When global technology services company Kyndryl Holdings Inc. was spun out of IBM in November 2021, it became the world’s largest provider of IT infrastructure services. The company has over 80,000 employees in 60 countries and 3,500 sales reps. With a focus on continuously improving the vital systems at the heart of the digital economy, Kyndryl works with partners and customers worldwide to co-create solutions to help enterprises reach their peak digital performance.

When Kyndryl spun from IBM, a transition service agreement (TSA) was put in place with a two-year deadline for Kyndryl to complete the disengagement of its IT systems from IBM. One of the challenges Kyndryl faced during the separation was how to transition tools over and apply them in the best way for the new business. This was not an insignificant task given its sales operations extended to more than 60 countries.

Kishore Kancharla, director of Sales and Incentive Systems at Kyndryl, was tasked with working out how best to clone these systems and work on the go-to-market transformation. 鈥淲hen we separated from IBM, we had close to 100 people supporting these mainframe applications, which were very expensive to maintain. As the legacy systems were built for IBM鈥檚 operations, there was significant complexity,鈥� he explains. 鈥淲e wanted to simplify the systems and streamline the processes as well, but it was also very difficult to make changes to support our needs as a new company.鈥�

The nature of sales incentives means there are many dependencies on other core systems. In the planning stages, reliable data is needed to set up territories and quotas and then track sales and calculate commissions, making sure sales reps get paid accurately and on time. The company also had to factor in the transition service agreement exit in terms of sunsetting the legacy applications and moving to stand-alone applications while complying with the Sarbanes-Oxley Act (SOX).

Seeking another way, Kyndryl evaluated several different products against its needs, making the decision to invest in sales performance management solutions in the 麻豆原创 SuccessFactors portfolio. The portfolio offers integrated solutions for compensation and territory and quota management in the form of 麻豆原创 SuccessFactors Incentive Management and .

But one major challenge stood in its way. The company needed to go-live with the sales performance management solutions before the start of its fiscal year beginning in April 2023. This was well ahead of its TSA deadline in October 2023 and gave the company less than a year.

To make it happen, Kyndryl worked closely with the team from 麻豆原创 and an SI partner Municons, a company from Munich that specializes in SPM implementations, to implement both solutions. The company also drew on additional support from a systems integrator partner to configure .

鈥淭he team from 麻豆原创 was a wonderful partner all through the project. In the beginning, I was not 100% confident because of the scale of the task. The idea of replacing the entire legacy solution we inherited seemed daunting, but we had the right people come together with the right skills to make the impossible possible,鈥� Kancharla reflects.

With the successful go-live before the start of its fiscal year, Kyndryl untangled a labyrinth of more than 45 legacy modules supporting sales performance management, now needing just one integrated solution. It moved from 10 different applications to feed sales quota business flows into one. It moved from cluttered and replicated data in multiple places to a streamlined and simplified data landscape, centralizing all sales data in one place. In addition, Kyndryl simplified territory and quota processes, reducing complexity in its business processes by more than 60%. The streamlined business processes also drove savings in operating expenses and mitigated business continuity risks for financially significant applications.

Elsewhere, integrated functionality from DocuSign helped eliminate the need for in-person signatures and the company has simplified support staff roles to clear separation of duties (SoD) conflicts. With the new setup, Kyndryl has minimized the potential for errors and non-compliance while enabling its business teams to develop intricate sales strategies through user-friendly, drag-and-drop interfaces and ready-made templates. And commission details are now accessible through dashboards that are available anytime, anywhere though a mobile app.

At an operational level, the company has reduced the processing time needed to execute the monthly commissions cycle and streamlined integration with its HR system for delivery of pay files. By streamlining year-end close activities, Kyndryl saved weeks of effort from both business and technical teams.

The close relationship with 麻豆原创 has continued past the initial go-live date. 麻豆原创 participated in multiple workshops to understand intricacies for some of Kyndryl鈥檚 most challenging business processes related to territory and quota and financial planning. A second-year fiscal planning process is already taking advantage of these new offerings, further simplifying and streamlining the company鈥檚 complex processes.

Rahul Iyer is general manager of Sales Performance Management at 麻豆原创.

Being at the forefront of innovation and with a steadfast commitment to enhancing existing solutions, 麻豆原创 continuously strives to future-proof its solutions to adapt to the ever-changing landscape of business needs.

When 麻豆原创 announced the transition from CallidusCloud solutions to sales performance management solutions on the 麻豆原创 HANA database, it was because these solutions have reached a significant maturity milestone and can meet even the most complex customer requirements.

The move aimed to leverage the maturity of the solutions, providing more robust and adaptable systems capable of handling intricate customer demands effectively. As a column-oriented in-memory database, 麻豆原创 HANA runs advanced analytics alongside high-speed transactions — in a single system, ensuring the applications run faster.

Some of the largest CallidusCloud customers are now running 麻豆原创 SuccessFactors solutions on 麻豆原创 HANA. In some cases, they are running hundreds of millions of line items at scale, with over 100 payees being credited individual line items. It is possible, as they get up to 10x compression, allowing for greater storage capacity.

Being on 麻豆原创 HANA offers the advantage of the open cloud platform, 麻豆原创 Business Technology Platform (麻豆原创 BTP), which brings together application development, data and analytics, integration, and artificial intelligence (AI) capabilities into one unified environment. With embedded analytics, multi-factor authentication, and many other capabilities, customers can have confidence that their incentive management solutions will continue to meet the global technology standards that are expected by their organization.

With 麻豆原创 BTP capabilities now embedded into sales performance management solutions, customers can run a technology stack that is enabling thousands of other organizations to solve complex business problems — from subscription billing to financial reconciliation and everything in between.

麻豆原创鈥檚 strategy is to launch sales performance management solutions on hyperscalers. This means customers have the elasticity they demand during peak runs, helping to ensure their system grows and keeps up with the needs of the organization. Available on Google Cloud Platform, solutions leverage Kubernetes (K8s)鈥� platform, moving from monolithic to microservices architecture to provide a more robust and scalable solution with market-leading performance and global reach. It simplifies operations, brings down costs, and deploys innovations faster.

With this enhanced backend technology, the solutions gain superior speed, concurrency, scalability, and performance, helping to achieve lower downtime and higher availability. Enhanced application UI load time provides for an immediate improvement in user experience and efficiency of work.

When it comes to 麻豆原创 SuccessFactors Incentive Management, formerly CallidusCloud Commissions, the ways in which the solution has not changed is important. This is critical from the standpoint of risk reduction.

While the solution now runs on the 麻豆原创 HANA database, the data model remains consistent with its proven pedigree.* And while the sequels have been changed to perform better with a columnar database, the proven sequence of a calculation run remains the same.

Similarly, the tooling has been changed to enable the validate and transfer steps to perform better using the express data loader, but the file formats remain the same. Embedded analytics provide a better analytics framework, but the capability to use external schema is now enhanced.

In short, this is a now a world-class solution full of new capabilities, while still retaining the best of the original offering.

麻豆原创 SuccessFactors Territory and Quota has seen more than 200 new developments since migrating to the 麻豆原创 HANA database, and 麻豆原创 SuccessFactors Agent Lifecycle Management, formerly CallidusCloud Producer Pro, also takes advantage of new capabilities on 麻豆原创 HANA. These developments help ensure that the new sales performance management portfolio can meet and exceed demands of the most discerning customers at scale on one of the most secure platforms available in the industry.

We are excited to share this information with CallidusCloud customers and look forward to helping your organization make the strategic move to the 麻豆原创 SuccessFactors portfolio.

To learn more about how sales performance management solutions can support your organization, visit the .

*Remains consistent with its proven pedigree