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Improving Dispute Resolution Processes

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Callidus Software
Callidus Software

presented at TrueConnection: Sales Performance Management Conference 2007 by Laura Roach, Director of Process Solutions at Callidus Software

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Improving Dispute Resolution Processes Laura Roach Director, Process Solutions Callidus Software Inc.
Agenda ,[object Object],[object Object],[object Object],[object Object]
Common Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Sales Performance Management Lifecycle Set corporate revenue goals and strategy Reviews and resolves issues Sales Finance Team Monitors quota performance and opportunities CEO / CFO Sales Rep Sales Finance Team ,[object Object],Sales Rep Sales Finance Team Plan ,[object Object],[object Object],[object Object],Sales/Channel Management Manage and optimize territories and channels Manage quota targets Sales Management Sales/Channel Management Monitors performance and raises disputes. Receives plan for upcoming year Analyze impact of sales incentives and processes Analyze Execute PSS Sales Ops DMS Custom PSS + Automated Ext. Sales Ops Payment Review Bonus/Pooling MBO Custom DMS Automated Ext.
What Is Callidus TrueResolution? ,[object Object],[object Object],[object Object],[object Object]
General Features ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What are Workflow Solutions?
Payee Self Service
Payee Self Service Solution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Payee Self Service – What Is Provided? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Plans Territories/Quotas Credits Compensation Report Generic
Payee Self Service - Communication Workflow Comp Statement Review Submit Dispute/Inquiry (plan, territory, Credit, other) Prepare a Request TrueComp ® Administrator Respond Report Dispute Form Identify Issues Mgr Approval
Payee Self Service - Notification Workflow Review Operational Analysis TC Administrator Payees Send Notification Accept or Reject Tracking / Audit
PSS Automated Extensions
PSS – Automatic Credit Dispute Extension Auto check to TC for Credits Request automatically denied and sent back to Submitter Credit Dispute Request Yes Administrator No Routed to Reconciler Re Submits Request to Reconciler Re Check TC for Credits TrueComp ® Research & Take Action Approved Changes updated in TrueComp® Staging Tables
Sales Operations Support Solution - What is Provided?
Sales Operations Workflow ,[object Object],[object Object],[object Object],[object Object],Prepare a Request Administrator or group of Submitters Update TrueComp ® Staging Tables TrueComp ® Submit for Approval APPROVED ? Routed for Final Approval YES NO ,[object Object],[object Object],[object Object]
Data Management Solution - Benefits ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Data Management Services – Functional view ,[object Object],Tracking, auditing and detailed analysis available Submit Changes Updated in TrueComp ® Staging Tables TrueComp ® EXCEEDS THRESHOLD? YES Routed to Approver EXAMPLE CONDITIONS NO Update TrueComp ® Staging Tables Review, Research and Resolve Automatic Submission of Errors
TrueResolution Configurations Configurable Business Process Robust Configurations, flexible and extensible ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Approve TrueComp Change ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Submit Pre-Approve ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Research & Resolve Validate & Route ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Improving Dispute Resolution Processes Laura Roach Director, Process Solutions Callidus Software Inc.

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Improving Dispute Resolution Processes

  • 1. Improving Dispute Resolution Processes Laura Roach Director, Process Solutions Callidus Software Inc.
  • 2.
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  • 4.
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  • 7. What are Workflow Solutions?
  • 9.
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  • 11. Payee Self Service - Communication Workflow Comp Statement Review Submit Dispute/Inquiry (plan, territory, Credit, other) Prepare a Request TrueComp ® Administrator Respond Report Dispute Form Identify Issues Mgr Approval
  • 12. Payee Self Service - Notification Workflow Review Operational Analysis TC Administrator Payees Send Notification Accept or Reject Tracking / Audit
  • 14. PSS – Automatic Credit Dispute Extension Auto check to TC for Credits Request automatically denied and sent back to Submitter Credit Dispute Request Yes Administrator No Routed to Reconciler Re Submits Request to Reconciler Re Check TC for Credits TrueComp ® Research & Take Action Approved Changes updated in TrueComp® Staging Tables
  • 15. Sales Operations Support Solution - What is Provided?
  • 16.
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  • 20. Improving Dispute Resolution Processes Laura Roach Director, Process Solutions Callidus Software Inc.