Case Study: HEROLD achieves 95% faster sales planning and 25% more orders with Varicent ICM

How HEROLD Builds Sales Momentum with Varicent ICM

HEROLD Business Data GmbH, a midsize online media and marketing company in Mödling, Austria that connects sellers and roughly 2 million consumers via its portals, struggled with a rigid, manual incentive compensation process. The complexity and lack of flexibility meant error-prone calculations, slow sales planning and reduced sales effectiveness.

By implementing Varicent ICM—quickly integrated without IT help—HEROLD automated commission calculations and data imports from ERP/HR/CRM systems and gave sales teams transparent dashboards. The change cut sales planning time by up to 95% (from 2–3 days to ~60 minutes), reduced complaints by about 70%, and increased orders per sales day by more than 25%, while enabling new multi-channel incentive plans that better align rep behavior with company goals.

HEROLD

Herwig Steinbrugger

Manager, Planning, Steering and Monitoring Department