With Synygy's expertise this enterprise was able to centralize the administration of multiple processes while minimizing country-level exceptions and still allowing for differences. A group of life sciences companies spans 15 countries and two continents. Considering the disparities in processes and business rules across different countries, it became increasingly difficult to assess sales performance across all of its operating companies. Synygy designed a set of core business processes to support both unity and flexibility in a single solution. Synygy then automated these new processes using a secure and auditable hosted technology platform that included a unified data repository and enforced data handling best practices.

1. WWW.SYNYGY.COMCopyright © 2014 Synygy Pte. Ltd. All rights reserved.
Case Study:
Life Sciences Companies Align Fragmented Sales
Compensation Practices Across Continents
Situation
A group of life sciences companies shared various sales administration resources and a sales compensation system
across 15 countries and two continents, with different business units and countries using their own rules and solutions
and exercising varying levels of influence over the process.
Challenges
Under this distributed model, it was increasingly difficult to assess sales performance across the organization, with the
head of sales in each business unit demanding autonomy for the ability to dictate processes to be adopted by their own
business unit.
The company and its business units were faced with several key challenges:
• Sales executives were concerned that exceptions based on local leadership
style, rather than on company-wide standards, created an atmosphere of
mistrust.
• IT executives were concerned about knowledge continuity and information
best practices.
• The company was lacking centrally enforced standards and an ability to
analyze performance across business units due to different currencies.
• The desire for local business rules made it very difficult to make changes to
supporting systems.
• Business rule knowledge was held by one individual, creating a huge
vulnerability.
The parent company wanted to continue allowing regional variations to exist, but from within a fair and unified structure
based on best practices and with the ability to enforce overarching standards, and IT executives desired to implement
a centralized sales incentive compensation management system to ensure global IT best practices.
Solution
Following a competitive review process, Synygy was selected to redesign the processes that governed the companies’
unified sales compensation practices and to implement the preferred technology platform. Synygy possessed crucial
insight into the specific sales operations management solutions that this international group of companies required:
• Synygy redesigned core business processes to combine the seemingly contradictory mandates of unity and
flexibility into a single working solution.
• Synygy automated the newly designed processes using a secure and auditable hosted technology platform that
boasts a unified data repository and enforces data handling best practices.
Outcomes
Following the process redesign and implementation by Synygy, the company was able to assert central oversight and
standards while still allowing for variability by country through vetted optional processes instead of ad hoc exceptions.
• Salespeople in the various companies found they were operating on a level
playing field, providing transparency and fairness that helped to boost
performance, cooperation, and morale.
• With a unified and centralized data structure, the loss of an analyst or
damage to one piece of hardware no longer threatened the integrity and
timeliness of results.
For the majority of its
existence, Synygy has
been addressing both
the organizational
requirements of parent
companies and the
operational needs of
individual, international
divisions.
About Synygy: Synygy is a worldwide
provider of consulting, technology, and
outsourcing services that improve sales
operations and drive sales performance.
Contact info@synygy.com
+1 610.494.3300 x7900