Conga Success Story
Conga Cut a Week Off Their Commission Processing Time
With 400+ commissioned employees spanning across multiple plans, teams, geographies, and currencies, Conga’s process for managing commission calculations in a spreadsheet was unsustainable for their small, yet talented finance team. Searching for a better solution, they were drawn to Spiff’s clean, intuitive interface — and more importantly, the ability it gave them to automate the end-to-end commission process. No longer spending over a week per month calculating commissions, they now direct more time and resources to valuable analytics that help grow their business.
- Reduced time spent on commission management by one week each month
- Improved trust among sales reps and across the company
- Provided senior leadership with enhanced visibility to drive smarter decisions
Conga’s company was growing fast— and their comp plans were far too complex— to manage sales commission in a spreadsheet.
Brett Van Zanten, Conga’s Senior Manager of FP&A and Compensation, oversees a team that manages commission pay for 400+ employees. They handled this task manually, tracking commission payouts in a spreadsheet— an approach that Van Zanten knew was unsustainable, considering the size of Conga’s staff and the complexities of their various commission plans.
Their process, which required pulling commission data from multiple sources and transferring it into each individual statement, took the team a full week every month to complete. They dealt with frequent disputes over inaccuracies, as they were unable to provide reps with any visibility into their compensation beyond their monthly statements.
Moreover, this lack of visibility hindered their ability to deliver actionable reports to senior leadership. Without a comprehensive view of quota attainment and deal status across their sales force, the company lacked the insights they needed to generate accurate forecasts, pipeline acceleration initiatives, and other vital business strategies.
Spiff helped Conga automate their commission management workflow and save the team a week of productivity per month. The hands-on implementation process enabled them to learn the platform quickly and instantly improve their commission process.
Van Zanten began evaluating commission vendors and instantly loved the look and feel of Spiff’s clean interface. When he explored the platform’s capabilities, he realized it was a perfect fit to solve the organization’s most pressing challenges: time spent on commission calculation and the poor visibility they were providing to reps and leadership.
Spiff’s automated commission calculations meant that Van Zanten’s team could save a week of productivity every month. Meanwhile, their sales teams would finally gain the real-time visibility into their sales commission that they’d been sorely lacking. Rather than wait until the end of the month, they could now see their commission earnings every time they closed a deal. Reps would no longer be in the dark: Spiff provided a real-time view of where they stood against their quotas and how close they were to reaching accelerators.
Van Zanten worked closely with Spiff’s implementation team, which enabled his team to hit the ground running. They quickly began to make plan enhancements and cobuild future plans, consulting Spiff University about any small tweaks and lingering questions they had as they learned the platform. The close collaboration allowed Van Zanten and his team to feel empowered to self-manage and make changes with confidence.
“Spiff Analytics has really enhanced the level of visibility that we have been able to review on our monthly commission calls to specifically drill into the largest opportunities, to make sure the right people are getting tagged to them, and that the payouts are accurate.”
Spiff’s intuitive interface and real-time integrations dramatically improved Conga’s commission visibility, providing greater transparency for reps and enabling leadership to make more effective business decisions.
The instant benefits of the Spiff platform were felt across Conga’s organization, from the reps who earn commission to the executives who make critical business decisions.
Fully integrated with Salesforce, the Spiff platform provides Conga’s reps with a single source of truth for the most current and comprehensive commission data — real-time data they know they can trust, thanks to the tracing functionality Spiff provides.
Likewise, managers can now track team performance at any time in one centralized location — a far cry from the monthly check-ins they were restricted to prior to utilizing Spiff. “Managers love to have a one-stop shop to see how their teams are performing,” Van Zanten said, “and reps have confidence in the data.”
This holistic, continuously updated information — and Spiff’s streamlined, intuitive visual dashboards — has also made a major impact on senior leadership’s ability to make more effective strategic decisions. They now receive comprehensive reports, powered by Spiff Analytics, rich with actionable insights, enabling them to forecast more accurately and make fast adjustments based on commission trends.
All the while, Van Zanten’s team is saving a full week per month, a week that used to be spent calculating commission and fielding questions or complaints about inaccuracies. They now spend that time on high impact activities, such as improving commission plans, creating new plans with a few simple steps, and performing valuable analysis that benefits sales reps, managers, and the business’s bottom line.
Conga crushes complexity within an increasingly complex world. With their revenue lifecycle management solution, they transform unique complexities for order configuration, execution, fulfillment, and contract renewal processes with a single critical insights data model that adapts to ever-changing business requirements and aligns the understanding and efforts of every team. For more information visit: conga.com.
Size of Sales Team