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IBM > Case Studies > Irdeto streamlines sales with IBM Sales Performance Management

Irdeto streamlines sales with IBM Sales Performance Management

Technology Category

Platform as a Service (PaaS) - Data Management Platforms

Applicable Industries

Telecommunications

Applicable Functions

Sales & Marketing

Services

Cloud Planning, Design & Implementation Services

The Challenge

Irdeto, a global leader in digital platform security, was facing challenges in streamlining its sales processes. The company's sales teams were distributed worldwide, each with its own approach, incentives, and rewards. The lack of a centralized system led to inconsistencies and inefficiencies. Sales teams and managers were unable to see the approval process, who was responsible for incentives, or what compensation was based on. The company was using spreadsheets to calculate sales reps rewards and shared the file with the teams by email. Irdeto wanted to offer all international sales teams the same rewards, improve collaboration between teams, and provide clear compensation.

About The Customer

Irdeto is a world leader in digital platform security, providing solutions and services for industries like pay media, entertainment, automotive, payments, and banking. The company's unique software security technology helps its customers secure their infrastructure and content while offering them the flexibility for the future, all with a service-oriented approach. Irdeto's solutions and services enable content owners and providers to securely deliver media across all screens and devices in and outside the home. The company also allows platform operators to offer innovative services other than media. Irdeto sells its technology worldwide to customers like Comcast, Liberty Global, Twentieth Century Fox, the Premier League, Foxtel, and many others. The company has 900 employees working in 25 different locations around the globe.

The Solution

Irdeto implemented the Sales Incentive Compensation Framework based on IBM Sales Performance Management and IBM Sales Performance Management Composer to streamline its sales processes. This system, which runs in the cloud, automates sales processes and calculates rewards. It ensures consistency as sales reps and managers have access to the latest information and can set strategy and compensation accordingly. The IBM Sales Performance Management Composer module offers managers business insights, e.g., by visualizing incentives, teams, and clients in charts. The Sales Incentive Compensation Framework calculates commissions based on complete, current data sets, leading to more accurate compensation and clearer margins.

Operational Impact

The sales staff at Irdeto were enthusiastic about the new Sales Incentive Compensation Framework. The program offers transparency: sales reps can see in advance what they'll receive for certain incentives and why.
The system runs in the cloud, giving all teams real-time insights into current incentives, results, and commissions. It's designed specifically to facilitate sales, so it has the right tools in the right place, making it even easier to use.
Rewards are frequently paid monthly instead of quarterly, which has been well-received by the sales staff.