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In the age of cloud-based applications and anytime access across many devices, having digital security in place that’s smart, flexible, and reliable is essential. Every day, RSA sales reps help businesses meet these requirements with industry-leading security solutions, providing them with the peace of mind and confidence needed to be successful. RSA in turn wanted to give reps that same level of certainty about their compensation payouts so that they could move from deal to deal without having to worry about the accuracy of those numbers. Ironside’s Sales Performance Management (SPM) team partnered with RSA to help make this a reality. Read more

Continuing from where we left off in the last article, I wanted to go more in-depth on which incentive compensation management (ICM) reports you should start with as you begin moving toward a full-scale sales performance management (SPM) strategy. In my experience, ICM implementations include at minimum both a compensation statement containing high-level compensation information and a detail statement, also called an Individual Performance Report. Although the quality can vary, these two reports cover the immediate needs of an ICM system in which the primary goal is to calculate and pay variable compensation. Read more

Are your reports an asset or a liability? It’s an important question, but it’s one that many compensation administrators typically see as secondary as they put on and take off the many hats they wear on a daily basis. It’s time we started reevaluating that assumption. Of course, the number one priority with incentive compensation management (ICM) is paying commissions correctly and on time, but a strong reporting strategy tied to that process can make a huge difference in terms of building employee trust and increasing productivity. Read more

Like many products, Cognos Incentive Compensation Management (ICM) goes through regular updates. The most recent release was Cognos ICM 9.0 on May 5th, a follow-up to the version 8.1.3 release on February 13th. Both of these releases included some big changes. The majority of these changes affect model development – creating and modifying your system. Speaking as an implementer of ICM systems, I feel that the features rolled out this year will help me do my job easier and faster. Below are several examples to show you why. Read more

On July 23rd, Ironside hosted a Transform Sales Performance Management with Dashboards webinar exploring how visualizations can inform and motivate sales organizations.

Topics covered include:

  • Common sales performance management (SPM) concerns and problems
  • Dashboard design best practices
  • SPM dashboarding demonstration

Read more

Version 8.1.0 of IBM Cognos ICM, formerly Varicent, was released on Friday May 16th. It has become common practice to have approximately two major releases each year and several smaller releases between them. Updates roll out as needed between releases. The most important fact to remember is that the product is continuously improving to meet client needs. Enhancements start from two primary sources: implementers and business users requesting a product enhancement. Read more

IBM Vision 2014, the premier global conference for finance, risk management, and sales compensation professionals, took place in Orlando, Florida from May 18-21. There were over 1,500 Business Analytics users, clients, developers, and others in attendance. This was my first time at the conference, and there was excitement of all kinds in the atmosphere. Current and prospective clients learned how organizations and individuals solve their strategic and everyday problems using analytics. Technical sellers and implementers like me were excited to swap stories and learn what is in store for the amazing tools we use today and will use tomorrow. Sales people were glad to see their clients sharing their success stories and build new opportunities for customers. Read more

Join us on The Road to IBM Vision as we prepare for IBM’s premier global conference for finance, risk management, and sales compensation professionals coming to Orlando, Florida from May 18-21! In preparation for Vision, we will be hosting two exciting webinars: TM1 Performance Modeler and Architect Comparison and Introduction to IBM Cognos Disclosure Management. Read more

While working as a Compensation Administrator, I used IBM Cognos ICM, a sales performance management software solution, to empower account executives to understand their compensation plan quickly, so they could get back to selling. The visualizations and rankings available in IBM Cognos ICM are excellent sales enablement tools for motivating individuals at all levels of a business. When leveraged correctly, these resources allow territory and channel managers to speed the production and delivery of scorecards and other reporting deliverables, leading to faster, more strategic decision making. Read more

compensation management pain points mazeWhether you are a Compensation Administrator, Account Executive, or Sales Manager, the process of paying people commissions and tracking their performance can be frustrating. I spent several years as an Administrator and worked with sales people, sales operations team members, executives, and many others. The following are the top 5 incentive compensation management pain points that I have discovered during those interactions: Read more