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IBM > 实例探究 > Broadcom:为销售团队提供实时薪酬洞察
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Broadcom: Enhancing Sales Performance with Real-Time Compensation Insight

技术
  • 分析与建模 - 实时分析
  • 平台即服务 (PaaS) - 应用开发平台
适用行业
  • 电子产品
  • 金融与保险
适用功能
  • 销售与市场营销
用例
  • 库存管理
  • 实时定位系统 (RTLS)
服务
  • 系统集成
挑战
设定目标和提供激励措施有助于激励销售团队并鼓励积极的销售行为 - 但如果销售人员自己无法监控自己的绩效,他们如何才能改进绩效呢?
关于客户
Broadcom Corporation 是有线和无线通信半导体解决方案的全球领导者和创新者,尤其是最先进的片上系统和嵌入式软件解决方案。据估计,99.98% 的互联网流量至少经过一颗 Broadcom 芯片。该公司成立于 1991 年,拥有 12,400 名员工,其中 77% 是工程师。 2013年,其收入为83.1亿美元。
解决方案
Broadcom 的销售人员正在使用 IBM® 激励薪酬管理来实时、逐笔交易地了解他们的薪酬,甚至通过假设分析来预测未来的薪酬。
运营影响
  • The implementation of IBM® Incentive Compensation Management has significantly improved Broadcom's compensation management process. The sales team now has real-time insight into their compensation levels, which has boosted their confidence and motivation. They can now raise and resolve issues long before their paycheck comes through, reducing the need for adjustments to correct errors. The solution's reliability has also increased trust in the compensation calculations, further enhancing the sales team's confidence. The what-if tool has made targets and potential rewards more tangible for salespeople, serving as a significant motivator. Despite the growth in the size and complexity of the company's compensation plans, the headcount in the compensation team has not increased, demonstrating the efficiency of the solution.
数量效益
  • Boosted compensation team productivity by 20 percent, avoiding the need to add headcount as plans grow.
  • Enabled real-time, deal-by-deal insight into compensation for salespeople.
  • Provided a what-if analysis tool for salespeople to predict future compensation.

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