Challenge

It’s no secret that motivated sellers perform better. How could Siemens Healthineers make sure its salesforce in Germany received fair commission on deals, with better transparency of pay?

Case Study Snapshot

Solutions: Incentives  

• Real-time calculations help the finance team work efficiently
• Engages sales teams, who enjoy full visibility of commission calculations
• Saves time for the IT team by adopting a SaaS approach

Solution

Siemens Healthineers rebooted its commission plans using Varicent Sales Performance Management (SPM), boosting automation and visibility of calculations and payments.

After reviewing proposals from several vendors, Siemens Healthineers decided to deploy Varicent on a Software-as-a-Service (SaaS) basis.Erwin Merkel, Director of IT at Siemens Healthineers, explains: “We are currently working to deploy a new ERP system, so it was vital that we chose a sales performance management solution that could be integrated with our new ERP system once it went live. We selected Varicent because it offered much greater flexibility than the competing solutions we examined.

Varicent Incentives removes friction from the compensation process, accelerates the ability to make plan changes and adopt new strategies, and enables new insights to outdo previous performance.

Results

After reviewing proposals from several vendors, Siemens Healthineers decided to deploy Varicent on a Software-as-a-Service (SaaS) basis.

Erwin Merkel, Director of IT at Siemens Healthineers, explains: “We are currently working to deploy a new ERP system, so it was vital that we chose a sales performance management solution that could be integrated with our new ERP system once it went live. We selected Varicent because it offered much greater flexibility than the competing solutions we examined.

Varicent provided local support during the implementation, with Varicent Business Partner, Lanshore LLC, delivering offshore consulting services. Siemens Healthineers completed the deployment within a tight budget.

Salespeople will have full visibility of how their commission is calculated via a new web portal in Varicent, enabling them to drill down to view bonuses for each deal they close. If sellers have questions or think a payment is incorrect, they will be able to send questions via the portal to a finance person and receive a prompt response to their inquiry.

• Real-time calculations help the finance team work efficiently
• Engages sales teams, who enjoy full visibility of commission calculations
• Saves time for the IT team by adopting a SaaS approach

About

Siemens Healthineers specializes in helping healthcare providers worldwide to deliver high-quality patient care in an affordable manner. Its technology helps treat 209,000 patients every hour and influences over 70 percent of critical clinical decisions.

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