For both parties, the biggest challenges of the project included the integration with data warehouse and reconciliation of sales data. The latter came from many sources within Idea Bank’s systems and so it was essential to develop a mechanism to reorganize and merge them.
Comarch Commission & Incentive is now powered from two sources, but on the system side there is an integrated and consistent set of data, on the basis of which all commissions can be reliably calculated.
Another issue to contend with was modeling a complex, banking sales network and developing tools that would allow flexible settlement. Although the bank’s distribution network consists of many, often intersecting channels, the Comarch team was able to provide a system in which individual parts of the network can be treated independently.
The Comarch commission engine proved to be flexible and customizable enough for Idea Bank to configure the entire incentive compensation plan on their own. Because the whole mechanism is largely understandable to bank’s employees, Comarch support was limited only to short training sessions and individual guidance during the configuration process.
During eight months that went by from the analysis phase to the system launch, the bank has also gained more efficient use of human resources – as employees can now focus on their sales activities instead of being barraged with spreadsheets and invoices. Apart from that, all network data is stored in one, central place.
Lastly, transparent incentive programs that are now in place result in an increased sales performance. All bank’s sales network units have access to realtime information on sales and commissions. Automated network management allows fast changes in the network structure and commission calculation rules, which not only influences performance but also shortens time-to-market.
