1. Iconixx Sales Frees Global
Technology Leader From a
Dependence on IT Resources
“As a global company in a competitive market, we rely on
compensation incentives to drive performance and on specialized
software to manage it. But our old system required constant add-
ons and technical support. Iconixx Sales has taken our incentive
compensation to the next level. Now our system is global,
mobile, integrated and easy-to-use, and most importantly, our IT
people can let the system do its work so they can focus on other
priorities.”
For many years, the client used the same incentive management
solution. However, this legacy system had some notable
shortcomings.
• It lacked a workflow integration tool that coordinated use among
field representatives, management, operations, human resources
and executive functions. As a result, the client was forced to
customize a workflow tool so the system could process its
business needs.
• It lacked user-friendly management features to implement Goal
Setting and Approvals, Results Review and Approvals, Plan
Updates, etc.
• There was a lack of compatibility between the ICM system
and the client’s database, so a serious upgrade to maintain
serviceability was required.
• Perhaps most troublesome, on a day-to-day basis, the system
required continuous support from the client’s IT department and
an external service provider.
Together these issues meant that the client’s legacy ICM system had
essentially become a “multi-million dollar calculator”.
In 2010, the client decided to upgrade its system or seek a new
solution. They undertook a strategic review to evaluate needs
and examine options based on cost, performance, reliability and
timeframe.
After a significant review, the
company decided to replace its
legacy solution with Iconixx Sales
and Iconixx Global Services. Iconixx
Sales also expanded the client’s ICM
footprint by integrating a division
that was previously unserviceable
because the custom workflow could
not be accommodated.
The legacy vendor proposed an
upgrade but could not implement
within a reasonable timeframe or
budget. Furthermore, the proposed
system still did not provide a
workflow management tool and
would require integration with the
client’s customized application.
Iconixx Sales, however, met all of
the client’s functional requirements
without the need for add-on
applications. The client also
determined that Iconixx offered
a reasonable subscription fee, a
reasonable installation plan and
an outstanding, proven record of
support.
Client Profile
Iconixx’s client is
a global leader in
the technology and
telecommunications
sectors. Operating
in more than 100
countries, the
company has
significant market
share worldwide.
Challenge Solution

2. Iconixx Sales provided its client with a flexible solution that
leverages the latest Cloud technologies to deliver a complete
Incentive Compensation Management (ICM) system on a
single platform.
Iconixx Sales offers:
Worldwide mobility and access – Using Cloud
technologies, Iconixx Sales is accessible by the
client’s staff on their mobile devices, and its system
administrators can manage the software via a web
connection from their offices in New York, London,
Shanghai, Singapore or Europe.
More complete, end-to-end system – Iconixx
Sales provides an all-in-one solution, overcoming
the need for additional applications for workflow
management. Iconixx Sales also provides service
across the entire global company, something the
previous solution was unable to achieve.
Increased reporting – Iconixx Sales provides
additional data mining and reporting capabilities.
The client can use the system to conduct ‘plan
modeling,’ comparing different approaches against
existing plans using ‘what if’ capabilities. This
forecasting feature offers greater agility and insight.
Iconixx Sales had an immediate financial benefit by reducing
the client’s dependence on IT resources. Since adopting
Iconixx, the number of dedicated people has been reduced
from 4 full-time analysts to a single half-time position, which is
currently outsourced. Adopting Iconixx did not generate any
additional IT costs other than the expected implementation
costs, so the transition offered considerable cost savings.
The Iconixx Difference
MEASURABLE ROI
GOALS
AFTER ICONIXX
• Single solution
• Integrated workflow
function
• ICM footprint expanded to
other divisions
• Expanded, integrated
system
• Increased reporting
capability
• Reduced need for internal
IT support
BEFORE ICONIXX
SECTOR
INDUSTRY
SOLUTION
• Legacy solution with no
integrated workflow
• No user-friendly
management tools
• Internal IT resources
required for support
Technology
Communication Equipment
Iconixx Sales3420 Executive Center Drive
STE 250
Austin, TX 78731
877-ICONIXX
www.iconixx.com