The ability to easily and accurately credit sales transactions is one of the critical functions of any sales incentive compensation system. Centive is the only on-demand sales compensation management vendor to automate the full suite of crediting capabilities, including split, rollup, team-based and direct crediting, and enable Sarbanes-Oxley (SOX) corporate compliance of the crediting process. Compel Automated Credit Assignment™ enables customers to perform all crediting within Compel® from a single input transaction. Thus Compel, Centive’s flagship solution for on-demand sales commission management, removes the need for customers to process transactions outside the solution and eliminates time-consuming and error-prone manual processes or IT-heavy work-arounds. Compel replaces outdated processes with best practices supported by fully automated commission credit processing within the core solution. Unlike on-premise solutions, Compel requires no custom code for credit processing and eliminates exposure to the high costs of specialized staff and related turnover. Compel empowers business users to be self-sufficient and manage crediting rules independently from technical staff.

Crediting Methods

Compel Automated Credit Assignment supports all four crediting methods used in sales incentive compensation plans.

• Direct credit – determines the salesperson of record.
  • Example: all deals sold in New England are attributed to a specific sales person.
• Split credit – divides credit among multiple people based on a “split” relationship.
  • Example: two people selling different products in each other’s territory divide the credit for all sales in the territory.
• Team credit – pools credit from a variety of sources, compares it to the team’s quota and commissions the team members appropriately.
  • Example: the sales engineering team is commissioned on the net sales of the entire sales team.
• Rollup credit – determines credit based on a manager-subordinate relationship.
  • Example: the Director of Sales has a quota and all the sales of their subordinates contribute to its achievement.

Automated credit assignment matters because it

• Enables Sarbanes-Oxley corporate compliance by providing audit-ability of all crediting rules and changes made to those rules over time
• Eliminates the intensive pre-processing required by other solutions
• Fosters best practices and eliminates errors associated with manual crediting
• Supports the complexity of your business rules without the need of custom build and custom code
• Empowers business users to be self-sufficient and manage crediting rules independently from technical staff
• Eliminates exposure to the high costs of specialized staff and related turnover.

To learn more about Compel and the benefits of automated credit assignment, follow the links below.

The Business Web has transformed the software industry – but what’s next? Hear firsthand an expert panel of salesforce.com partners and customers, and venture capitalists as they share their on-demand experience and ideas for continued success. The panel will take place at the Dreamforce Partner Summit on Wednesday, September 19, 2007 in San Francisco.

As a panelist, Centive’s CEO Mike Torto, will share Centive’s pioneering experience in the transition from a client-server company to a true on-demand provider. As the recognized leader in on-demand sales compensation management, Centive was the first to launch a SaaS-based solution in the industry and other vendors followed. Centive is also the first certified salesforce.com AppExchange partner in sales compensation and an inaugural member of the first salesforce.com Incubator.

For the third consecutive year, Centive sponsors Dreamforce, salesforce.com’s premier user and developer conference and the on-demand event of the year. The conference includes four full days of on-demand innovation, best practices and networking. It will take place from September 16 - 19 at the Moscone Center in San Francisco.

To learn more about Centive and its leading on-demand sales compensation management solution, Compel, stop by booth #225 at the Dreamforce Expo between September 16 and 19, or follow the links below.

Gartner, the leading information technology research and advisory company, reviews market growth, trends and key vendors in the latest industry report “MarketScope for Sales Incentive Compensation Management Software” published in July 2007. The research report estimates that the incentive compensation management market captured approximately $250 million in revenue worldwide in 2006, and continues to grow “by at least 15% year over year”. Centive receives a “Promising” rating for its success in on-demand sales incentive compensation management.

The Gartner MarketScope provides an overview of Centive, and highlights several of the company’s accomplishments, such as achieving success as an early adopter of SaaS “by establishing visibility, winning new clients, earning references and demonstrating value”.

“This impressive rating marks the latest in a series of research reports from leading analyst firms recognizing Centive’s leadership in delivering the market’s first true on-demand solution, our success in acquiring customers across a broad range of industries and our commitment to providing customers with the highest levels of service”, said Mike Torto, president and CEO at Centive. “We are excited to be recognized for our success and growth in the marketplace, but even more pleased with the strong endorsements we receive day after day from our customers”.

Gartner also provides an evaluation on the sales incentive compensation market in general, awarding an overall market rating of “promising”. This rating is based on Gartner’s finding that while the sales ICM market is relatively small, the market potential is significant and growing rapidly as “enterprises recognize the value of prepackaged Sales ICM systems”.

Centive’s flagship solution, Compel®, provides award-winning on-demand sales compensation management based on automating the entire sales compensation process - "From Prospect to Paycheck"®. Compel provides a single, integrated solution for designing, managing, optimizing and communicating sales incentive compensation to increase plan effectiveness, sales performance, revenue and profitability.

To learn more about Compel and the benefits of on-demand sales compensation management, follow the links below.