Case Study: DSM achieves simplified, transparent sales performance management with Varicent ICM

How DSM Simplified Sales Performance Management with Varicent ICM

DSM, a global purpose-led company in nutrition, health and sustainable living, faced sudden market shifts from the COVID‑19 pandemic in 2020 that disrupted selling and left their existing sales performance management solution unsustainable at year‑end. With a contract deadline looming, DSM needed a replacement quickly to avoid a gap and to restore seller confidence and operational stability.

DSM selected and implemented Varicent Incentive Compensation Management (ICM) through a fast, tailored deployment with OpenSymmetry, delivering transparent transaction-level views, automated workflows, and intuitive analytics dashboards. The new system removed friction, enabled data-driven coaching and decision‑making, allowed digital sales contests and spiff management, and has already improved seller trust and performance visibility—with plans to expand Varicent across additional business units.

DSM

Mischa Bijl

Manager, Total Rewards