The client is a Fortune 100 network and telecommunications equipment company with a number of global customers that have large, long-term contracts where revenues are spread out over time. The sales commissions were paid out in synch with revenue recognition in the financial systems. This resulted in lower, short term commissions for such deferred revenue deals and a skewed sales focus. With commission calculations and payments systemically connected to their revenue, the client was challenged to determine the best way to accelerate commissions while staying aligned with compliance controls and GAAP. Complicating matters were the disparate processes and different business owners of deal documentation and life cycle.
The client partnered with Trianz to develop an incentive program for deferred revenue deals in the targeted fiscal year and motivate sales with advanced commission payments for the duration of each deal. A team of Trianz consultants assessed and validated the end-to-end process for tracking eligible deals through payout of commissions on a global basis. Trianz domain consultants collaborated with the client to define a framework for program’s development and definition with the following key operating requirements in mind:
Proactive and reactive support was needed to manage IT infrastructure on AWS, as well as govern associated policies, processes, contracts, and documentation
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Our engagement with Trianz has now exceeded three years, and together we have delivered many significant initiatives in that time. Many of our successes could not have been achieved without our partnership. In many ways, Trianz has already put our products ahead of the curve.
The white glove approach, agility, and flexibility of the team helped us to tap opportunities in the ever-changing business environment.
Trianz team worked side-by-side with us to transform our sales operations. Now, we have complete visibility into everything from our supply chain to sales and pricing. Our partnership with Trianz has been exceptional.
The team at Trianz worked tirelessly to propose a system that overcame our business challenges. Rising to the occasion, they simplified our processes, enhanced the system and increased productivity. There’s no doubt; our ongoing success was enabled by our partnership with Trianz.
Trianz commitment to taking end-to-end ownership of developing the e-commerce web app is exemplary. Their dedicated involvement was key to us garnering the advantages of automated test suite development and manual testing