TrueComp® Manager

Solution Snapshot
TrueComp® Manager
Your Strategic Advantage for Driving Performance
Table of Contents
Is Your Incentive Compensation System a Strategic Advantage? ..................................................................................1
The Challenge: Sales Alignment to Corporate Objectives.............................................................................................1
The Solution: Callidus TrueComp Manager: A Highly Adaptable SPM Solution.............................................................2
Unmatched Scalability ..........................................................................................................................................3
Maximum Flexibility ..............................................................................................................................................3
Easy Connectivity .................................................................................................................................................3
Superior Productivity.............................................................................................................................................4
Pre-Packaged Best Practices ..................................................................................................................................5
Anytime, Anywhere Access...................................................................................................................................5
The Value of TrueComp Manager ................................................................................................................................5
Callidus SPM Suite ......................................................................................................................................................6
Is Your Incentive Compensation System a Strategic Advantage?
Does your incentive compensation system effectively focus the sales team, agents and channel partners to deliver results?
Does the system enable you to make changes to your incentive plans quickly and accurately, allowing you to keep pace with changing strategies
and market conditions?
Can it adapt to the complexity of today’s global multi-tiered organizations?
Sales performance is the principal driver of your business’ performance. Your investment in controlling and driving
your sales and channel partner performance is one of the most critical investments your business will make.
TrueComp® Manager, from the SPM industry leader Callidus Software, enables you to harness the power of
incentives to gain more leverage on your sales force so you can consistently and reliably execute on sales targets.
The solution enables you to leverage incentive compensation and rewards as a competitive advantage rather than
an ineffective administrative burden, ensuring that your sales teams and channel partners are motivated and focused
on the right priorities, driving their efforts toward business success. TrueComp Manager also enables companies
to quickly adapt to changing business forces and capitalize on market opportunities, accelerating sales growth and
delivering shareholder value.
The Challenge: Sales Alignment to Corporate Objectives
Why is sales alignment so difficult? Often companies lack the ability to effectively communicate and follow through
on executive-level strategies to the people who market and sell the products – the sales force and channel partners.
Technological and administrative barriers can stand in the way of effectively focusing, motivating, and communicating
these goals. Traditional approaches focus on the tactical mechanics of compensation rather than the strategic issues of
leveraging pay for performance to drive specific sales results.
CONSTITUENTS
TACTICAL ISSUES
TRUECOMP SOLUTION
Executives
Misaligned Activities and Resources
Informed Alignment
Compensation/
Finance
Resources-intensive,
Error-Prone Administration
Driving ROI-Effective
Compensation Programs
Sales
Poor Sales Productivity
Channel
High Attrition, Disputes
Increased Partner Mindshare
and execution
IT
Resources-intensive Maintenance
Successful Delivery of Solutions
to the Enterprise
Callidus
SPM
leverage
Increased Revenue Performance
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The Solution: Callidus TrueComp
Manager: A Highly Adaptable
SPM Solution
Callidus TrueComp Manager delivers sales results through
robust functionality that allows organizations to optimize
all aspects of goal setting and incentive programs to control
and drive performance. TrueComp Manager provides realtime visibility into selling performance and the levers that
effectively drive that performance, enabling businesses to
CONSTITUENTS
Executives
adjust coverage, targets, and incentives based on market
feedback to optimize results. Specifically, TrueComp
Manager enables compensation professionals to efficiently
design, project, deploy, and tune territory, quota, and
incentive compensation plans through easy-to-create,
highly adaptable business rules. In addition, TrueComp
Manager automates the day-to-day activities associated
with administering and communicating incentives and
rewards through an easy-to-use, self-service mobile and
web platform.
COMMON BUSINESS CHALLENGES
Misaligned Activities and
Resources
Alignment
Resources-intensive,
Error-Prone Administration
Visibility
Sales
Poor Sales Productivity
Trust
High Attrition, Disputes
By facilitating the quick implementation
of innovative compensation programs,
companies are able to bridge the gap
between corporate strategy and
execution of drive performance.
TrueComp provides visibility to current,
actionable business data for executives
to properly align resources and drive the
company for profitability.
Compensation/
Finance
Channel
TRUECOMP SOLUTION
Loyality
TrueComp provides the flexibility to
manage the complexity of
compensation programs and adapt
to an ever-changing business
environment.
Compensation modeling allows
companies to sharpen the bottom line
by avoiding costly implementation of an
unprofitable compensation program.
Intuitive and easy-to-use interfaces
facilitate the delivery of accurate and
timely payments to build trust between
compensation and payees.
The delivery of up-to-date
compensation reports keeps sales and
channel partners focused on the right
goals and motivated to perform.
IT
Resources-intensive
Maintenance
Callidus TrueComp Manager is the only Market
Leading Solution that Provides Unmatched Scalability and optimal price/performance
ratios based on Grid computing technology
Maximum Flexibility with rules-based computing
Easy Connectivity with standardized data integration
platform
Change
Business rules allow the maintenance of
the compensation system to transition
to the business user, so IT can better
serve business with fewer resources and
can continue to deliver solutions to the
enterprise.
Superior Productivity with easy-to-use, role-based
user interface
Pre-Packaged Best Practices including Callidus’ worldclass SPM datamart and out-of the-box best practices
Anytime, anywhere access via the web and mobile
devices
Novell
Jim Parker, Director of Global Finance:
“There is no plan we’ve implemented that TrueComp cannot handle. The compensation team is
no longer dependent on IT, and IT staff can now focus to other projects.“
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Unmatched Scalability
Grid computing is a proven technology widely used
in computation-intensive applications, providing high
performance and parallel processing capabilities. Callidus
has taken the core Grid computing concept and applied
it to the complex computing environment of Sales
Performance Management. By doing so, we enable efficient
processing of compensation plans, and can scale to almost
any number of transactions and orders.
Grid computing:
Parses complex calculations into packets of work, which can then be
distributed across many different CPUs, referred to as “workers.”
Distributes and balances workload amongst workers based on
availability, enabling successful completion of tasks and providing
failover redundancy.
Holds additional workers for availability to the grid, providing for nearlinear performance and scalability to accommodate growth.
Proven Scalability
Single deployments achieve up to…
10 million transactions per week
300,000 payees
80 currencies
Maximum Flexibility
TrueComp Manager bases its core design on a modular,
rules-based engine that is specifically designed for Sales
Performance Management and is implemented on Callidus’
scalable Grid computing architecture. This architecture
forms the foundation for the SPM industry’s only solution
that combines the power and scalability of Grid computing
with the flexibility of rules-based software.
Incentive, bonus, and MBO plans are industry-specific and
unique to each organization. In fact, a single company’s
plans vary widely from year to year, and even from quarter
to quarter. Due to this variability, an SPM solution should
provide maximum flexibility so compensation professionals
can design plans to drive specific results for different
roles, and make modifications that motivate the sales
force. It must enable organizations to act immediately on
any changes in strategy in order to respond to changing
business conditions relating to markets, competition,
product changes, and/or regulatory influences. In addition,
all changes in the plans must be tracked and effective dated
for auditability and compliance. TrueComp Manager:
Leverages a fully configurable, modular rules-based interface
optimized for incentive design so that compensation professionals
with no programming background can create and then quickly version
discrete components of incentive plans throughout the fiscal year with
no programming background.
Supports fully configurable KPI design and maps your organization’s
raw data to measure the KPIs you care about.
Provides superior effective dating with versioning visualization,
enabling business users to make modifications, where needed, and save
fully auditable snapshots of all data.
Embeds in-production testing, forecasting, and simulation enabling
users to assess the impact of coverage, quota, or incentive and MBO
changes before deployment, gain approval on changes, and promote to
production with one click.
Easy Connectivity
Callidus TrueComp Manager draws upon information from
across the enterprise to provide a single source of sales
performance truth. Accordingly, TrueComp Manager is
equipped with the best data integration platform on the
market – the Callidus SPMConnect integration platform.
Callidus SPMConnect enables you to extract, transfer, and
load information from your ERP, CRM, HRMS and other
legacy systems into TrueComp for processing and reporting.
In addition, SPMConnect enables you to push data back
to those systems, so you can view TrueComp data in your
favorite portal or CRM application. Of course, at the end
of the compensation calculation process, SPMConnect
interfaces with your payroll or accounts payable system
to ensure proper payment of your incentives. Key
Components of the data integration platform include:
Callidus On-Demand Data Integration
SPMConnect for Callidus On-Demand (based on Callidus’
On-Demand Data Integrator [ODI] technology) is a data
management platform built on standards-based technology
for integrating existing, legacy data sources with TrueComp
Manager. The platform provides sales operations users and
compensation administrators with consolidated access to
critical financial planning, sales actuals, and earnings data.
Salesforce.com Integration
SPMConnect for Salesforce is a Force.com application
that lets users experience Callidus’ leading-class solutions
blended seamlessly with Salesforce CRM. Leveraging the
platform, finance and sales operations users can access
critical pipeline and transaction data within the Callidus
Philips
Kim Povirk, General Manager of Sales and Service for Consumer Markets:
“I can’t say enough about the credibility we have with TrueComp – it’s the only system in
the company that allows us to accurately manage payments and optimize sales
performance processes.”
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SPM solution, and use that data to achieve early insight
into earnings, or process payments on closed business.
In addition, sales managers and sales professionals using
Salesforce CRM are provided with updated incentives and
commissions statements, and open opportunity upside,
helping drive immediate impact on sales execution.
Data Interfaces
TrueComp Manager’s console to easily manage the most
sophisticated incentive and reward programs.
TrueComp Manager is designed to empower compensation
professionals by providing them with the ability to design,
model, and deploy sophisticated incentive compensation,
bonus, and MBO plans through a highly intuitive user
interface.
Callidus SPMConnect includes multiple interfaces for
supporting data integration. Based on a corporation’s
integration strategies, a combination of these data
interfaces can be utilized.
Compensation professionals become more productive as
they save time and increase accuracy using an intelligent
interface that works the way their business works. Key
features include:
Web-services: Transfer data to and from the Callidus SPM suite using
standards-based, web-services technology.
Embedded analytics highlight setup integrity and flag gaps in
coverage and processing. In-line, automatic data lookups and
formula validation and checking also guides users to information
and reduces errors.
Excel Dataloaders: Enable business users to import data into, or extract
data from, the Callidus SPM suite in smaller volumes on a day-to-day
basis without administrative intervention.
XML Dataloaders: Enable data transfer using pre-defined,
xml-based data formats between the Callidus SPM suite and
other applications.
Relational Import: Enable direct database-to-database transfers with
support for data transformations, audit trails and error-tracking and
rollback capabilities.
Superior Productivity
Compensation designers and administrators leverage
Built-in research tools allow for easy analysis to any question,
supporting one-click access to all relevant information for each selected
record in the system.
Built-in guides speed common tasks and deploy pre-defined
workflows for onboarding new reps, making and communicating plans
changes, allocating quotas and coverage, researching transactions, and
terminating and transferring participants.
Intuitive rules design with fully upgradable best practice incentive
design framework. Additionally, users can save rules in re-usable
blocks in their own best practices library to speed go-to-market for
upcoming fiscal periods, product rollouts, or even new business
unit deployments.
Telstra
Former Group Manager of Commission Payments:
“With TrueComp, we create and change compensation plans quickly. We have the potential to
align incentive compensation more closely to our sales channel objectives, ultimately contributing
to our goals of profitability and increased revenues.”
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Pre-Packaged Best Practices
The Value of TrueComp Manager
TrueComp Manager delivers a wide array of pre-built
data based on industry best practices. These include prepackaged, reusable incentive plan components, pre-built
compensation statement reports and analytics, and a library
of pre-built communications workflows. These libraries
enable businesses to meet and exceed industry standards
for competitive advantage with a very short ramp up time.
Executives and Sales Managers
Prebuilt, integrated data mart and analytics for analyzing sales
performance across different roles from multiple dimensions, including
Time, Sales Team and Rep, Channel Partner, Customer, Product, Plan,
Industry, and Region. This includes pre-packaged organizational security
and role management.
Built-in workflows for quick configuration and deployment of
incentive plans, MBOs, and quotas to the field, including manager to
rep collaboration, changes, and hierarchical approvals.
Best practice incentive plans provide standard rule-based
configurations by industry for rapid deployment for business users.
Pre-packaged incentive plan documents provide standard templates
and a template library for communicating quotas, MBOs, plans, and
contests and SPIFFs to the field.
Anytime, Anywhere Access
TrueComp Manager is delivered as part of a comprehensive,
integrated self-service platform ensuring that sales
strategies are deployed and communicated quickly
and effectively, and in collaboration with the points of
engagement – where strategy is executed.
With the Callidus self-service platform, all sales
representatives, managers, executives, call center agents,
and channel partners can securely access the information
they need in real time from anywhere, driving real
alignment across the field. Key stakeholders gain access
to overall team performance, individual performance,
attainment to top objectives, payout to date and payout
upside, giving each stakeholder confidence in the system.
Additionally, stakeholders can submit inquiries across
their management chain and to administrators to ensure
the back office and points of field engagement are
truly aligned.
The self-service platform can be accessed via commonly
used mobile devices and web browsers, eliminating the
need to install any desktop applications or sync ups.
TrueComp Manager empowers executives and sales
managers to:
Analyze overall selling performance against target, ensure execution is
aligned with core financial targets and on track for fiscal periods, and
review opportunities for beating target.
Quickly gauge movement of aggregate performance by the sales
organization, and review KPIs on key effectiveness indicators for the
quarter including overall and average goal attainment and revenue,
earnings to target, lead conversion, deal win rate, pipeline conversion,
and close rate.
Examine sources of growth and downward performance indicators by
sales reps and teams, channel, industry, product, territory and region,
and course correct where needed.
Gain improved visibility into individual and team performance on target
earnings, including commissions, bonuses, MBO performance, SPIFF
performance, and draw payouts as well as balance carry forwards.
Compensation Professionals and
Finance Managers
TrueComp Manager enables compensation administrators
and analysts, and finance analysts to:
Design sales organization and relationship hierarchies and channel
partner networks in the context of a fiscal period.
Design quota and territory based on top-line financial targets, prior
quota or attainment metrics, or territory potential.
Design sales compensation, incentives, bonuses, and MBOs to achieve
targeted sales results.
Model the financial impact of organization, quota, territory, and
incentive designs before rollout.
Monitor and track incentive spend and actual financial performance
and forecast against model for effectiveness.
Sales/Channel
Sales and Channel partner professionals gain real-time
visibility into the black box of their compensation engine,
helping build trust in the system.
Sales professionals review and approve quotas and incentive
plan documents.
Sales professionals gain any time access to their performance
to date, including earnings target and earnings to date based on orders
booked, with drill down to orders, credits, and associated earnings.
Sales professionals can project upside earnings based on committed and
upside deals.
Wachovia
A Wells Fargo Company
Former VP of Salary and Incentive Management:
“Since implementing TrueComp, Wachovia Bank has increased loan production at legacy
branches by 450%. At the same time, the bank’s overall customer satisfaction scores, on a
scale of 1 to 7 (as measured by Gallup), have increased from 5.59 to 6.57.”
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Callidus SPM Suite
TrueComp Manager is part of the Callidus SPM Suite,
the most comprehensive sales lifcycle management suite
in the market. Since its founding in 1996, Callidus has
evolved into the most experienced, proven, and trusted
vendor in sales performance management. Our software is
used by the world’s leading companies, including 6 of the
top 10 insurance organizations, 4 out of the top 10 banks,
7 out of the top 10 global high tech companies, 6 of top
10 telecommunications companies, and 5 out of the
top 10 pharmaceutical companies.
Some Key Highlights
The largest customer base among Sales Performance
Management vendors, with over 200 customers.
The largest payee base, with over 2 million payees in over
140 countries.
The largest incentive compensation volume, with over $50
billion paid to date and counting.
The most scalable technology infrastructure, handling volumes
of up to 1 billion transactions per month, over 200,000 global
payees, and over 1,200 compensation plans.
The most secure, high-performance data centers with 99.999%
availability and SAS 70 Type II security.
The Callidus SPM suite includes:
TrueComp Manager – Central administration platform to enable
compensation professionals to model, implement, and monitor sales
coverage and incentive strategies.
Reporting & Analytics – Self-service sales platform for quota and
earnings reporting, and dashboarding for management roles on
team performance.
Communicator – Self-service sales platform to enable businesses
to build, deploy, and optimize critical sales operational processes
such as compensation plan communication, approvals, and dispute
management.
Quota Management – Self-service sales platform which helps allocate,
distribute, and approve quotas quickly using configurable quota
allocation methods, with built-in adjustment and threshold tools.
Objective Management – Self-service sales platform for manager-toindividual and team-based key sales objective assignment, collaboration,
and scoring.
Sales Coaching – Self-service sales platform for manager-to-individual
sales coaching and performance tracking.
Channel Management and On-boarding – Callidus Channel
Management is designed for companies with large independent
channels. Channel Management streamlines agent administration by
helping on-board, deploy, and pay agents, while providing visibility into
operations and financial performance.
Contact us
To learn more about how you can achieve alignment and drive superior performance with TrueComp Manager
from Callidus, visit us at www.callidussoftware.com/.
Corporate Headquarters
6200 Stoneridge Mall Road
Suite 500
Pleasanton, CA 94588 USA
Tel: 925.251.2200
Fax: 925.251.0525
www.callidussoftware.com
[email protected]
Asia-Pacific Headquarters
Callidus Software (Singapore) Pte Ltd
Level 31, 6 Battery Road
Raffles Place
Singapore 049909
Phone: +65 6320 8416
Fax: +65 6320 8421
UK and European Headquarters
Callidus Software Ltd.
One Kingdom Street
Paddington Central
London, W2 6BD
United Kingdom
Tel: +44 (0) 203 402 3612
Fax: +44 (0) 203 402 3501
© 1998-2011 Callidus Software Inc. All rights reserved. Callidus Software, the Callidus Software logo, and TrueComp Manager are trademarks, service marks, or registered trademarks of Callidus Software
Inc. in the United States and other countries. All other brand, service or product names are trademarks or registered trademarks of their respective companies or owners.
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