101 siebel incentive comp in depth rev 1

7/28/2019 101 Siebel Incentive Comp in Depth Rev 1

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The Worlds Leading

Provider of eBusiness

Applications Software

Siebel Incentive Compensation 7Chicago User Week

October 1-3, 2001

Drew Garcia

Product Line Manager


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Siebel Incentive Compensation 7 Overview

Siebel Incentive Compensation 7 is a market-leadingsolution for managing complex, dynamic variablecompensation plans for large numbers of people

Enables a company to translate its strategic objectives into actionablecompensation plans

Accurately calculates compensation and clearly communicates plans and

results to participants

Transforms Siebel Incentive Compensation into a strategicselling tool that allows companies to quickly adapt tochanging market conditions


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Siebel Incentive Compensation Value Proposition

Align sales goals with corporate strategy Communicate quotas/goals and achievement clearly

Calculate compensation in an accurate and timelymanner

Save time and reduce disputes

Fully integrated with Siebel eBusiness applications


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The Worlds Leading



Key Functionality


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Easy to setup, modify,administer

Make changes asneeded and trackrevisions

Design plans, assignparticipants/divisions

Create default plans &customize for each

participant

Easy Plan Creation


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Any Metrics

Predefined to Save Time Easily Added Custom Metrics

Target Specific Performance

Both Objective & Subjective Measures (integrated withSiebel Performance Management)

Any Payout Structure Simple or Tiered Tables

Custom payout formulas

Revenue % Deal Payout$100,000 1.0%

$150,000 2.0%$200,000 3.0%$250,000 4.0%

50000

100000

150000

200000

250000

300000

1.0%

2.0%

4.0%

3.0%

3.5%

Flexible Plan Definition


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Goal/Quota Definition

Team & Individual Plans

Compensation Rollup to Managers

Draws

Payout when Recognized



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Complex compensation calculations Linkages

Multipliers

Accelerators

Hurdles

Thresholds

Advanced multi-currency support

Complex formulas


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Financial planning and analysis Compensation Modeling

Period Name Last Name First Name Total Compensation

Q2 1999 Alacon Hector 60,681.53

Q2 1999 Conway Chris 60,681.53Q2 1999 Marks Mary 60,681.53

Q2 1999 Miller Sue 62,281.53

Q2 1999 Silver Victor 64,681.53

Q2 1999 Stevens William 60,681.53

Period Name Last Name First Name Total CompensationQ2 1999 TEST Alacon Hector 62,549.66

Q2 1999 TEST Conway Chris 61,766.00

Q2 1999 TEST Marks Mary 57,967.73

Q2 1999 TEST Miller Sue 65,447.23

Q2 1999 TEST Silver Victor 64,008.91

Q2 1999 TEST Stevens William 59,998.44

What-If Analysis & Modeling


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Compensation Statements for Participants

Comprehensive information on earnings

Analyze achievement One-click access to all account, deal and activity information

Eliminate the inquisition, hunting and gathering

Full disconnected support for payees


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The Worlds Leading



Siebel Incentive Compensation 7

Enhancements


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Siebel Incentive Compensation 7 Objectives

Integrate incentive compensation with opportunity managementto provide actionable feedback to sales reps before they closedeals

Improve the quality and acceptance of sales quotas byinvolving sales managers and reps in the quota setting process

Deliver a zero-footprint Web application that provides endusers with an easy-to-use highly interactive Web client

Improve the communication of compensation plans andobjectives to ensure alignment of sales behavior and corporatestrategy


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New in Siebel Incentive Compensation 2001

Zero footprint web

client

EstimatingCompensation

Quota Setting

RecognitionPrograms

Detailed plansummary

Audit Trail


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New for Siebel 7: Zero Footprint Web Client

Benefits:

Enhanced performanceand flexibility

Minimum learning curvefor maximumproductivity

Streamlined

administration and easeof use

Full disconnectedsupport

Use:

Uses standard web browserssuch as IE and Navigator

Same rich functionality inmobile and connected clients


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New for Siebel 7: Estimate Compensation

Use:

Estimate compensation on livedeals before they close

Estimate compensation on one ormany opportunities

Perform what-if analysis onopportunities

Benefits:

Proactively motivate &direct representatives

Provides actionablefeedback

Focus on strategic

opportunities


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New for Siebel 7: Estimate Compensation

Estimate quota achievement

Where am I against my quota target? How close does this deal get me to target?


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New for Siebel 7: Quota Setting

Use:

Apply factors and adjustments to quotatarget

Territory adjustments Account responsibility Market conditions Competitive landscape

Spread quota over multiple timeperiods

Period trends Seasonality skews

Roll down quotas through sales

hierarchy

Benefits:

Involve Sales and SalesManagement in the quotasetting process

Sales representatives

buy-in to quota target


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New for 2001: Quota Setting

Assign Top Level

Quota Numbers toManagers

Managers Apply

Factors to Quota

Targets

Spread QuotaTarget Across

Measure Period

Rep Reviews &

Approves Quota

Schedules

Quota Spread

Across Direct

Reports

Quota setting and

management tool


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New for Siebel 7: Recognition Programs

Benefits:

Encourage sustained effort andperformance

Motivational need for recognition

Presidents Club Million Dollar Roundtable Top Rep of the Year

Use:

Compensate with non-cashrewards such as trips,merchandise and other prizes

Pay over a recurring period or asa one-time event

Cash and non-cash awards are

displayed as a consistentreminder of goal


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New for Siebel 7: Detailed Plan Summary

Benefits:

Aligns behavior with sales goals

Reduce disputes regardingcompensation calculation

Develops sense of trust betweenthe rep and the compensationprocess

Use:

Clearly communicatecompensation plans,components, quotas, andrecognition programs to reps

Accept compensation plan &track acceptance


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New for Siebel 7: Complete Audit Trail

Use:

Trace Update, Insert, Deleteand Copy

Trace any fields of anybusiness component

User defined auditing scope

Benefits:

Enables CompensationAdministrators to meetRegulatory Requirements

Maintain Data History

Who made

a change

What buscomp

changedField that

changed

New ValueOld Value


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Benefits of Using Siebel Incentive Compensation 7

Increased Revenues/Profitability

Allows companies to quickly change sales behavior inresponse to changing market conditions

Increases revenue by motivating sales reps to close more

business

Focuses sales reps on the most important deals

Provides actionable feedback on selling strategy before anopportunity is closed

Flexible plan design can focus reps on more profitableproducts with smaller discounts


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Benefits of Using Siebel Incentive Compensation 7

Higher Employee Productivity

Reduction in manual effort required to maintain plans, trackdata, and calculate compensation allows compensationadministrators more time for analysis and other value-addedactivities

Through easy plan design, compensation administrators canquickly create new plans without the assistance of the ITdepartment

Accurate calculations and better communication reduce thetime spent disputing payments and resolving errors

Visibility into compensation plans and results eliminates needfor sales representatives to track deals and calculatecompensation in side books


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The Worlds Leading



Demonstration


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The Worlds Leading



101 siebel incentive comp in depth rev 1

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