Case Study: Sorgenia reduces disputes by 50% with SAP Sales Cloud (CallidusCloud Commissions)

Sorgenia Reduced Disputes By 50%

Sorgenia, a Milan‑headquartered energy provider serving 178,000 corporate and residential customers, faced rapid change after acquisitions that doubled its sales partner base as the company aimed to triple its customer reach. The influx of new partners and products required redefined sales channels and bespoke compensation plans, and the legacy comp system lacked the flexibility and speed needed to support that growth.

Sorgenia engaged Accenture, ran a POC and selected CallidusCloud Commissions, implementing the new ICM in three months and rolling out comp plans to the first partners within one week. The new system halved disputes, cut administrative man‑hours by 30% and reduced partner dispute emails by 90%, while accelerating data availability, improving transparency and communications, and enabling stronger sales analytics and faster product introductions.

Sorgenia

Matteo Vigano

Head of Sales Development