Cost-Effective SPM Process Implementation Case Study

This case study details the implementation of a Sales Performance Management (SPM) process by Harmonic Inc. in collaboration with SpectrumTek. Initially, Harmonic engaged an IBM-certified partner to automate their commission operations using IBM ICM. However, due to significant changes in business needs, the original implementation failed to meet expectations. In response, Harmonic issued a request for proposal (RFP) and chose SpectrumTek for a reimplementation project, which was completed in four months. The challenges faced included a lack of internal resources and specialized expertise, leading to the decision to utilize SpectrumTek's Managed Services. This approach resulted in a significant reduction in dispute counts and timely rollouts of fiscal year changes. The case study highlights the benefits of outsourcing to a specialized partner, enabling Harmonic to align their commission systems with business strategies effectively.