Incentive Compensation Management sales pitch deck

1. INCENTIVE
COMPENSATION
MANAGEMENT
[Insert Name]
[Insert Contact Info]
[Insert Date]

2. NICE Compensation Management Premise
Your compensation plans are remarkably complex and intertwined.
Who do you want in control of change?
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3. NICE Compensation Management Premise
NICE ICM is Built for the
Compensation Manager.
Import the right data into the
system without IT dependencies
Manage, update, launch plans
with unmatched agility
Report to the frontline with
speed and precision
Export data into your preferred
format for further manipulation
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4. Business Value of Compensation Management
Focus on Execution
Compliant. Standard reporting
plus audit trail
Trusted. Automate processes to
minimize overheard and errors
Employee Effectiveness
Align. Connect compensation to priorities
Control. Business users model
plans and make changes (not IT)
Engage. Gamification and social
technologies
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5. Simplification of all compensation
systems into one source of truth
Rapid adjustment of comp plans and
migration of people to new plans
Sample Proof Points for NICE ICM
Focus on Execution Employee Effectiveness
Revenue Commission ChurnBefore After
# Systems 10 1
Time to
implement plan
9 months 9 days
Cost to
implement plan
$1M $70K
5
+22% -37% -6%

6. Customers Transformed by NICE
NICE ICM is unmatched in its ability to scale – as proven by:
Technology Energy / Utilities
High-Tech and UtilitiesHealthcare and Insurance
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Communication Service Provider Financial Services and Banking

7. BUSINESS
VALUE
5

8. Business Value of NICE IEX WFM
ACTION
Execution
Employee Effectiveness
NICE Incentive
Compensation Management
Fragmented
Systems and
Spreadsheets
8
ALIGNMENT

9. Execution – Trusted
Manual processes
risk expensive errors:
Organizations
over-pay 3-6%
Precision payments
ONLY when credit
is earned (eliminate
exceptions)
Takes 6+ months
to approve new
comp plan
Model plans to
assess total payout
and implement as
quickly as execs
can approve
Exceptions, paper
trails, legal risk
Provides audit logs
of all payments and
plan changes. Total
compliance.
Over-Payment Flexibility Compliance
Automate with NICE
ICM to create a single
source of truth:
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10. Effectiveness – Align
Executives
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Comprehensive
view of comp
across depts.
Total control over
plan management
and changes
Focus on the
same priorities as
executives
Comp Manager Salespeople
Org. Priority Comp. Focus
Q1 Product X Product X
Q2 Service A Product X
Q3 Product Y Product X
Q4 Service B Service A
Fragmented compensation systems lag changing organization priorities:
NICE ICM ensures total alignment across the organization:
Long design cycle
Delayed approvals
Complex implementation

11. Effectiveness – Control
BuildReportsorExportData
1
Process
Manager
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Visualize your
comp plan and
model impact of
changes
2
Intelligent
Recalculation
Save time by
only re-calculating
changes (not
entire plans)
ImportDatainFamiliarForms
3
Calculator
Test Mode
Test logic as you
build and identify
root cause of
mis-payments
Compensation Admin maintains end-to-end control with NICE ICM.
We remove the dependency on IT for changes

12. Effectiveness – Engage
Salespeople ‘own’ their performance. When there is a gap they have the
tools to self-correct or receive targeted coaching
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Tom Smith · $750K $1.2M
Social Technology
Employees can share and
rate content and/or engage
their peers for ideas
Targeted Coaching
Identify specific ‘next topic’
to address with every
employee, and assess the
impact of time spent
coaching
Gamification
Organize contests and challenges
to onboard new hires and/or
recognize great performance
NAME Product X Revenue Quota

13. HOW
WE DO IT
5

14. NICE ICM Architecture
Rules Engine Measuremen
t Engine
Compensation
Engine
Reporting
Engine
Planning
Engine
NICE Portal and Client Framework
NICE Forms and Workflow
NICE Data ManagementNICE Data Warehouse
Platform Services ERP CRM HR Finance Ad-hoc data
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15. NICE ICM Data Ports
“Connector” Source
E.g. SAP Salesforce.com
Excel
Spreadsheet
and more...Events
(Transactions)
Web services JMS
Database
E.g.Oracle
Home grown systems
Reference
Data
Product
Details
File
(e.g. CSV)
UsersPayeesCalculator
Values
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NICE ICM Data Ports

16. PROOF
POINTS
5

17. Evolution of Sale Performance Management
Automated Calculations
Audio Trails
Employee Effectiveness
Execution
Dispute Resolution
Performance Analytics
Coaching
Sales Ops/
Executive Analytics
MBO´s
Quota
18
Plan Management
Operational Reporting
Report Distribution

18. Concept Car vs. Reliable Transportation
Great Demo. No Engine Reliable Performance
IT (pit crew) does the …
Database tables
Database joins
Attribute definitions
Report building
Comp Admin does the …
Data import (from
Excel) (Re)Calculations
Report design
Data export (to SPSS, Excel)
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19. Situation
With the increase in retail footprint of The Carphone Warehouse across
EMEA CPW needed to re-engineer incentive models to reflect the new
business strategy and make sure they were paid in a timely manner by
their suppliers
Single instance across Europe
Challenge
Limited visibility and transparency into commissions claims
Inability to easily reconcile opportunities to billed revenue - Supplier
Required real time calculations to drive uplift in performance in the
retail stores.
Burdensome and error-prone manual approach
Solution
NICE’s Incentive Compensation Management Solution
Global incentive launched within 11 hours
10 countries across 3 channels managed by one system and one
centralized team
Streamlined multiple, fragmented pay plans providing flexibility and scalability
Provides ability to retrospectively amend targets and OTCs with real-time
updates to all channels
Key Questions
How can we provide a single view
of incentives across multi channels?
How can we bill our suppliers?
How can we impact performance
in real time?
Results
Retail sales improved 22%
12% Increase in accessory sales
Commission costs decreased 37%
6% reduction in churn
Accuracy & Timeliness – Same day
reporting of incentives across the
entire organization for the first time
Reduction on reliance on IT to
support change.
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20. Situation
1/3 of O2’s revenue is via partners – Telefónica needed flexible, timely, accurate
solution to incentivise its channel to sell more O2 product over competitors
O2 has 50,000+ dealer payees, 170M plus events per year and pays €250M
($363M, USD) in commissions annually
Align O2’s business strategy with execution of channel and sales organization
Challenge
Extremely competitive environment, O2 fastest growing network
Lack of timely, meaningful, actionable data
Need for accurate commission payments for direct and indirect staff
Have to meet O2’s scalability requirements (1.5M plus transactions a day)
and same day incentive reporting
Key Questions
How to incent channel partners to
sell more and ensure partners are
paid accurately
Roll-up partner data into financial periods with incentives for individual targets
Integration with complex O2 IT infrastructure to drive the business
Ability to support hardware buy-backs. Partners purchase devices from
O2 but then O2 reimburses resellers once the devices are sold
Solution
Sales Performance Management solution to sit at heart of organization
to drive business efficiencies and competitive advantage
Results
Accuracy & Timeliness – Same day
reporting of incentives across the
entire organization for the first time
Successful consolidation of 10+
commission systems into 1 system
Significant reduction in
administration and IT dependency
costs
Improvement in indirect reseller
engagement leading to increased
channel revenues
Incentivised, motivated and
knowledgeable channel able to
provide a superior customer
experience
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