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SPM Navigation & Success

David KohariVP, Strategic Services & Customer Success

Canidium

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Customer Success

About Canidium• Founded by industry veterans with 15+

years experience

• Based in Houston with 50+ expert consultants across North & Central America

• 100% focused on Sales Performance Management

• Partner with companies on a broad array of high value, ROI driving initiatives across the PM lifecycle

• Experience with all leading ICM & SPM solutions

• Vertical expertise includes: Insurance, Financial Services, Banking, Retail, Telco, Healthcare and Life Sciences

Design

Deliver

Manage

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Agenda

• Understanding the SPM Framework

• Establishing an SPM Roadmap

• Stage 1 – Celestial Bodies

• Stage 2 – Polarity and Cartography

• Stage 3 – Global Positioning

• Case Study – JM Family

• Lessons Learned & Key Takeaways

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From Point A to Point B…

• Every journey begins with the same 2 questions…

Point A: Where am I right now?

Point B: Where am I trying to go?

• Establishing an SPM Roadmap is not that different...

Point A: Current State Assessment

Point B: Future State Priorities and RequirementsVS

• What is the best way to get from Point A to Point B?

We submit that the roadmap will unfold in “stages” – an evolutionary (versus revolutionary) approach.

Each stage of that evolution will deliver more sophisticated “navigation” capabilities.

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The SPM Framework

Corporate Goals & Objectives

Sales Strategy

Report

Analyze

Report

Coach

Quotas Launch Admin Inquire Report

Design Target Accept Admin Report Inquire

Process

Technology

Organization / People

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The SPM Framework, Expanded

8. Analyze 7. Coach

1. Design

2. Target

3. Accept

4. Admin

5. Report 6. Inquire

Corporate KPIs

Financial Forecast

Market Intel

Account Plans

Comp Plans

Quotas

Coverage

His

toric

al P

erfo

rman

ce

Sign-off

Results

Results

Disputes

Source Data

Adjustments

Errors

Results

Errors

Results

Coaching

KPIs & Targets

Mod

el

Source Data

Source Data

Adju

stm

ents

Adju

stm

ents

Challenge: Lack of technology to facilitate plan

communication and acceptance.

Challenge: Time needed to access relevant data and implement report changes impacts ability to make plan

changes.

Challenge: Lack of automated way to

manage and analyze inquiries / disputes.

Challenge: Time to deliver payments lags industry benchmarks.

Challenge: Lack of automation to analyze results,

model plans, set and allocate quotas.

Challenge: Upstream data and process

dependencies slow comp processing.

Challenge: Lack of analysis impacts

ability to optimize SPM functions.

Challenge: No organized approach

to coaching.

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Stage 1

Stage 2

Stage 3

SPM Roadmap

Effectiveness

Accuracy Automation Acceleration

Efficiency

Execution

Pro

gra

m F

ocu

s

ROI Focus

Adaptation

Excellence

Self Service Reporting Compensation Administration Data Management

Quota & Territory Management Dispute Resolution Plan Communication

Plan Effectiveness Executive Dashboards Modeling & Forecasting

Current State

Future State

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Stage 1 – Celestial Bodies

• Q: What constellation is this?

• A: Ursa Minor, aka “Little Bear”

• Q: What is the significance of “Little Bear” in the history of navigation?

• A: As far back as 600 B.C., the Phoenicians were using Ursa Minor (and Polaris) for navigation purposes.

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Stage 1 – Focus on Execution

• Program capabilities delivered Data Management Compensation Administration Self Service Reporting

• Benefits Everyone has to start their journey here – it’s the foundation. Value proposition is focused on improvements in accuracy and

traceability (reduction in issues with source data, plan assignments, crediting and calculation errors, etc.)

• Challenges Tactical – gets the basic “blocking and tackling” under control. Reactive – no visibility into challenges that may be headed your way. Inflexible – doesn’t provide adaptability to those changing conditions.

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Stage 2 – Polarity and Cartography

• Q: Why “Polarity” and “Cartography”?

• A1: The magnetic polarity of the Earth allowed for the invention of the compass.

• Q: What is the significance of these scientific pursuits in the history of navigation?

• A: In the 14th century, the Chinese were the first to leverage the compass and map as navigation aids.

• A2: Cartography is the study and practice of making maps.

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Stage 2 – Focus on Efficiency

• Program capabilities delivered Quota & Territory Management Dispute Resolution Standardized Coaching

• Benefits Value proposition is focused on improvements in automation (reduction in

effort associated with Target, Inquire and Accept capabilities.)

• Challenges Still Tactical – likelihood is that this not yet viewed as a strategic function. Less Reactive – better visibility into challenges but more likely to be

process than program related. Less Inflexible – better adaptability but still not at the point of a fully

integrated SPM framework.

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Stage 3 – Global Positioning

• Q: How many GPS satellites are there orbiting the Earth?

• A1: 24, but only partial credit.

• Q: What was the significance of this particular achievement in the history of navigation?

• A: In 1994, with the launch of the 24th satellite (and a cost of $5B), the US deployed a solution that was global, portable and accurate to less than 100 feet for everyone at all times.

• A2: 32, but we’ve launched 62 total to date.

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Stage 3 – Focus on Effectiveness

• Program capabilities delivered Plan Effectiveness Executive Dashboards Modeling & Forecasting

• Benefits Value proposition is focused on visibility and acceleration (proactive insight into

plan effectiveness, enhanced modeling and forecasting to predictively measure plan changes, with trending and analysis provided to leadership to make data driven decisions.)

Proactive – full visibility into current challenges as well as the ability to predict how future changes will affect the plans.

Fast and Flexible – accelerated responsiveness both in terms of time to and cadence of payments.

• Challenges Starting the transition to strategic importance but likely to still be fragmented in

terms of approach.

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JM Family Enterprises

• JM Family Enterprises, Inc. is a diversified automotive company in business for 45 years

• Founded in 1968 by automotive legend and pioneer Jim Moran

• Headquartered in Deerfield Beach, FL

• No. 37 on the FORTUNE 100 Best Companies to Work For® list; ranked for 16 consecutive years

• Ranked by Forbes as the 27th largest privately held company in the U.S.

• No. 21 on InformationWeek 500 list of leading innovators in the United States

• Nearly 4,000 associates in North America

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JM&A Group

• One of the most successful nationwide Finance & Insurance companies

• Over 35 years in the finance and insurance business

• More than 34 million vehicle-related contracts sold since 1978

• Sold 3 million vehicle-related service & maintenance contracts in 2013

• 8.9 million contracts in force

• Relationship with more than 3,300 automotive dealerships and retail automotive outlets, which represent all manufacturer makes and models

• 1 in 10 vehicles in the U.S. includes a JM&A product

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Stage 1

Stage 2

Stage 3

SPM Roadmap

Effectiveness

Accuracy Automation Acceleration

Efficiency

Execution

Pro

gra

m F

ocu

s

ROI Focus

Adaptation

Excellence

Self Service Reporting Compensation Administration Data Management

Quota & Territory Management Dispute Resolution Plan Communication

Plan Effectiveness Executive Dashboards Modeling & Forecasting

Current State

Future State

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Lessons Learned and Key Takeaways

• Understanding the capabilities and the relationship of those capabilities is critical to having a full appreciation of the SPM framework.

• Most successful organizations take a phased, evolutionary approach to their SPM roadmap.

• Each stage of the journey results in additional capabilities with higher value realized from each advancement.

• The future of SPM will continue to evolve towards an integrated vision of performance management.

Thank you

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Speaker Biography

David Kohari | VP of Strategic Services & Customer Success• 15 year veteran in SPM with leadership positions at CallidusCloud,

Compensation Technologies, and Accenture.• Regarded in SPM industry as an expert in strategy, implementation

and customer success-focused services.• Known for his proficiency in SPM to assess the best solution to fit the

customer’s needs.