Sensor Tower Success Story

Summary

Sensor Tower relied on a manual process for calculating commissions. This wasted several hours each pay cycle, and resulted in errors, and confused reps.  Sensor Tower decided to overhaul their commission process. After evaluation, Sensor Tower selected Spiff to help them optimize for efficiency and transparency and they were up and running in 37 days. Since their rapid implementation, Sensor Tower has used Spiff to save more than 15 hours processing commission each pay cycle. They’ve also decreased manual errors and given reps the visibility they needed into commissions.

Key Results

• Decreased commission processing time by more than 50%
• Implemented Spiff in just 37 days
• Improved rep transparency and visibility within 90 days

The Challenge

Spreadsheets were no longer supporting Sensor Tower’s growing team.

Sensor Tower’s manual commission process meant exporting data from Salesforce and NetSuite, then calculating or adjusting in Excel. It was cumbersome, time consuming, and vulnerable to errors. Handling approvals by email and Slack slowed down the process even further, while simultaneously creating a lot of noise for sales, operations, and finance teams. It was also difficult for reps to understand their commissions.

“It was pretty tough to manage and because of the nature of the data, reps didn’t have good visibility into their numbers,” said Zach Harris, Sr. Sales Operations Manager at Sensor Tower.

As the leading digital analytics and marketing intelligence platform, Sensor Tower, who was in hypergrowth mode, needed a new system for commission processing that would complement their data-centric organization and keep up with their rapidly expanding team.

The Solution

Sensor Tower implemented Spiff in 37 days and saw immediate success.

After selecting Spiff to simplify and streamline commission processing, the Sensor Tower team had an aggressive goal of launching Spiff to their UK team at the start of Q4 to calculate Q3 commissions– a six-week turnaround. Both parties knew the challenge in front of them but worked together to accomplish this mission.

“Our implementation was quick and aggressive,” said Harris. “It was also a two-way street. It’s not just on the vendor itself to get it done. I knew what I had to do to ensure we stuck to the timeline and hit that goal.”

Harris found Spiff’s Customer Readiness Survey and communication via Slack helped speed up and streamline the implementation process.

Once Sensor Tower’s sales team realized how easy Spiff was to use, their spreadsheets were history. With dramatically increased visibility, sales reps began using Spiff to drill into each part of their comp plan to get a more granular view of what they were getting paid. Within the first 90 days, the Sensor Tower team noted an increase in transparency and accuracy.