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Cognizant is an American multinational technology company that provides business consulting, information technology and outsourcing services. It is headquartered in Teaneck, New Jersey, with annual revenue of over $16B.
Before:
Challenges with Original Sales Planning and Incentive Compensation Management Implementation
In 2020, Cognizant underwent an initial implementation of Anaplan for sales planning, associate attainment tracking and reporting, and incentive compensation management. To overcome the implementation challenges, Cognizant enlisted Spaulding Ridge’s expertise to conduct a comprehensive assessment of the existing model. The goal was to identify areas for improvement based on best practices. As a result of this assessment, a detailed list of both functional and technical enhancement opportunities was compiled. All parties agreed that implementing these recommendations would pave the way for a re-vitalized model, ready for the 2022 planning cycle.
Solution:
Optimized Planning Model with Improved User Experience & Target Tracking
Building on the assessment findings, Cognizant embraced a new approach to revitalize its sales planning model for the 2022 planning cycle. This endeavor included the active involvement of internal members from the Cognizant organization. Their contributions provided valuable insight into technical configurations and functional requirements. Functionally, the new models are easier to use for sales planners and sales associates, and new functionality was developed to carefully log all target and attainment changes over time.
After:
Transformed Data-Driven Model for Strategic Sales Planning
The revitalized model brought forth several positive outcomes for Cognizant. The flexible architecture allowed data-driven changes to the sales planning process, significantly increasing its adaptability. Moreover, with account target logic now based on multiple data sources, planners received real intelligence and guidance for setting targets, leading to more informed decision-making and improved performance.
