The document discusses the challenges faced by an East Coast bank in implementing a new compensation plan for their investment products. EAI Infosys provided crucial technological support, allowing for adjustments in the compensation system and enabling the bank to accurately process commissions within a tight three-week timeframe. The outcome was successful, with the client able to implement the changes smoothly and without requiring further assistance from EAI for future modifications.

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CHALLENGE
For investment firms, compensation is a moving target. As the company goals evolve and
product popularity shifts, it is vital that compensation plans keep pace. An east coast bank
provides the perfect illustration.
This bank was using a major third-party marketing firm to sell investment products in their
177 branches.
In January of 2016, this client finalized a new compensation plan for April 2016
implementation. The goal was simple—to enable the firm to reach business objectives, increase
productivity, and reward outstanding performance while staying competitive. However, the bank
realized that changes to compensation plans can also produce issues around processes, record
keeping, and accuracy.
To successfully implement this unique compensation plan, the bank needed a technology that
would mitigate any resulting disruptions and costs. This technology had to be up and running
by April 1st, allowing only 3 weeks between the March commission close and completion of
the fully functional compensation plan changes.
SOLUTION
As a longtime EAI partner, this bank was already using EAI automation tools to develop
management and commission reports. But this unique compensation change was outside the
parameters of the long-established EAI solution. In order to handle the new plan, the bank
needed EAI to:
• Revise existing reports
• Add specialized splits between rep types
• Rework the grid to calculate incrementally
Through close coordination with the client, the EAI team was able to identify gaps in the
compensation plan and in the existing system. EAI developed new functionality that allowed the
client to configure how credit was split between reps. The client could split at a rep code level,
where multiple agents share one rep code with a split percentage assigned to it. They could also
split credit at the transaction level and allow multiple reps to share credit on a single trade.
The solution had multiple benefits. With a few adjustments, it allowed existing reports to provide
split data and commission amounts without a huge overhaul in the client’s processes. Once
the splits were set, the system automatically calculated the commissions. The most important
benefit was that the client didn’t need EAI’s help to make subsequent changes to the way their
compensation plan handled splits; the feature was customer-configurable.
RESULT
As a result of EAI’s support and diligence during the implementation of the new compensation
plan, everything deployed as expected. The client was able to successfully run and close April
commissions accurately and on time. Despite the short window of 3 weeks, EAI updated the
system logic, thoroughly tested the changes, and ran commissions.
Flexibility and quick responses to client needs are vital factors in any implementation. EAI
provided both as a valuable partner to the client’s team.