Review of Performance Management Processes for an important Utility

Rapidly and safely manage the configuration and calculation of highly customized Incentive Plans, each with a very short life cycle for hundreds of Sales (Agencies, Sales Agents, Outbound) and Field Force Partners (Installers, Technicians). This was the challenge faced by one of the largest Utility Companies in Europe.

Following the evolution and expansion of the utility market (Electricity, Gas, eMobility, PV, Home Heating, Cooling Solutions) our Client had to review its Performance Management Processes and find a reliable tool that would guarantee high speed and adaptability to the changing Partner incentive framework in a flexible, safe and cost-effective way.

It was essential that the tool could easily integrate into the company’s technological stack, communicating in a simple and secure way with Salesforce CRM, Customer Billing Systems and with the SAP system for the accounting of supplier invoices.

After an international benchmark process with the best software providers for performance management systems (Top SPM Gartner Magic Quadrant), our Client identified Ampper as the best solution for its needs.

Ampper was easily integrated with Salesforce CRM thanks to its API Connector, ensuring both rapid adoption of the solution in the design phase, and easy management after go-live, with evident savings in time and effort.

Ampper’s unparallel flexibility allows it to quickly adapt to any new commercial initiative implemented on Salesforce, importing and using new information or incentive variables in the calculation process.

Thanks to the user-friendly configuration functions and the library of incentive metrics, Business Users are able to independently design and manage customized Incentive Plans for the various Sales and Field Force Partners. They are able to set extremely complex and customized algorithms and define targets and objectives, KPIs and SLAs, based on product catalog categories or territories, establishing payment or settlement conditions based on the state model for commodity services or energy efficiency orders sold to customers.

The entire process of calculating and validating account statements is managed safely and in compliance with company security policies. Tax and social security items necessary to complete the Partner’s invoicing process are calculated at the same time as commissions: once the calculation has been approved, Business Users send each Partner included in the commissioning cycle a pro-forma invoice document showing all billing information.

Our Partner has now been using Ampper for four years. The eSales Team loves this solution because it allows them to quickly adapt to changes and to new business models developed on the Salesforce CRM. The Commissioning Team is positively impressed by Ampper because it allows them to quickly adapt the incentive framework by managing the calculation process safely and with high traceability. Partners and Suppliers have clear visibility into how they are being compensated, and why. The client reports that their Finance Team loves the solution because they get commission accruals and final pay-outs on time and without error. They’ve also seen benefits from Ampper in driving multi-year deals paid up front and in increasing Salesforce adoption amongst their team.