Distributor | Oracle CPQ & OSvC

Distributor Oracle CPQ & OSvC

Background:

The client is based in California and is a multi-generational family business. It grew from a small restaurant supply house into a multi-million-dollar distributor of stock and custom cardboard boxes, wine shipment containers, and janitorial supplies and equipment.

Challenges:

Before implementation of Oracle’s incentive compensation management solutions, the client encountered various challenges like handling an unstructured data analytics system, along with the following:

  • Tracking of sales compensations in one of the spreadsheets
  • Manual intervention and monitoring of compensation data
  • Inability to automatically handle commission adjustments caused by returns or short orders
  • Ineffective and delayed reporting

Solutions:

SoftClouds architected an innovative solution utilizing Oracle’s incentive compensation management system integration with Oracle Fusion ERP:

  • Implemented incentive compensation module to track commissions from orders
  • Optimized approval process
  • Incentive compensation module including the ability to handle clawbacks, adjustments, and commission floors
  • Bi-directional integration with Fusion ERP

Outcomes:

SoftClouds was able to efficiently reorganize and bring the client’s sales commission processes up to date to ensure the project’s success. As a result, the client gained these benefits:

  • Systematized business process, which reduced cost and time
  • Ability to handle complex compensation models and scenarios
  • Adjustments that could result from multiple systems, including returns, short orders, or clawbacks
  • Graphical data visualization so that salespersons could understand their compensation
  • Bi-directional integration helps to obtain real-time data

This company revolutionized its sales compensation system by implementing Oracle’s Incentive Compensation Management (ICM) to coincide with their fiscal new year. They have a complex sales compensation process due to their variety of products and highly transactional sales cycle. Additionally, sales hierarchies cut across channels and divisions, resulting in a unique organizational structure. ICM covered their complex sales scenarios, various adjustments in the ordering process, and provided clear, concise reports.

- Shankar Sitapati, VP of Delivery Services