Case Study: Novell achieves rapid incentive-plan rollout and 40% IT support cost reduction with SAP Sales Cloud

Sales Performance Programs Boost Profitability

Novell Inc., a global infrastructure software and services firm, needed to quickly drive new license sales for key product lines amid intense competition and pricing pressure. Their legacy sales compensation system was slow, error-prone and lacked visibility, causing distrust among sales reps and hundreds of adjustment requests each month.

Novell implemented Commissions by CallidusCloud, building and testing a new incentive plan in days and rolling it out in a phased, single-instance deployment across geographies. The system now supports about 1,000 commission-eligible employees, delivers daily, trusted performance and profitability data for decision-making, reduced IT support costs by 40%, streamlined the commissions organization and aligned the sales force with corporate strategy.

Novell

Jim Parker

Director of Global Finance