Case Study: Broadcom boosts compensation visibility and productivity with IBM Incentive Compensation Management

Building a compensation platform where everyone knows the score

Broadcom, a global leader in semiconductor solutions, faced a challenge with its opaque and labor-intensive sales compensation process. Its highly skilled sales force, comprised mostly of engineers, lacked real-time visibility into their earnings, leading to potential disputes and a lack of motivation. To address this without increasing headcount, Broadcom turned to vendor IBM and implemented its IBM Incentive Compensation Management solution.

The IBM solution provided Broadcom's sales team with real-time, self-service access to analyze their compensation down to the individual deal level, including predictive what-if capabilities. This transparency boosted seller confidence and motivation while nearly eliminating payment disputes. The implementation dramatically increased the productivity of the compensation team by 20 percent, allowing a single staff member to manage vastly more complex, global plans without any increase in headcount.

Broadcom

Raji Narayanan

Sales Compensation Principal