Case Study: Tektronix achieves streamlined global commission management and real-time sales visibility with Varicent ICM

How Tektronix Motivates Seller Performance with Varicent ICM

Tektronix, a 72‑year‑old global leader in test and measurement, struggled with fragmented, regionally different compensation systems that left data trapped in unsupported on‑premise tools. Sales teams faced inconsistent visibility (transaction‑level insight in Europe vs. delayed weekly reports in the US), making it hard for managers to track performance, calculate commissions accurately, and keep sellers motivated.

Tektronix implemented cloud‑based Varicent ICM to centralize incentive management, provide a real‑time web portal with transaction‑level visibility, and automate workflows so plan changes take hours instead of weeks. The solution eliminated multiple legacy systems, saved significant administrative time, delivered actionable insights to guide sales strategy, improved transparency and seller engagement, and has been rolled out across India, North America and Europe on schedule and within budget.

Tektronix

Peter Griffiths

Director, Worldwide Sales Operations