods and tools to achieve good governance
• The increasing role of finance in sales compensation decision making, their role in driving sales behavior and profitability and how the responsibility can be shared
• How to facilitate change to ensure incentive plans are optimized and aligned to corporate objectives

Sales Operations teams are pressed to do more with less, even as they face the most demanding competitive and economic pressures in recent history. Sales Operations tactically supports the sales function, but also leads transformational change and innovation initiatives within the sales organizations they support. Yet the rising tide of tactical demands threatens the ability of many Sales Ops departments to fulfill their more strategic role: under-resourced and over-burdened, some are too focused on bailing water to help steer the ship.

Sales Management Association’s Sales Operations Advisory Board recently identified Sales Ops’ struggle to shift from tactical to strategic initiatives as a critical priority for 2010. The Advisory Board believes that several key technologies have enormous potential to aid Sales Ops’ efforts.  One of these is Sales Performance Management, or SPM.  SPM increases management’s visibility into the sales organization’s performance and deployed assets, while dramatically decreasing the tactical effort required to meet administrative demands.

The Sales Management Association asked two firms in on the forefront of the SPM movement, Varicent Software and TerrAlign, to share how their most successful clients build compelling business cases for justifying SPM investments. Drawing on their collective experience across hundreds of client implementations, their insights yield great practical advice for sales operations practitioners interested in leveraging technology investments within their organizations.

Key Discussion Topics:

• Sales Operations’ role in driving innovation and engineering sales force productivity;
• Strategic benefits of SPM, incentive compensation automation, and territory alignment;
• Expected tactical gains from optimizing and automating incentive compensation, territory alignment, and their respective ancillary processes;
• Description of the specific benefits achieved by clients from both firms; and
• Quantifying return on investment and strategic importance of sales-impacting technology investments: tips and tactics for sales operations practitioners.

Speakers:

Bob Kelly, Chairman, Sales Management Association
Fred Sass, Director, Product Marketing, Varicent
Ken Kramer, Director, Business Development & Marketing, TerrAlign

With the increasing complexity of sales compensation in 2010, commission programs require much more effort to maintain. Traditional tools and processes, such as spreadsheets, can require heroic acts for everyday tasks - and can distract from competing priorities.

Process optimization (from on/off-boarding through payments) can reduce effort on daily activities to afford more time towards your organizational objectives. With best-of-breed technology you can simplify your compensation processes and drive the right behavior to boost sales performance.

In this webcast, Michael Herman, National Leader for Sales Effectiveness at Deloitte Consulting, will discuss methods to streamline compensation administration that can save you time and align your sales teams with your organization's strategic objectives.

Paulson Lan, Product Marketing Manager at Varicent Software, will also discuss how technology can play a part in simplifying compensation and sales administration to drive sales productivity and performance.

Still using spreadsheets to calculate sales compensation?  Have difficulty distributing quotas across all lines of business to match corporate revenue expectations?  Do you have an accurate view of how many reps you have in each territory?  How well do you know your external sales channels?  

Varicent has successfully helped many organizations drive sales productivity and revenue by streamlining sales administration typically managed through manual, error-prone spreadsheets.  With a single application to calculate commissions, distribute quotas, assign sales reps to territories and manage your extended sales force, you significantly reduce administration costs and gain an accurate view of sales data so you can make more informed decisions to drive performance.

Join this webcast to discover how to:

• Gain more selling time and drive the right sales behavior
• Align sales targets and objectives across finance, HR, sales and IT
• Find the best solution for your organization

Featured Speakers

• Brian Hartlen, Vice President, Marketing, Varicent Software Incorporated
• Paulson Lan, Product Marketing Manager Varicent Software Incorporated

For Getty Images, creating efficiencies in their variable compensation processes was a significant priority, but this alone couldn’t drive the urgency to invest in technology to manage their incentive compensation. What they needed was to grow revenue, and enable themselves to create strategic plans to sell new profitable products and quickly react to market change.

As an attendee you will learn how Getty Images:

• Replaced a slow, elaborate, Excel-based compensation process
• Improved incentive payment accuracy and reporting for greater trust and retention
• Quickly modeled 2010 plan changes to maximize profitable revenue

All attendees will receive a complimentary case study describing Getty Images’ transformation of incentive compensation management processes.

Hear from Brian Parker, Director of Sales Operations, Getty Images, explain their challenges, objectives and results with Varicent SPM. Plus, hear Tomas Filipuzzi, Director of Client and Partner Programs at Varicent, discuss compensation trends and business capabilities organizations are looking to obtain from sales performance management solutions.