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Obero SPM

A software system designed by Obero Solutions.
Questions about Obero SPM? Call (800) 827-1151 and talk to a software expert now.

Sales Performance Management (SPM) is rapidly becoming a strategic initiative in the Banking and Financial Services industry due to constantly evolving business models, increased competition and stricter regulatory and compliance requirements.

Obero SPM helps Banking and Financial Services organizations streamline their Sales Planning, Execution and Optimization processes by providing the required tools to effectively manage sales performance. Its comprehensive functionality, which includes Sales and Revenue Management, Territory and Quota Management, Workforce Management, Incentive Compensation Management and Profitability Management, provides organizations with a solution that supports the end to end sales performance life cycle; automating processes for the Offices of Sales, HR and Finance.

PRODUCT FEATURES

  • Flexible On-Premise or Cloud Deployment Options
  • Certified Integration withCRM, ERP, HCM, CPM, CPQ and SCM Systems
  • Pre-Built and Extensible Rapid Deployment Apps
  • Sophisticated Business Rules Calculation Engine
  • Comprehensive Process Management, Workflow and Collaboration Functionality
  • Cutting Edge Security and Data Encryption
  • All-Inclusive Auditability, Activity Tracking and System Monitoring
  • Intuitive Excel-like User Interface
  • Robust Modeling and Analytical Capabilities

DRIVE SALES PERFORMANCE

  • Analyze sales performance across all lines of business and channels
  • Improve forecasting outcomes by mining sales data to calculate revenue potential
  • Accelerate the time to redraw and balance territories and quotas while reducing the time to introduce new products by market or region
  • Retain top income producers with aligned pay for performance
  • Improve communication between management and the sales force, agents and brokers regarding special sales incentive programs, SPIFS, etc.
  • Manage internal referral business crediting & reporting
  • Increase assets under management, accelerate fund growth and maximize loans and deposits by coaching and incentivizing sellers

PROPEL GROWTH THROUGH INNOVATION

  • Enhance agility by aligning enterprise-wide sales processes
  • Improve accuracy by automating historically manual sales planning processes
  • Model scenarios and conduct what-if analysis to project future outcomes
  • Accelerate continuous improvement with data-rich analytics
  • Manage aggressive growth strategies while controlling costs

GAIN FULL TRANSPARENCY

  • Increase sales visibility across all lines of business and channels
  • Improve communication and understanding of goals and objectives
  • Enhance the transparency of compensation terms, rules and results

MEET COMPLIANCE REQUIREMENTS

  • Reduce risk through governance and compliance (Dodd-Frank, Federal Reserve)
  • Manage workforce credential and onboarding requirements
  • Align incentive compensation cost recognition with revenue recognition

Incentive Compensation Management

Obero SPM Incentive Compensation Management (ICM) provides organizations with a flexible and easy-to-use solution to design, manage and optimize their incentive compensation programs.

Key benefits of implementing Obero SPM Incentive Compensation Management include:

  • Increased sales effectiveness by aligning incentive compensation design with overall sales strategy.
  • Decreased administrative and over-payment costs by automating the end to end process.
  • Increased sales productivity by reducing unproductive “shadow accounting” time through enhanced transparency.

OBERO SPM OVERVIEW

Obero SPM helps organizations streamline their Sales Planning, Execution and Optimization processes by providing the required tools to effectively manage sales performance. Its comprehensive functionality, which includes Sales and Revenue Management, Territory and Quota Management, Workforce Management, Incentive Compensation Management and Profitability Management, provides organizations with a solution that supports the end to end sales performance life cycle; automating processes for the Offices of Sales, HR and Finance

ICM ADMINISTRATION

  • Design commission, bonus and MBO plans based on financial metrics, such as annual contract value (ACV) and monthly recurring revenue (MRR) and non-financial metrics, such as the quick ratio and the lead velocity rate (LVR).
  • Incorporate territory, payee and period-specific quotas and targets into plans.
  • Implement advanced crediting rules, including revenue recognition and territory-based crediting, into plans.
  • Apply complex earning, payment, hold, release, clawback and recovery rules to plans.
  • Dynamically generate and distribute plan documents based on configured plan components.
  • Manage inquiries and disputes in a collaborative and audited fashion.
  • Govern plan administration with integrated workflow and process management.

ICM CALCULATIONS

  • Automate, or execute on demand, calculations for individual plans or all plans.
  • Base plan calculations on any data element, including leads, opportunities, orders, bookings, invoices, collections or recognized revenue.
  • Include any number of currencies and foreign exchange types into plan calculations.
  • Ensure all changes to plan components and hierarchies are time effective.
  • Manage open and closed periods to automatically handle prior period adjustments.
  • Override system-calculated values with management adjustments.
  • Conduct what-if calculations based on forecast and pipeline data.

ICM REPORTING

  • Leverage a library of pre-built sales and incentive compensation-related forms, reports and dashboards, including compensation statements, qualified and unqualified transaction details and stack ranking reports.
  • Create new forms, reports and dashboards in a drag-and-drop manner in Excel.
  • Include transaction, calculated and summary level data into forms, reports and dashboards.
  • Manage access to forms and reports, and the underlying data, based on integrated security management.
  • Access forms, reports and dashboards over the web, via any browser, tablet or mobile device.
  • Export reports to Excel and PDF or print reports directly from the web.
  • Package groups of reports and distribute them via email automatically.

Territory and Quota Management

Obero SPM Territory and Quota Management (TQM) provides organizations with a dynamic and intuitive solution to model, administer and analyze their account and territory assignments and quota plans.

Key benefits of implementing Obero SPM Territory and Quota Management include:

  • Increased sales potential by optimizing territory coverage and alignment.
  • Increased sales team motivation by aligning quotas with market penetration and potential.
  • Improved customer satisfaction by better managing account assignments.

OBERO SPM OVERVIEW

Obero SPM helps organizations streamline their Sales Planning, Execution and Optimization processes by providing the required tools to effectively manage sales performance. Its comprehensive functionality, which includes Sales and Revenue Management, Territory and Quota Management, Workforce Management, Incentive Compensation Management and Profitability Management, provides organizations with a solution that supports the end to end sales performance life cycle; automating processes for the Offices of Sales, HR and Finance.

TQM ADMINISTRATION

  • Define territories based on any number of business hierarchies or logical rules.
  • Logically group territory definitions based on position, role or account type, such as new or existing accounts.
  • Assign people or groups of people to territory definitions and incorporate assignment types, such as primary and overlay.
  • Derive quotas based on top-down methodologies for new account hunters or bottom-up methodologies for existing account farmers.
  • Manage flexible quota proration, ramp and acceleration/deceleration rules.
  • Dynamically generate and distribute territory assignment and quota detail documents based on configured components.
  • Govern model administration with integrated workflow and process management.

TQM CALCULATIONS

  • Automate, or execute on demand, calculations for individual models or all models.
  • Base territory capacity calculations on any number of drivers, such as white space and market penetration rates and renewal and expansion rates.
  • Determine CRM account, lead and opportunity assignments based on territories.
  • Allocate and dynamically adjust quotas based on any data scenario, such as historical actuals, current forecast and future plan.
  • Override system-calculated quotas with management adjustments.
  • Ensure all changes to territory and quota configurations and assignments are time effective.
  • Conduct what-if calculations based on any number of territory or quota configurations.

TQM REPORTING

  • Leverage a library of pre-built territory and quota-related forms, reports and dashboards, including territory coverage, comparison and distribution reports and quota attainment reports.
  • Create new forms, reports and dashboards in a drag-and-drop manner in Excel.
  • Include detailed or summary level territory definition and assignments and quota data into forms, reports and dashboards.
  • Manage access to forms and reports, and the underlying data, based on integrated security management.
  • Access forms, reports and dashboards over the web, via any browser, tablet or mobile device.
  • Export reports to Excel and PDF or print reports directly from the web.
  • Package groups of reports and distribute them via email automatically.

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