The Incentivate team sat with the Sales Operations team of the client to understand the challenges that the coworking industry and them in specific, were facing.

In absence of an effective current setup, it was difficult to conceptualize the eventual outcome that was needed.

The Incentivate team decided to work backward by creating mock-ups of incentive reports across the sales hierarchy, Finance & HR to help the client visualize the information flow.

A full-fledged onsite workshop was arranged for the same which simplified the process a lot and also opened up newer requirements that were critical for the success of the sales function.

A cohesive effort was put in to create a detailed requirement document which was used as the source of truth for a full-fledged implementation

The implementation of Incentivate's solution significantly enhanced the coworking spaces provider's operational capabilities during the pandemic. The new system delivered near real-time updates, reduced incentive-related query calls by over 50%, and improved data controls with a 100% audited system. This led to a substantial reduction in manual processing and increased the sales operations team's bandwidth for value-added activities, ultimately helping the company navigate through the COVID-19 challenges effectively.

The market opened up for the coworking spaces industry; however, legacy ways of operating helped little and started impacting the sales behavior. New products evolved organically owing to the new dynamics introduced by the pandemic. It led to a significant impact on the sales operations team that almost had to kneel down to manual and tedious Incentive compensation calculations on excel spreadsheets. This organization in the coworking spaces industry’s current setup was not designed to adapt to a continually evolving sales strategy.

The addition of new offerings expanded data sets; both horizontally and vertically.

Incremental bookings led to an increase in the number of add-on transactions and a complicated way of calculating in-year-revenue (IYR)

Data integrity issues began causing errors and inconsistencies while calculating incentives.

Lack of incentive reporting led sales executives to be found wanting for direction to improve their effectiveness.

Lack of information to align the evolving strategy with incentive payout led to an increase in disputes.

Lack of transparency and accuracy demotivated the salesforce leading to an increase in attrition.

The coworking spaces provider tackled the challenges posed by the COVID-19 pandemic by partnering with Incentivate to revamp its sales incentive processes. The solution included creating mock-ups of incentive reports for various departments, organizing onsite workshops, and developing a detailed requirement document. This approach facilitated the visualization of information flow and identified critical new requirements, leading to a comprehensive implementation that improved incentive management and operational efficiency.

Near real-time updates for the field

Over 50% reduction in incentive related query calls because of a seamless dispute management system

Stronger data controls and 100% audited system

Massive reduction in offline processing leading to an increase of over 50% bandwidth of existing sales operations team for value-added activities