Case Study: Lonza boosts incentive compensation efficiency with Kennect

Lonza cuts overpayments from 3.5% to zero with Kennect

Lonza, a global pharmaceutical and biotech company, faced significant challenges with its manual, spreadsheet-based incentive compensation process. The complexity of its global hierarchies, multiple territories, and diverse KPIs made calculations tedious and error-prone. This led to a lack of real-time visibility for reps, time-consuming query resolution over email, and difficulty managing exceptions. Kennect was selected to provide a fully automated solution on a single platform to address these issues.

Kennect implemented its platform to integrate data from Lonza's multiple sources, creating a single source of truth for all incentive compensation. The solution provided real-time dashboards for reps, a query resolution module, and automated nudges to guide performance. As a result, Kennect helped Lonza completely eliminate a 3.5% incentive overpayment, reduce shadow accounting, and increase productivity by approximately 5%. Furthermore, 83% of surveyed reps reported feeling more motivated.

Lonza