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Leveraging On-Demand Compensation Management In A Global Environment
 

Leveraging On-Demand Compensation Management In A Global Environment

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presented at TrueConnection: Sales Performance Management Conference 2007 by Mike Todd, Executive Director of Operations at Lenovo

presented at TrueConnection: Sales Performance Management Conference 2007 by Mike Todd, Executive Director of Operations at Lenovo

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Leveraging On-Demand Compensation Management In A Global Environment Leveraging On-Demand Compensation Management In A Global Environment Presentation Transcript

  • Mike Todd Executive Director of Operations Lenovo Leveraging OnDemand Compensation Management in a Global Environment
    • Company Overview
    • Challenges with Compensation Management
    • Callidus Partnership Solution
    • Lessons Learned
    • Summary
    Agenda
    • Company Overview
  • Lenovo Then and Now
    • Lenovo in 1984
        • Founded by 11 researchers
        • Initial Investment: US $25,000
    • Lenovo Today
        • 20,000+ employees
        • Revenue: US $14 billion+
    Company Overview
  • Lenovo’s Core Innovations… Design Ease of Use Total Cost of Ownership Reliability & Quality Security Company Overview
  • Since 2005, Lenovo has… closed the acquisition of the IBM PC Division in record time became a $14 billion global PC leader made an unprofitable business profitable reached record high share in China accelerated innovation across the product line increased customer satisfaction Company Overview
  • Page 11 of 13 Lenovo Completing Second Massive Hardware Delivery for Beijing 2008 Games 3/29/07 Lenovo Visibility Company Overview
    • Challenges with Compensation Management
  • Challenges with Compensation Management
      • What we had…
        • Large, complex, inflexible
      • What we have now…
        • Flexible, simplified, reliable
      • Where we are going…
        • Full analytics capability, more frequent reporting
    • Legacy System
      • Was too complex
        • Multiple processes and systems, no single business owner
      • No sales plan flexibility (quarterly sales plan support)
      • No integrated issue management
      • Extended processing time (3-4 days)
    • Why Callidus?
      • Single process / system
      • Very flexible – Supports Lenovo business model
      • Compensation statement based on input by Lenovo Sellers
      • Integrated Issue management
      • Provides Technical and Business Ops Support (OnDemand)
    Challenges with Compensation Management
  • Maintain IBM Legacy Process and System Accelerate Enterprise Bus SAP Strategic Solution Implement Tactical (non-IBM) Solution Select Deployment Strategy Implement Tactical (non-SAP) Solution for US Lenovo Installed - Lenovo Managed Vendor Hosted - Lenovo Managed Vendor Hosted - Vendor Managed The Decision Making Process Functionality Architecture Alignment Select Vendor Solution Select Outsourcing Model Challenges with Compensation Management Time Cost
    • Callidus Partnership Solution
    • True Comp Suite
    • Data privacy/security
    • Business controls support
    • Flexibility
    • Application expertise
    • Global OnDemand staff
    • Solid IT infrastructure
    • 24/7 Operations support
    • Simplified sales reports
    • Issue management
    • Analytics reporting
    • Business controls
    • User satisfaction improvement
    • Detailed Operations Handbook
    • Single managed infrastructure
    • Lenovo-Callidus alliance
    Lenovo Callidus Our Partnership Solution
    • Accurate commission
    • payments
    • Attainment reporting
    • Business analytics
    • Flexibility
    • Rapid deployment
    • Regain sales confidence
    • Align to WW HR IT
    Requirements Capabilities Callidus Partnership Solution
  • January 2007, Americas (US/Canada/Latin America - 13 countries) April 2007, EMEA Phase 1 (6 countries) July 2007, EMEA Phase 2 (15 countries) November 2007, Canada April 2008, Asia Pacific 2 nd half of 2008 EMEA/US/Latin America May 2007, Asia Pacific (15 countries) October 2007, EMEA Phase 3 (9 countries) Lenovo’s Deployment Schedule of Callidus Lenovo Strategic
    • Begin using True Analytics
    • Begin implementing Callidus Territory Management
    Callidus Partnership Solution
    • Lessons Learned
    • We were successful because
      • Accountability
        • Worldwide business owner
      • Vision
        • Detailed project plan with clear milestones
      • Execution
        • Onsite project manager
        • Frequent checkpoints
    • Challenges we overcame
      • Knowledge differences
      • Country “unique” requirements
        • Privacy laws
        • Non ASCII character sets
        • Currency code conversions
      • Data management / reporting
    Lessons Learned
    • Summary
    • Necessity to move from a complex / inflexible system
      • Single vs. multiple processes / systems
      • Worldwide business owner led the project
    • Short time frame to make the transition
    • Strong teamwork
    • Results:
      • Accurate commissions payments
      • Simplified / understandable reporting
      • Improved Customer / user satisfaction
      • Improved efficiency through one system
    In conclusion… Summary
  •