Varicent Reimplementation Case Study at Varian

This case study details the reimplementation of Varicent at Varian, a provider of cancer care technologies. Initially, Varian implemented IBM's ICM software in 2012 to automate sales compensation across various regions. However, the system proved inadequate for Varian's specific business scenarios, leading to significant manual administration and delayed commission payments. To address these challenges, Varian engaged SpectrumTek to evaluate their operations and recommend a new strategy. The result was the SIP Transformation project, aimed at simplifying, standardizing, and automating commission processes. The project was executed in two phases over ten months, focusing on stakeholder collaboration and system redesign. The reimplementation led to a significant reduction in calculation time from over 15 hours to less than one hour, improved reporting clarity, and expanded global operations. The project successfully addressed complex sales compensation needs and established a more efficient and scalable commissions platform.