Varicent Selected Based on Richness of Functionality in Incentive
Compensation and Sales Performance Management
Toronto, July 15 /CNW/ - Varicent Software, an innovator and provider of
the only comprehensive application for sales performance management (SPM),
today announced it has been selected as the SPM solution for Nexient Learning,
the largest corporate training and consulting company in Canada.
Nexient is turning to sales performance management as part of a larger
customer sector strategy aimed at improving their sales and service
effectiveness. Nexient has grown through acquisition, which created an
environment of disparate sales systems and compensation strategies. The
company's management and its sales representatives are challenged by the lack
of visibility and transparency into sales activity across the entire
organization. Nexient has implemented a standardized approach to the sales
roles, customer coverage, and sales reporting across its business but required
technology to support its process improvements. Varicent SPM (Sales
Performance Management) will unburden sales management and sales
representatives from manually tracking and calculating activities. Ultimately,
automated consolidated and segmented performance reports that are timely and
transparent will improve their sales effectiveness and promote revenue growth.
With Varicent SPM, Nexient Learning's sales representatives and sales
managers will be able to view and understand up-to-date incentive compensation
information, saving them significant time and energy. Varicent SPM will pull
source data on sales from Salesforce.com and Training Partner, calculate the
incentive earnings, and display that information in personalized dashboards.
"Our evaluation of sales performance management consisted of two parts,"
said Donna de Winter, CEO, Nexient Learning. "First, we examined building and
maintaining our own incentive compensation management solution. Second, we
looked at currently available software. Ultimately, we decided Varicent was
the right organization with the right solution to manage the complexity
inherent in Nexient Learning's sales compensation plans."
In evaluating the options available, Nexient ultimately chose Varicent SPM
- Extremely simple system administration, requiring minimal IT support;
- Single solution that included analytics, such as the ability to perform
ad-hoc analysis, 'slice and dice' information down to the transactional
level required by the sales and management teams;
- Advanced workflow capabilities to streamline approval, dispute and
- Planning and modeling features to help with future compensation plans.
By choosing Varicent SPM, Nexient gets an open-architected solution that
can link into numerous source systems such as CRM, general ledger, payroll,
ERP and more. Additionally, Varicent SPM brings territory management, quota
planning and performance analytics, vital SPM components that companies rarely
consider when building custom applications.
"Nexient gains not just automation of sales and incentive compensation,"
said Brian Hartlen, vice president of marketing, Varicent. "But, more
importantly, in a dynamic business like Nexient's, Varicent SPM provides both
the speed and flexibility to quickly create, manage and implement whatever
incentive compensation and bonus plans and processes they determine best for
Nexient Learning is taking a phased approach to deploying Varicent SPM. In
two phases, Varicent SPM will:
- Handle ICM for the company's entire sales force and well as the
- Calculate, track and report on Management by Objectives (MBOs) and
other bonus plans for non-sales employees;
- Leverage Varicent's Territory Management, Quota Planning and
Performance Analytics for incorporating performance management best
practices into Nexient's sales management processes.
Once fully deployed, Nexient's Varicent SPM application will integrate
with many different source systems and BI solutions, including Microsoft SQL
Server, Microsoft Dynamics and Microsoft PerformancePoint Server 2007.
About Nexient Learning Inc.
Nexient Learning Inc. is the largest corporate training and consulting
company in Canada. Nexient delivers the broadest choice of top caliber,
industry-recognized curricula in information technology, business process
improvement and leadership and business skills. Nexient's learning services
include learning management systems, curriculum development and strategic
consulting. With 17 locations across Canada, Nexient offers innovative
learning solutions in both classroom and online formats. Nexient is traded on
the NEX as "NXL.H". More information is available on the company's website at
Varicent Software Incorporated delivers the most innovative sales
performance management solution addressing the needs of business professionals
across the entire enterprise. High performing companies relying on Varicent
for better visibility and control of their complex variable compensation
programs, automating the assignment of territories, the collection and
approval of quotas, and reporting and analyzing sales performance include
Waste Management, KLA-Tencor, AAA, Sonus Networks, Manpower, Smith & Nephew,
Nexient Learning and many others.
For more information on Varicent, visit: http://www.varicent.com.
(C)2008 Varicent Software. All rights reserved. Varicent, Varicent SPM
and Varicent Composer are trademarks of Varicent Software.
All other trademarks and company names mentioned are the property of
their respective owners.
For further information:
For further information: Kelley Lynn Kassa, Varicent Software,
+1-617-600-4700, email@example.com, Web Site: