Bynder Success Story

Summary

Since implementing Spiff in early 2021, the Bynder team has spent less time on commission-related administrative tasks which freed up valuable bandwidth to focus on selling activities. Spiff’s intuitive platform gives quota-bearing employees, managers, and admins visibility and transparency into the commission process, creating more trust and increasing motivation across teams.

Key Results

• Decreased the time to process quarterly commission calculations across teams
• Increased visibility into the commission process
• Reduced ad-hoc questions from quota-bearing employees and their managers
• Improved trust across the organization and between departments

The Challenge

Manual commission management caused trust issues and provided zero visibility or transparency into the commission process.

Prior to Spiff, the Bynder team was using Excel to manage their commission calculations. Though sales reps had access to Salesforce to see how much annual revenue they closed, there was a desire to make the commission process  more accessible and easier to understand. Too much time was spent manually reconciling commission payments instead of spending time in front of customers.

“Lack of visibility and transparency into the commission process was an administrative burden,” stated Dane Voboril, Vice President of Revenue Operations at Bynder. “You are having to answer questions about commission calculations. We felt the pain of not having a more automated solution in place, especially as our sales team continued to grow.”

The team at Bynder realized they needed to find a solution that would lessen the administrative burden and provide teams with visibility.. After an extensive search across multiple vendors, Bynder narrowed down the choice to two platforms.  In the end, the team decided to go with Spiff due to the ease of use for admins and the simplicity on the front end for users and managers.

The Solution

Spiff was introduced to seven different teams over the course of two quarters with support from multiple stakeholders across Bynder.

The first step of the implementation was to review and understand Bynder’s commission plans in depth. Given the dynamic nature of the business and fast growth of the team, there were many exceptions and one-off rules that needed to be considered within the Spiff framework. The Bynder team worked closely with Spiff to set up clear, easy-to-understand commission plans.

The most significant improvement came with the launch of Spiff’s commission statements.  The statement includes all relevant  plan components for both the quarter and the year.  Managers can easily see individual statements in one glance or dive into an individual rep’s plan to understand how close they are to a target or payout tier. This visibility provides important context for 1:1’s and pipeline reviews.  Both the rep and manager can clearly see the impact of one or two deals on their quarterly attainment and against annual goals and kickers.

“Spiff gives our sales reps and managers visibility into their commission statements so they can not only see what they’re making, but also their potential earnings and calculations for the quarter and the full year,” explained Voboril. “It’s front and center for them so it drives that motivation, which is the goal of a successful commission plan.”