Tapjoy Success Story

Summary

By implementing Spiff, the Tapjoy team reduced time spent on managing commissions by 3X, largely in part of Spiff’s ease of use. The Spiff platform allows Tapjoy to provide visibility and transparency into commission statements and sales data, enabling trust between the sales team and the organization. This has cut down on the amount of time spent on disputes between sales and finance, allowing the two teams to focus on other mission critical tasks.

Key Results

• Reduced time spent on managing commissions by 3X
• Improved trust among sales reps and the company
• Increased visibility and transparency into the commissions process

The Challenge

Manual commission management limited visibility and transparency into the commission process for sales reps.

Prior to Spiff, the team at Tapjoy had a very manual solution in place to manage their commission process. They had to spend a lot of time figuring out workarounds to get the solution to work for them, but it never worked in the way they needed it to.

“Our old process was very manual. We did everything in Excel and only used our old platform to upload what sales reps were getting paid, just for them to be able to login and see they were getting paid X amount of dollars,” explained Mark Guilday, Revenue Operations Manager. “If reps had any questions about their commission statements, they would have to ask finance because there was really no way to know in the old platform. Finance would then have to send the Excel file.”

The Solution

Spiff provided visibility and transparency into commission statements and sales data, becoming the single source of truth and increasing trust throughout the organization.

Since implementing Spiff, reps have gained a lot of insight into the data within Spiff through the traceability features. “In our old instance, it really just showed what the adjustments were as a whole gross number and what reps were getting paid,” stated Guilday.

“With Spiff, reps get insight into every single account. So, if there was an adjustment made on an account, they can reach out to finance and ask questions, as opposed to before they would have to ask for a breakdown of all of the adjustments because the gross number made no sense to them.”

Not only is Tapjoy utilizing Spiff to improve their commission process, they also use the platform as their single source of truth. The sales team can track their deals, check their goals, and communicate with management all within the Spiff tool.

Spiff also spot checks the finance team’s math. Prior to having Spiff, the sales team had to just trust the finance team regarding what they were getting paid, creating a lot of disputes. This has enabled reps to trust the company more since they know they’re getting paid accurately for their hard work.