Shaw Industries Group Inc. Chooses Varicent for Variable Compensation Management and Planning

    2000 payees will use solution to manage variable compensation

    TORONTO, Sept. 23 /CNW/ -- Varicent Software, an innovator and provider
of sales performance management (SPM) solutions, today announced that Shaw
Industries Group has chosen Varicent SPM to track variable pay for 2000 payees
across its commercial and residential lines of business.
    Shaw Industries Group Inc. is a $5 billion subsidiary of Berkshire
Hathaway and is the world's largest manufacturer of tufted broadloom carpet.
With its previous process, Shaw spent a significant amount of time, resources
and costs to manage variable compensation. The company was also experiencing
challenges in accommodating plan changes, new plans or any type of new pay
structure because of an inability to compare scenarios and model strategies.
    "We wanted a quick return on investment as well as the ability to
position ourselves for business enablement so we can change with the market,"
says Roger Mathis, Corporate Sales Administration at Shaw. "With our
semi-automated process, we're spending 14 days a month managing compensation.
Our goals include reducing process costs, lessening dependency on IT
resources, increasing the payee's understanding of compensation calculations,
and eliminating errors and shadow accounting."
    Shaw chose Varicent because it provides a comprehensive approach to
incentive compensation, sales performance, quota management, and territory
optimization. Expected business benefits for Shaw upon implementing Varicent
SPM include:

    -- Eliminating security risks
    -- Minimizing legal exposure
    -- Increased efficiency
    -- Advanced Performance Analytics
    -- Minimized dependence on key personnel
    -- Improved modeling capabilities
    -- Improved links between incentive compensation and performance metrics
    Beyond the business benefits, the relationship between the Varicent and
Shaw teams was a key differentiator. "Varicent is more than another software
vendor; they are business people with similar opportunities to ours," says
Valerie Kilgore, Sales Administration Manager at Shaw.  "They understand the
importance of speaking our language and establishing strong connections at the
executive level. As a result, we are creating a partnership where Varicent is
helping us at both the transactional process and strategic levels."
    Varicent is equally excited about the opportunities inherent in the
partnership. "Having an industry leader like Shaw recognize the potential in
Varicent SPM is very exciting," says Brian Hartlen, Vice President, Marketing
at Varicent. "We look forward to the opportunity to help Shaw achieve sales
effectiveness through improved compensation management."
    Varicent, in cooperation with its partner Revelwood, is beginning the
engagement immediately, with go-live anticipated in early 2009. Shaw will
begin using Varicent's modeling capability right away to develop 2009 plans.
The first phase of the project involves automating compensation management for
the Commercial and Residential lines of business. Future phases are expected
to include Performance Analytics and Mobility.
    "The solution is more than a way to improve our transactional processes
so we pay people correctly," says John Godwin, Executive VP Residential Sales
and Marketing at Shaw. "It is a critical strategic tool that allows us to
combine world class technology with the differentiated expertise of the
Varicent team to enable our business in new and innovative ways."
    About Varicent
    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, American Century
Investments, Smith & Nephew, Nexient Learning, and many others.
    About Shaw
    Shaw Industries Group Inc., a subsidiary of Berkshire Hathaway Inc., is
the world's largest carpet manufacturer and a leading floor covering provider
with more than $5 billion in annual sales and approximately 31,000 associates.
Headquartered in Dalton, Ga., the company manufactures and distributes
carpeting, rugs, hardwood, laminate and ceramic tile for residential and
commercial applications worldwide. A recognized leader in environmental
stewardship, Shaw has implemented hundreds of sustainability initiatives and
cradle to cradle design solutions, collectively termed the Shaw Green Edge.
For more information, visit

    (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: Brian Hartlen, Varicent Software,
+1-416-987-1241,; Web Site:,

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