Pillar Data Systems Increases Sales Performance
Reduces commisison processing time by half
Headquartered in San Jose, California, Pillar Data Systems is a leading vendor of midrange and enterprise network storage systems. With offices throughout the US and Europe, the global company has a rapidly growing sales force organized in direct and channel sales.
Challenge
Due to its success the company has experienced rapid growth over the last few years and as the company’s size and revenues increased Pillar realized they had outgrown their in-house sales compensation system. Managing commissions with spreadsheets proved to be inefficient, time-consuming, error-prone and inconsistent. The company needed to accurately measure sales performance and motivate an explosively growing sales team while ensuring an efficient and Sarbanes-Oxley compliant sales compensation process.
Strategy
The company’s sales operations team recognized that a centralized, automated solution would be needed to best support the its growing sales force. Following an extensive evaluation of new potential solutions, including both on-premise and on-demand models, Pillar chose Centive Compel, the most widely-used on-demand sales performance management solution.
Results
With Compel, Pillar increased sales performance by providing sales reps with visibility into performance metrics and accurate and timely commission payments. They also reduced commission processing time by half and eliminated 40 hours per pay period previously spent in manually preparing and distributing commission reports. Pillar Data Systems successfully met its SOX compliance needs in commission accounting.
“With Compel, Pillar Data Systems increased sales rep trust and motivation by providing them with visibility into performance metrics and accurate and timely commission payments. Our sales team is focused on their plans rather than worrying about their commission earnings.”
Curt Wittich, VP Worldwide Sales
Pillar Data Systems achieved its sales compensation and sales performance goals with Compel. They are pleased with the quality of service provided by Centive and appreciative of Centive’s commitment to their continued success. Compel has emerged as a central part of Pillar’s overall business performance plans.
To learn how Compel can help you achieve best-in-class sales performance, follow the links below.
