Building a Business Case for EIM
"In short, EIM drives business results…. In essence, EIM leverages two doorways into the company’s financial statements: achieving operational efficiencies, and ensuring sales performance."
This white paper uncovers the many reasons why organizations need an EIM solution, how to value those, and how to build the business case. The process for building a business case for EIM involves searching out all the ways that current compensation administration is lacking, identifying the pain felt around the organization, and costing out the effects of moving from the current state to a desired state.
Searching out company functions that feel pain around incentive plan administration will not only identify specific cost and revenue items to be addressed in the business case, but will help the EIM project manager gather key allies who will benefit from an EIM solution.
The business case for EIM involves three main steps:
- Identify who feels pain around Sales Compensation and why
- Using the pain points identified, analyze current vs. desired state of revenue, and expense outcomes to be achieved
- Create the business case as a prelude to a full Cost-Benefit Analysis
Every organization will have different pain points around the administration of sales compensation. Pain points result from many business, technology and cultural factors.
While no two companies are identical, pain points around sales compensation administration and sales performance management can be found in a variety of organizational functions. The business case goal is to find those pain points, value them, and create a future state that reduces expenses and drives revenue. In doing so, a cross-functional team will be created that will drive support for the EIM project from diverse parts of the organization.
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