Practique, Europe´s leading specialist vendor of Incentive Compensation Management (ICM) software has successfully implemented a 500-licence ICM system at Cable & Wireless, one of the world´s leading international
communications companies. The system has been fully deployed across the company´s indirect and partner sales division, which include outsource partners, distributors and agents in the UK. This enables commission calculation to be both flexible and scalable to adapt to rapidly changing market trends and conditions. The positive impact of the UK pay plan on business performance has prompted immediate deployment of the system in Europe, the Americas and Asia Pacific.
Cable & Wireless wanted to invest in a highly flexible commissions solution capable of accommodating variable commission plans and scalable enough to manage rapid changes to the company´s business model whilst reducing
reliance on the IT department. Integrity was a key factor: the system would have to be accurate, Sarbanes Oxley compliant and auditable. Practique´s ICM software solution, INCA, met all of this criteria in a rigorous evaluation process which included enterprise vendors and prompted Cable & Wireless to move from its existing system which had been developed in-house.
"The implementation of Practique´s ICM system, INCA, came in under budget, on time and over delivered," said Raj Patel, Finance Director, Pipeline and Commissions, Cable & Wireless.
He continues, "We are delighted with INCA and the impact it has had on our business by addressing the challenges we previously faced. With INCA we were able to launch a business critical incentive just eight hours after the
initial brief. As a result in August we placed our largest monthly order intake this financial year. This is significant because it is double the amount we took in the same period last year, but more importantly it was in August, one of the quietest months of the calendar year. This clearly demonstrated this was attributable to the new incentive system and the ease with which new schemes can be set up on INCA."
Cable & Wireless previously ran separate commission´s schemes, but with INCA the company has a solution which will integrate the entire business from sales through to delivery. This will provide senior and sales management with access to vital data which will not only track business performance but implement incentives at relevant stages to promote productivity and revenue.
Jo Walker, Managing Director at Practique commented, "INCA is an expert ICM system and increasingly leading edge companies like Cable & Wireless are implementing this software to manage commission and bonus calculation. This is because Compensation Management tools deliver the scalability that business leaders need to move the business forward and deliver aggressive growth targets."
"Cable & Wireless is examining how it awards commission at all levels, not just sales. This forward thinking approach can truly drive performance and impact positively on the business. Incentives and rewards appropriate to
lifestyle aspirations is a trend we are going to witness more as the UK and Europe begins to embrace Incentive Compensation," Walker concluded.
Incentive Compensation Management software is no longer the preserve of enterprise organisations. An ICM solution from Practique is swift to deploy and ROI is expected between six to eighteen months.
About Practique
Practique is a privately held, UK owned company headquartered in Bracknell. Founded by Jo Walker and Steve Bowe in 1997, Practique is the author and provider of INCA, the Incentive Compensation Management application. For companies operating any form of variable pay programme, INCA is a vital support mechanism, introducing control, accuracy and end-to-end visibility of partner performance and compensation cost.
Practique´s clients include BT, O2, STA Travel and Royal Bank of Scotland.
The company is a ´best of breed´ vendor in the burgeoning ICM market, which is predicted to be worth $300m by 2010.
About Cable & Wireless
Cable & Wireless is one of the world´s leading international communications companies. It provides fixed and mobile voice, data, IP (Internet Protocol) and broadband services to business and residential customers, as well as
services to other telecoms carriers, mobile operators and providers of content, applications and internet services.
Cable & Wireless´ principal operations are in the United Kingdom, the For further information about Cable & Wireless, go to www.cw.com <http://www.cw.com>