Case Study: United Rentals achieves real-time sales insight and faster compensation processing with Varicent ICM

Driving positive sales behaviors with increased insight into compensation

United Rentals, the world’s largest equipment rental company with over 1,100 North American locations and a 1,300-strong salesforce, faced growing complexity in motivating positive sales behaviors after a merger doubled its sales team. Manual commission calculations and time-consuming processes made it difficult to provide transparency, timely incentives, and the operational agility needed to align compensation with business goals.

United Rentals implemented Varicent ICM to automate compensation calculations, approvals and adjustments, cutting the monthly process from a week to two days and delivering near-real-time commission visibility through a Salesforce-integrated portal. The solution increased transparency and confidence for reps, enabled managers to analyze and model program changes by product, industry and geography, and achieved rapid adoption while providing a scalable platform to support future growth.

United Rentals

Elizabeth Evans

Sales Compensation Manager