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Case Study
Global Software Company: Sales Commission Transformation
How a 28,000-person enterprise software company automated sales commission calculations and reduced disputes by 75%.
How a 28,000-person enterprise software company automated sales commission calculations and reduced disputes by 75%.
The client
A global enterprise software company with 28,000 employees and a large, complex sales organisation. Their sales compensation processes were manual, error-prone, and a source of significant friction with the sales team.
The challenge
With multiple sales roles, territories, and incentive structures, commission calculations had become extremely complex. Spreadsheet-based processes were slow, error-prone, and lacked transparency. Sales reps frequently disputed their statements, consuming significant finance and HR time.
Commission statements took 10+ days to produce each month.
20% of commission statements were disputed, requiring manual investigation.
Sales reps couldn't see how their commission was calculated.
Updating compensation plans required weeks of spreadsheet rework.
What we did
We implemented a comprehensive Anaplan sales commission solution covering plan modelling, calculation automation, statement generation, and self-service reporting.
Flexible compensation plan configuration supporting multiple roles and structures.
Rule-based commission calculations with full audit trail.
Automated statement production with drill-down to deal level.
Self-service access for sales reps to view statements and calculation details.
The results
Statement production time reduced from 10+ days to 3 days. The dispute rate dropped from 20% to 5% thanks to transparent calculations and self-service access. Sales reps can now see exactly how their commission is calculated, building trust and reducing friction.
What they said
"The commission process used to be a monthly nightmare for everyone involved. Now it runs smoothly, the sales team trusts the numbers, and we've freed up significant time that used to go into dispute resolution."
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