Case Study: Irdeto streamlines global sales and ensures transparent compensation with IBM Sales Performance Management

Streamlines sales with IBM Sales Performance Management

Irdeto, a global leader in digital platform security with about 900 employees in 25 locations, struggled with fragmented regional sales processes and spreadsheet-based incentive calculations that left reps unclear about approvals, responsibilities and compensation. To standardize rewards and give managers central control, Irdeto turned to IBM and its IBM Sales Performance Management solution.

IBM built a cloud-based Sales Incentive Compensation Framework using IBM Sales Performance Management and the Composer module to automate calculations, provide real-time analytics and visualize incentives. The IBM solution replaced spreadsheets, delivered transparent and uniform commissions worldwide, enabled monthly (vs. quarterly) payouts, and let Irdeto monitor cost per sale in real time—improving accuracy, collaboration and the company’s ability to adjust campaigns midstream.

Irdeto

Scott McGillivray

Director of Human Resources