Sanofi saved 210+ days annually for the Sales Operations by automating incentives with Kennect

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Customer success

Sales team strength

2500

customer success

Founded

2004

Customer success

Industry

Pharma

Client Summary

With over 2500+ users, Sanofi, a large pharmaceutical company, lacked visibility across hierarchies, making it impossible for decision-makers to determine the efficiency of incentive programs.


And, with 400 schemes scattered over 20 business divisions, it became a difficult effort to keep track of them using basic excel files or spreadsheets. As a result, there were disparities during payments, and the operations staff spent most of their time correcting the issues.


As all the teams across the hierarchy have the required visibility now, the discrepancies have gone down significantly. Kennect’s platform is designed so Sanofi can scale their organization and add new employees or eliminate the older ones just at their fingertips with a few clicks. The overall efficiency of compensation plans can be easily evaluated now with better accuracy.

KEY RESULTS

  • 40+ schemes configured & implemented every quarter across 20+ business units using a non-technical scheme builder.
  • 2% reduction in time required by the ops team for query resolution.
  • Quick Implementation in less than 2 months from project kickoff to Go-live.
  • 210+ days saved annually for the Sales Operations team through automation of incentives.
"We have multiple incentive components dependent on revenue and activity goals that keep changing every quarter for different roles across 20+ business units. With this complicated incentive structure, we were skeptical about automating it, even when Kennect approached us with their platform. I am now glad that we chose to do a pilot with Kennect and then went live for all 20 teams. After a year of using just the automation part, we now also seamlessly provide real-time incentive visibility to every sales rep"-Abhijit More, Data Management Lead, Sanofi.
- Abhijit More, Data Management Lead, Sanofi

Challenges

  1. With over 2500+ users, Sanofi, a large pharmaceutical company, lacked visibility across hierarchies, making it impossible for decision-makers to determine the efficiency of incentive programs.
  2. It became impossible to maintain track of over 400 schemes spread across 20 company divisions using basic excel files or spreadsheets.
  3. There were disparities during payments, and the operations staff spent the majority of their time correcting the issues.

Solutions

  1. 400+ schemes configured & implemented every quarter across 20+ business units using a non-technical scheme builder.
  2. Quick Implementation in less than 2 months from project kickoff to Go-live.
  3. Avg Engagement of sales team with incentive platform: More than 95% of users check their incentives at least twice weekly, which increases daily towards month-end.
  4. They were able to eliminate the myriads of spreadsheets which in turn helped in cutting the incentive processing time by almost 90%
  5. All the teams across the hierarchy have the required visibility, and the discrepancies have decreased significantly. Kennect’s platform is designed so Sanofi can scale their organization and add new employees or eliminate the older ones just at their fingertips with a few clicks.
  6. The overall efficiency of compensation plans can be easily evaluated now with better accuracy.

About Sanofi

Sanofi S.A. is a global French healthcare corporation headquartered in Paris, France. Sanofi is primarily involved in the research and development, production, and marketing of pharmaceutical products for the prescription market, although the company also creates over-the-counter medications. The company is involved in seven primary therapeutic areas: cardiovascular, central nervous system, diabetes, internal medicine, cancer, thrombosis, and vaccines (via its subsidiary Sanofi Pasteur,  the world's largest manufacturer of the latter).

To know more head over to it's official website, https://www.sanofi.com/