Varian Medical Systems sales representatives work off of a complex compensation process. The Palo Alto, California-based company, which manufactures radiation equipment and software for cancer treatment, may take more than a year to ship a $10 million piece of equipment. The transaction also involves multiple representatives, which adds to the complexity of the payout structure.

Once the company moved from spreadsheets to Varicent analytics software, the compensation process moved much more smoothly.

Calculating more quickly

“Once we went live with Varicent, we could do calculations more quickly,” Anna Sheldon, Varian Medical Global Sales Compensation program manager told theCUBE during IBM Vision. “We could push out preliminary data and let them give us feedback. The sales team could point out discrepancies, bonus issues, and we could react to that. We could get all of the corrections done and then send the payroll file. We eliminated costs and made the sales people happy.”