Case Study: Varian Medical Systems improves sales compensation accuracy and speed with IBM Incentive Compensation Management on Cloud

Driving revenue growth with fair and flexible sales compensation programs

Varian Medical Systems, a world leader in cancer treatment technology, faced challenges in managing long and complex sales cycles. Their manual, spreadsheet-based compensation process was error-prone and slow, leading to payment delays and a lack of transparency for their sales force. To motivate sellers and ensure accurate, timely payments, they engaged IBM to implement IBM Incentive Compensation Management on Cloud.

With the IBM solution, Varian automated its compensation management, gaining dynamic control and real-time visibility for sellers and managers. This reduced the time to calculate accurate compensation from three weeks to one, saving tens of thousands of dollars annually on special payroll runs. IBM's platform helped Varian build a more motivated sales force by ensuring fair, transparent rewards and enabling targeted sales strategies to focus on growth areas.

Varian Medical Systems

Anna Sheldon

Global Sales Compensation Manager