Case Study: Cable & Wireless cuts operating costs 37% and increases sales 22% with NICE Systems' Incentive Compensation Management

Adapting to Changing Business Strategy

Cable&Wireless, a global telecommunications provider with operations across Europe, Asia and the Americas, acquired Energis in 2005 and needed to re-engineer incentive models and migrate the acquired team to new plans and quotas as the company shifted to a customer service–focused, IP-based strategy. The merger created complex requirements around incentive alignment, quota management and administrative processes that the existing manual systems could not support.

Cable&Wireless implemented NICE Incentive Management to standardize and automate commissions, target letters and approvals (integrating with SAP HR and legacy systems), guide frontline behavior toward new corporate goals, and simplify payee statements. The deployment reduced operating costs by 37%, drove a 22% increase in sales volume, and delivered double-digit sales growth in the first six months versus the prior year.

Cable & Wireless