sales performance management template - ibm
TRANSCRIPT
Request for ProposalSales Performance ManagementTemplate
Contents Contents........................................................................................................................................................................................................ 21. Brief Project Overview.................................................................................................................................................................................. 32. Organization’s Background........................................................................................................................................................................... 33. Project Goals & Stakeholders....................................................................................................................................................................... 34. Scope of Work & Deliverables...................................................................................................................................................................... 35. Timeline......................................................................................................................................................................................................... 46. Technical requirements................................................................................................................................................................................. 46.1 Model Configuration & Maintenance............................................................................................................................................................. 46.2 Create Plans................................................................................................................................................................................................... 56.3 Decentralized Administration of Plan Components...................................................................................................................................... 86.4 Plan Participation........................................................................................................................................................................................... 96.5 Adjustments................................................................................................................................................................................................... 96.6 Territory Management.................................................................................................................................................................................. 106.7 Data Entry/Quota Management.................................................................................................................................................................... 126.8 Sales Analytics.............................................................................................................................................................................................. 136.9 Workflow & Security...................................................................................................................................................................................... 156.10 Audit & Compliance...................................................................................................................................................................................... 166.11 Data Integration............................................................................................................................................................................................ 176.12 User Interface and Experience..................................................................................................................................................................... 186.13 Technical Requirements............................................................................................................................................................................... 197. Principle Point of Contact............................................................................................................................................................................. 218. Budget........................................................................................................................................................................................................... 219. On-going Support.......................................................................................................................................................................................... 2210. Criteria for Selection...................................................................................................................................................................................... 2211. Format & Proposal Timeline.......................................................................................................................................................................... 22
Page 2Watson Financial Services Request for Proposal – Sales Performance Management – Template
1. Brief project Overview
2. Organization’s Background
3. Project Goals & Stakeholders
4. Scope of Work & Deliverables
Page 3Watson Financial Services Request for Proposal – Sales Performance Management – Template
5. Timeline
6. Technical Requirements
6.1 Model Configuration & Maintenance
Page 4Watson Financial Services Request for Proposal – Sales Performance Management – Template
Client Requirement Vendor Response Vendor Comments and Explanation
Define and create hierarchies
Maintain hierarchies through trees and tables
Have multiple hierarchies on any dimension
Create unlimited hierarchy levels
Create unlimited hierarchy levels
Use drag and drop feature for hierarchy management
Define different data tables for each source system. Do you support multiple data formats?
Easily create lookup tables
Add fields to existing tables and specify any limits
6.2 Create Plans
Page 5Watson Financial Services Request for Proposal – Sales Performance Management – Template
Client Requirement Vendor Response Vendor Comments and Explanation
Hide payees who are no longer with the organization (in the current active period)
Lock periods
Client Requirement Vendor Response Vendor Comments and Explanation
Create plans using out-of-the-box rule based wizards
Get a graphical view of how the overall plan/model fits together (i.e. calculations, tables, reports, etc.)
Create plans based on user-defined formulas
Define desired decimal precision (rounding of results)
Access prebuilt items (e.g. reports, tables, calculations) in order to speed up the creation of plans.
Define payout interval (daily, weekly, monthly, quarterly, etc.)
Mix payout intervals (e.g. some plan elements payout monthly and others payout out quarterly)
Ability to set “effective dates” for objects in the model such as data, calculations, plans or any custom object.
Define multiple calendars with unlimited levels and be able to choose whichcalendar to use for each compensation plan. (e.g. individuals based oncalendar months vs. 445 vs. subsidiaries or acquisitions that usedifferent fiscal years may need to be compensated based on different Fiscal periods)
Generate commission accrual amounts
Page 6Watson Financial Services Request for Proposal – Sales Performance Management – Template
Client Requirement Vendor Response Vendor Comments and Explanation
Support creation of accelerators by any dimension
Specify the weightings of plan components by payee, position, tenure, group, etc.
Specify targeted earnings by payee, position, tenure, group, or any other user-defined metric
Build plans based on items such as:– Profitability– MBOs, KSOs, KPIs, etc.– Volumes– Retention percentages– Activity based (# of calls, leads, customer satisfaction scores, etc.)
Roll-up transactions and individual results for group-based incentives
Support for:– SPIFs– Draws – recoverable and nonrecoverable– Guarantees – recoverable and nonrecoverable– Splits (team selling)– Pool based incentives
Cap payouts:– By transaction– By named account– By period– By product– By other user-defined metric
Carry forward negative or positive balances to future periods
Support true-ups when prior period maximum payouts are not achieved
Page 7Watson Financial Services Request for Proposal – Sales Performance Management – Template
Client Requirement Vendor Response Vendor Comments and Explanation
Handle product returns:– Adjust accelerator threshold level attained– Apply against return schedule to determine portion to be deducted
Prorate targets for employees who work partial periods
An individual can participate in one or many plans at the same time with oneEmployee ID and can report to one or many different managers with propervisibility for managers
Simulate economic impact of proposed new plans
Multi-currency capabilities:– Convert quotas to local currency– Convert transactions to calculation currency– Convert payouts to local currency– Define exchange rates by year, period, transaction, etc.– Ability to have multiple rate sets
Create what-if plans and multiple scenarios that can be comparedagainst each other or production (Live data)
Create calculations centrally and reuse them in multiple plans
Have a start and stop date on each plan
Define unique start and stop (eligibility) dates for each plan member
Create calculations that are both date and elapsed time sensitive
Assign payees to plans through a drag-and-drop feature
Create dynamic rules that assign payees to plans
Page 8Watson Financial Services Request for Proposal – Sales Performance Management – Template
6.3 Decentralized Administration of Plan Components
Client Requirement Vendor Response Vendor Comments and Explanation
Build a plan from more than one data source dynamically
Have plans that automatically release payments based on defined criteria(e.g. 50% on signing and 50% on completion, or stop payment to a payeeafter client has been on board for 365 days)
Hold payments until a pre-defined threshold has been met (e.g. hold back50% of commissions until payee meets 50% of attainment)
Client Requirement Vendor Response Vendor Comments and Explanation
Ability to restrict access to (and management of) various aspects of themodel to certain individuals – e.g. business units, job roles, etc. Definewhat level access may be restricted for users as well as administrators
Collect MBO or KSO assignments and scores from managers and allowrouting through a workflow for approvals
Collect split details from managers
Collect sales targets from managers
Collect plan component weightings from managers
Collect account assignments from managers
Collect customer classifications
Collect temporary territory assignments from managers
Page 9Watson Financial Services Request for Proposal – Sales Performance Management – Template
6.4 Plan Participation
6.5 Adjustments
Client Requirement Vendor Response Vendor Comments and Explanation
Use drag and drop feature to assign individuals to plans
Dynamically assign individuals to plans based on plan participation rules
Movement of individuals between plans
Participation in more than one plan at the same time
Generate reports when payees participate in more than one plan
Provide payees with proration information including %, time in plan,metrics, attainment, etc.
Participation in a plan after termination
Participation of external payees (e.g. agents, re-sellers, brokers, dealers etc.)in plans
Client Requirement Vendor Response Vendor Comments and Explanation
Freeze actual results after period is closed
Adjust transaction amounts in prior periods
Adjust accelerators, tiers and/or quotas in prior periods
Adjust territory assignments (e.g. named accounts, geographical etc.) in prior periods
For any adjusted amount, calculate the delta between what was paid and what should have been paid and carry the delta amount forward to the current period (true-ups)
Page 10Watson Financial Services Request for Proposal – Sales Performance Management – Template
6.6 Territory Management
Client Requirement Vendor Response Vendor Comments and Explanation
Option to spread adjustments over multiple periods (i.e. smooth out theimpact from a large return)
Designate users to make manual adjustments
Allow manual adjustments to be modified or deleted by thecompensation administrator
Capture of comments on manual adjustments
Adjust results without changing source data (i.e. have the adjustment layeredon top of the source data so that it’s always possible to reconcile back to theoriginal source)
Account for differences in exchange rates when performing adjustments
Capture audit log of all changes to data, plans, payees, etc. including who, what, and when (date/time stamp)
Client Requirement Vendor Response Vendor Comments and Explanation
Define territories by:– Named account– Vertical (industry)– Product– Account– Geography– Mix– Other user-defined metrics
Define territories using wildcards, ranges or hierarchy groupings.
Define territories and territory assignments using date-effective rules
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Client Requirement Vendor Response Vendor Comments and Explanation
Allow rules and exceptions to rules defined using groups and hierarchical levels.
Allow multiple date-effective hierarchies to be created for the same attribute(product, geography, etc.)
Assign individuals or groups to territories
Automatically roll transaction credits up the people hierarchy
Handle overlays by sharing the transaction across multiple payeesincluding the ability to allow for multiple compensation targets
Handle open territories, temporary territory coverage, long-term change in territory management
Move or realign territories without restating history
Future-date changes without impacting current alignments
Allow shared revenue on overlapping territories
Allow exclusive revenue credits (precedence) to prevent overlapping territories
Use precedence to easily define exceptions and priorities
Allow the combination of precedence and a matrix approach to assigning credit
Reports to identify un-credited transactions and unassigned territories
Reports to identify how frequently each rule is used to assign a transaction credit.
Page 12Watson Financial Services Request for Proposal – Sales Performance Management – Template
6.7 Data Entry/Quota Management
Client Requirement Vendor Response Vendor Comments and Explanation
Build a quota by person, territory, product, customer, etc.
Ability to plan quotas by month, quarter, desired seasonal interval or year.
Support for multiple versions or scenarios of quotas
Build quotas based on historical performance
Mass pre-population capabilities
Make mass top-down modifications including proportionally, evenly or bysome other user-defined criteria including the ability to hold (freeze)certain participants from being affected by the top-down reallocation
Plan by growth % (period-to-period and current year vs. prior year)
Spread quota amounts based on seasonal variations or a mathematical formula
Plan quota based on– Payee’s historical performance– Assigned book of business historical performance
Build quotas based on business drivers
Cross-dimensional quota population (e.g. base new territory’s quota on asimilar existing territory, new product’s quota on a similar existing product ornew payee’s quota on a similar existing payee)
Build quotas based on multi-year averages
Build quotas based on last 12 months (rolling)
Adjust quotas based on YTD actuals
Assign quotas based on top-down allocations
Immediate visibility of quota results at both the detailed and aggregated levels
6.8 Sales Analytics
Client Requirement Vendor Response Vendor Comments and Explanation
Immediate visibility of quota results at both the detailed and aggregated levels
Reassign quotas mid-year
Plan quotas in payee’s local currency
Plan quotas in reporting currency and then translateto payee’s local currency
Make retroactive changes including prior period assignment of namedcustomers, product, geography, transactions and quotas
Textual capabilities to add context to quota management and reporting process
Allow designated users to update transactions where appropriate
Client Requirement Vendor Response Vendor Comments and Explanation
Canned reports included in the system
Ability to copy/paste reports for re-use
Report writer with immediate access to data and calculation results
Ability to create a single report which dynamically changes information basedon the participant’s plan
User-defined report writer
Graphing – canned (bar, line, pie, etc)
Ability to brand (logo and color/font formatting in the application)
User defined dashboard creating capability
Conditional formatting (traffic lights)
Client Requirement Vendor Response Vendor Comments and Explanation
Detailed compensation statement production
Display transactions that comprise the payout
Run reports while system is being updated with new data
Export reports to Excel, PDF, ASCII, etc.
Support multiple hierarchies
Leverage hierarchical attributes
Drill down through the hierarchy via links to other reports
Ability to sort data (alphabetical, by date, largest number first, etc)
Ability to dynamically filter data through drop-down menus
Leaderboard activity/gamification (top sales, top territories, etc)
Distribute reports to non-system users
Restrict access to reports based on user name or user profile
Ability for users to have their own private reports
Produce a package of reports for distribution
Restrict access within a report based on hierarchical security
Compare and contrast YTD, QTD, prior period, quarter over quarter, trailing 12, etc.)
View a single report with all calendar levels such as: Annual, Quarter, Month,Week and Day. How many levels are supported?
Easily customize look and feel of reports with comprehensive range of formatting and design features
Dynamically suppress ‘zero’ rows
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6.9 Workflow & Security
Client Requirement Vendor Response Vendor Comments and Explanation
User ability to create and display reports with large numbers of rows of data (define any limitations)
Ability to seamlessly integrate with predictive tools
Provide native language exploration of data
Client Requirement Vendor Response Vendor Comments and Explanation
Support for hierarchical-based security
Create an unlimited number of visually represented workflows with differentrouting levels and structure
Workflow for compensation plans, payout approval based on hierarchy
Ability to delegate in workflow approval
Workflow approval and dispute resolution capabilities on payoutamounts - users can submit inquiries or disputes through the system along with comments
Maintain a history of previously submitted disputes and their resolution
Maintain audit and history of all workflow steps. Ability to report on workflow
Quota workflow for approval and sign-off on targets
Email notification for workflow tasks
Administrator(s) able to see the workflow status of all users
Managers able to see the workflow status of their direct reports
Route disputes/inquiries directly to the administrator(s)
Route disputes/inquiries to managers
Page 16Watson Financial Services Request for Proposal – Sales Performance Management – Template
6.10 Audit & Compliance
Client Requirement Vendor Response Vendor Comments and Explanation
Payees (internal and external) able to log in and see their payouts
Support for multiple types of users (e.g. users who can only run reports, vs.users who have to sign-off on payouts vs. users who can make adjustments to payouts)
Create security groups and have users belong to more thanone security group
Make payouts contingent on sign-off on goal sheets or sign-off on payouts
Client Requirement Vendor Response Vendor Comments and Explanation
Ability to create alerts in the following situations:– Payees are in more than one plan at the same time– Payees are not in a plan– Payout exceeds a pre-defined threshold– A transaction is credited to more than one payee– A payee is still active in a plan after termination– Additional user-defined alerts
Produce summary reports stamped with the user name and time & date for each adjustment
Seamless support for multiple environments (e.g. one for building andtesting new plans and another for live production payouts)
Promotion process between environments
Page 17Watson Financial Services Request for Proposal – Sales Performance Management – Template
6.11 Data Integration
Client Requirement Vendor Response Vendor Comments and Explanation
Link/store plan documentation and/or compliance documentation within the application
Ability to build business rules into the application for automated control purposes
Comprehensive audit log that tracks all system events (e.g. hierarchy changes, data loads, approvals, etc.)
Client Requirement Vendor Response Vendor Comments and Explanation
Import data from multiple systems including Excel, csv, ODBC, XML, or through API
Direct/scheduled data imports
Load of both data, master (reference), and hierarchical information
Generate exception reports if an import routine fails
Email notification if an import routine fails
Import tool capabilities:– Field mapping– Field splitting (sub-fielding for long strings of meta data)– Concatenation of fields– Wild-carding support
Replace or update transactions and hierarchies during data load
Page 18Watson Financial Services Request for Proposal – Sales Performance Management – Template
6.12 User Interface and Experience
Client Requirement Vendor Response Vendor Comments and Explanation
Allow other systems to pull results fromyour system through:– API– ODBC– Excel– Text/CSV– XML
Send information directly to our payroll system
Generate journal entries for commission accruals
Client Requirement Vendor Response Vendor Comments and Explanation
Graphical visualization of models to enable comparison betweendev/test/production instances
User access to commission statements, plan documentation, or inquiries directly from Salesforce.com or Microsoft Dynamics CRM interface
Ability to define task lists in the administrative tool that describe typicaltasks for administrators (e.g. finalize payroll, complete the month-endprocess, etc.)
Ability to customize the web interface based on company needs – and withcontent that is specific to certain roles (e.g. payee, sales manager, etc.)
Ability to provide mobile access to the entire application to end users viaphones, tablets, etc.
Ability to provide single sign on access through the corporate web portal
The application can be fully rendered in local language (specify which languages)
Page 19Watson Financial Services Request for Proposal – Sales Performance Management – Template
6.13 Technical Requirements
Client Requirement Vendor Response Vendor Comments and Explanation
Ability to leverage SSO
Use system defined user names and passwords with timed expirations
Integrate directly to source business applications (without having to uploadtext files)
Database support:– SQL Server 2005, 2008, 2012
If Cloud, describe the level of encryption
Simultaneous system access by multiple administrators
Add new tables to the system (describe process)
Add new fields to your existing system tables (describe process)
Single integrated technology. Describe any third party software packages that are required to operate the proposed solution.
Establish and maintain alternate hierarchies (describe process)
Frequent data updates– Hourly?– Real-time?
Confirmation of successful data updates and notification of unsuccessful data updates– How are clients notified?
Page 20Watson Financial Services Request for Proposal – Sales Performance Management – Template
Client Requirement Vendor Response Vendor Comments and Explanation
Are there any limits to the amount of data that can be loaded and calculatedper period (monthly) and process within a nightly window?
Describe the average load (number of records per second)
Fast calculation time. What is the typical calculation time for a model withthousands of employees and dozens of compensation plans
Extract data directly from your database and into our existing systems
System data purging– When does this occur?
Maintain high performance with large volume of users– What is the maximum number of simultaneous users your system can
support before performance degrades or the system fails?
24/7 support– If we want our system to be available 24x7, how do you deal with
system maintenance?
Does anything get installed on our users’ systems?
Minimal impact on user experience due to other client processes– Will the system slow down if another client is running a large process?
Protection against another company’s user from accessing our instance of the software
Customization that is possible to meetcurrent and future business needs?
Maintain history for inactive payees– Are we charged for payees who are no longer active?
Page 21Watson Financial Services Request for Proposal – Sales Performance Management – Template
7. Principle Point of Contact
8. Budget
Client Requirement Vendor Response Vendor Comments and Explanation
Protection in the event that your company goes out of business– What happens to our data if you go out of business?
Protection against hackers
Compliance controls that allow us to distinguish between live compensationplans and plans that are in development
Option to move the system on-premise or to the cloud in the future
Seamless upgrade process
Ability to upgrade based on customer schedule and without impact to currentproduction environment
Ability to test upgrade in non-production environment before upgrading production
9. On-going Support
10. Criteria for Selection
11. Format & Proposal Timeline
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