Case Study
40% Boost in Goal Achievement for Lattice Sales Heroes with Compensation Process Automation in Oracle Fusion CX
Download Case StudyLattice Semiconductor required a better process for managing their Sales Incentive Plan (SIP) annually. Lattice was facing challenges with its manual sales compensation system & siloed information across various applications.
As the trusted SI partner, Jade Global transformed Lattice's Incentive Compensation Process by implementing Oracle ODI and integrating it into Oracle Fusion CX for unified data access. We also configured the incentive module and developed reports for tracking performance. A new territory hierarchy structure was introduced to manage sales users and enhance opportunity split rules. All these resulted in 90% better visibility for sales reps on their compensation, enhanced sales forecasting, and a 40% increase in goal achievement.
Client Name: Lattice Semiconductor Corporation
Industry: High Tech Manufacturing (Semiconductor)
Key Technologies/Platform: Oracle CRM | Oracle ICM | Oracle ODI | Oracle EBS
About the Client
Founded in 1983, Lattice Semiconductor Corporation is a Semiconductor Company specializing in the design and manufacturing of low power field-programmable gate arrays (FPGAs). Headquartered in the Silicon Forest area of Hillsboro, Oregon, the company also has operations in San Jose, Calif, Shanghai, Manila, Penang, and Singapore.
Business Challenges
- Highly manual sales compensation system process
- Inability for sales teams and management to review quota attainment data for both current and past quarters
- Sales transaction and compensation data siloed in disparate enterprise business applications such as EBS, POS, and CRM, with no easy way to view the data
Business Requirements
- A streamlined process for managing the annual Sales Incentive Plan (SIP) for internal sales users
- Automated data processing with application of allocation rules for opportunities and opportunity split rules
- Measurement of quotas and attainments at the territory and location levels for different customer segments
- Accurate calculation of incentive commissions based on the assigned plan, with a year-to-date (YTD) true-up for the incentive component in the last quarter of the year
Our Approach and Solutions
Jade Global provided several key solutions, each contributing significantly to operational improvements:
- Data Collection and Integration Jade Global helped Lattice Semiconductor streamline their data collection and integration process by implementing Oracle ODI. This solution gathered data from various enterprise business applications and integrated it into the Oracle Fusion CX application, providing Lattice's sales users with unified access to critical information.
- Incentive Compensation Implementation We implemented the Incentive Compensation Module, ensuring all necessary configurations were in place. We set up participants, roles, assignments, compensation plans, performance measures, and more, providing Lattice with a robust and flexible incentive structure.
- Incentive Compensation Reports and Analysis To improve transparency and decision-making, Jade Global developed BIP reports, including Individual SIP Commission Statement Reports and Analysis Reports for individual sales users and management, enabling accurate tracking of quotas versus attainments.
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