Emburse Success Story
Emburse Increased Confidence in Commission Calculations by 100x
As Emburse, the global leader in spend optimization, was actively growing and evolving, they came to a crucial realization: their commission management process also needed to evolve. They were still using a spreadsheet to calculate commission for half of their organization and Xactly for the other half— a process that typically took ten days and was plagued by frequent errors, which diminished their sales reps’ trust in the accuracy of their commission statements. Spiff’s platform enabled them to earn substantial time savings and increase confidence in their calculations— while providing the flexibility they needed in the midst of major change.
- Decreased commission processing times by 80%
- Increased confidence in their commission calculations by 100x
- Redirected time and resources to projects that added value to the business
A slow, error-prone commission process caused sales reps to distrust their statements and hindered Emburse’s growth.
Emburse was experiencing rapid growth and undergoing significant changes as an organization because of it. In order for the company to grow at a consistent pace, every department needed to become more agile, with streamlined processes that were built to adapt to constant change. Jolena Juers, Director of FP&A, knew this urgent priority wasn’t being met when it came to their commission management process.
They had been calculating sales commission using two separate workflows — utilizing Xactly for half of the organization and an Excel spreadsheet for the other half. This process was incredibly time-consuming, preventing Juers’ team from focusing on more valuable projects that would support the business during a critical growth period.
“It took four people — my entire team — ten days to calculate the commission statements for our organization,” Juers said.
The fractured nature of their commission process led to a number of errors and inaccuracies. Their sales reps — who had no visibility into the status of their commission until they received an Excel file on the day they were paid — were rapidly losing confidence in the finance team’s calculations.
Emburse needed a highly flexible solution that could evolve and grow with the company — which made Spiff a perfect fit. After a smooth implementation process, Emburse was able to not only reduce commission calculation errors but also save valuable time and resources.
As she evaluated commission vendors, Juers recognized Spiff as the most well-equipped to solve her team’s two critical problems: a slow, overly complicated commission process and the lack of confidence due to frequent errors it created.
Spiff’s ability to automate calculations dramatically reduced the time Juers’ team spent processing commissions every month. And with accurate, real-time commission data, the finance team was finally able to gain the trust of the sales team.
Right away, Spiff provided a degree of familiarity, as its Excel-like formulas were easy for Juers’ team to quickly understand. More importantly, the platform offered the flexibility that Emburse’s evolving organization required. Their commission plans were constantly changing, so they needed a truly dynamic solution — and Spiff made it easy to update commission plans with a few simple clicks.
Spiff’s “spectacular” implementation team immediately made Juers’ team feel comfortable with the platform, laying the foundation for them to quickly build and iterate commission plans on their own. And, instead of going back to the implementation team when she had a question or needed to reimplement a change, Juers consulted Spiff University and quickly found the answers she was looking for.
“The analysis I have time to do now, versus what I was doing before, is incomparable. It’s way more helpful for my organization for me to spend time on how we can drive business — versus manually tracking on an Excel spreadsheet.”
Spiff’s real-time, accurate commission calculations won the trust of Emburse’s sales reps, while enabling their finance team to become a key contributor to the business’s growth.
It didn’t take long for Emburse to see results that proved Spiff was well worth their investment. Commission processing — which previously took ten days of work by all four members of Juers’ team — now took two days to complete and only required two team members, which is an 80% decrease in time spent.
That substantial amount of time saved meant that Juers and her team could focus on proactively adding value to the business, performing in-depth financial analysis instead of tedious data entry and Excel troubleshooting. Their team now spends their time forecasting, a much needed focus for their actively growing and evolving organization.
“The time you will get back is well worth the value added that you can contribute to your organization,” Juers said.
Meanwhile, both the finance team and the sales organization finally gained confidence in the accuracy of their commission data. Sales reps could now see the status of their commission payouts in real-time — and if a rep raised a question, Spiff’s tracing functionality enabled the finance team to quickly walk them through their commission history and develop a better understanding of their overall compensation.
This enhanced visibility didn’t just win the trust of the sales organization; it also produced a positive change in rep behavior. Reps now had comprehensive insights into their commission, where they stood against their quotas, and what they needed to do to hit their specific sales targets. Likewise, real-time visibility into commission data empowered the finance team to more accurately project their cash flow. As Juers puts it: “My confidence in the numbers with Spiff is 100 times what it was with our previous process.”
Emburse is the global leader in spend optimization. Our expense, travel management, purchasing and accounts payable, and payments solutions are trusted by more than 12 million business professionals, including CFOs, finance teams, and travelers. More than 18,000 organizations of all sizes in 120 countries, count on our intelligent automation, sophisticated analytics, and unmatched spend control to streamline processes, increase spend visibility, enhance compliance, for better financial outcomes.
For more information, visit emburse.com.
Size of Sales Team