How One MedTech Company Rewired Its Sales Compensation Solution to Keep Pace With Growth

A global MedTech company was undergoing major transformation. As they consolidated systems, integrated new business units, and evolved their commercial model, one thing became clear: their sales compensation infrastructure wasn’t keeping up.

Legacy platforms had carried them to a point, but they weren’t designed for a fast-moving, high-growth business. Frequent territory shifts didn’t just disrupt planning; they directly impacted incentive compensation. Every change triggered a cascade of manual updates: recalculating credits, adjusting payout logic, and revalidating rules. The sales operations team was stretched thin and spending more time retrofitting outdated systems than optimizing performance.

They didn’t need another tool that worked in isolation. They needed a connected system designed to manage the full sales compensation lifecycle.

Why a Missing Link in the Sales Tech Stack Led to Compensation Breakdowns

The tipping point came when a core component of their compensation infrastructure was retired. Without it, the company lost a key capability: applying the correct territory and crediting logic to each transaction. Sales activity still flowed in, but there was no reliable way to match each deal to the right rep or payout rule.

That breakdown triggered ripple effects. Payouts were delayed or disputed. Territory changes required manual updates across disconnected tools. Trust in the process declined. Sales ops was stretched thin, spending time on workarounds rather than performance.

This wasn’t just a technical gap. It was breaking the link between performance and pay, putting trust and stability at risk. They needed to rebuild the foundation with a system designed for real-time compensation at scale.

A Connected Approach to Sales Planning, Crediting, and Payout 

To solve this, the company adopted a fully integrated platform using Varicent Sales Planning, ELT, and Incentives. They began by configuring Sales Planning to manage territory definitions, quota logic, and seller assignments. This created a consistent planning framework that could sync with downstream systems.

Next, they implemented ELT to run nightly crediting pipelines. The system read incoming transactions, applied the latest business rules, and processed retroactive updates. Manual reconciliation was greatly reduced.

That data flowed into Incentives, where the team expanded its compensation model significantly—adding more than 1,000 new calculations to reflect business changes, without impacting system performance. Reps saw payouts that reflected up-to-date sales activity, and sales ops gained more control over the process.

From Manual Fixes to Business Agility: The Shift to a Self-Correcting System 

The difference was immediate. Sales ops could make changes without waiting on IT. Rep payouts reflected real-time performance. Territory shifts, account moves, and structural updates no longer triggered downstream chaos.

The system scaled effortlessly. When new units were added or compensation models changed, the system adjusted without disruption. Tasks that once took days or required manual cleanup could now be handled overnight, with minimal effort.

What Modern MedTech Compensation Should Look Like

This wasn’t just a system upgrade. It was a strategic reset, one that redefined how the organization plans, tracks, and rewards performance.

With Varicent’s Sales Planning, ELT, and Incentives in one platform, the company shifted from reactive problem-solving to proactive performance management. Sales ops reduced manual work and no longer depends on IT for day-to-day changes. Reps have full confidence in their numbers with accurate earnings based on current sales activity. Leadership has clear, timely visibility into how the business is performing and how incentives are driving behavior.

Compensation became more than a back-office process. It became a growth lever, removing delays, reducing disputes, and supporting faster, smarter decisions at every level.