Case Study: CDW achieves faster, more flexible incentive planning with Varicent

From Data Bottlenecks to 8-Week Plan Rollouts How CDW Transformed Incentives

CDW’s compensation team needed a faster, more flexible way to manage sales incentives as tariff swings, supply chain changes, and shifting territories made legacy spreadsheets and annual plan changes too slow. Before Varicent, the team struggled with manual processes, limited visibility, and delayed adjustments, which made it harder to keep leadership, sales ops, and reps aligned.

With Varicent Incentives, CDW connected territory logic, compensation rules, forecasting, and payroll feeds in one system, enabling real-time changes, early anomaly detection, and faster audit prep. The result was more accurate payouts, reduced errors, and major time savings—CDW said automation likely saved a full headcount—while maintaining a flat or slightly lower compensation cost of gross profit even during years of double-digit revenue growth.

CDW

Mike Dunn

Senior Director of Compensation