Cabletron Uses Incentive Systems' Software to Manage and Motivate New Sales Channels; Incentive Software Enables Cabletron to Focus Sales Channels On Profitability.Business/Technology Editors BURLINGTON, Mass.--(BUSINESS WIRE)--Jan. 18, 2000 Cabletron Systems has completely revamped the way it handles incentive compensation using Incentive Systems' software, Incentive(TM) today announced. Cabletron's new incentive system, which recently went live, will provide the company with a centralized cen·tral·ize v. cen·tral·ized, cen·tral·iz·ing, cen·tral·iz·es v.tr. 1. To draw into or toward a center; consolidate. 2. , automated au·to·mate v. au·to·mat·ed, au·to·mat·ing, au·to·mates v.tr. 1. To convert to automatic operation: automate a factory. 2. way to create and deploy incentive compensation plans that align align (  līn),v to move the teeth into their proper positions to conform to the line of occlusion. the sales organization's goals with overall company goals. Cabletron is using the Incentive(TM) software as part of an overall revamping of the company's sales model. Cabletron needed to meet the demands of a new business, including new products, new organizations through an acquisition, and a new senior management team and indirect sales channels. The company realized the way to move everyone towards profitability and gain market share quickly was to steer the sales organization using new incentive plans. This required Cabletron to trade in its legacy spreadsheet-based system for Incentive's automated system to help it mange mange (mānj), contagious skin disease of domestic and wild animals. The several types of mange, including follicular and sarcoptic mange, are caused by various minute parasitic mites that burrow into skin, hair follicles, or sweat glands. and motivate sales channels. Cabletron chose Incentive because it allows the company to pay higher incentives for new products and disseminate dis·sem·i·nate v. dis·sem·i·nat·ed, dis·sem·i·nat·ing, dis·sem·i·nates v.tr. 1. To scatter widely, as in sowing seed. 2. attainment results to the field and management through the company's intranet. It also enables compensation professionals to model any plan and dynamically make changes to plans to keep pace with business changes. Additionally, Cabletron chose Incentive because it could easily integrate the solution with its existing front- and back-end systems. "Our previous system was a nightmare to maintain and couldn't ensure consistency between all the sales people in the field," said Jim Benard, vice president of sales operations at Cabletron Systems. "The Incentive system provides us with a way to steer the sales organization toward profitability and revenue goals that will contribute to the company's success." Cabletron's previous system required compensation analysts to manually find pieces of information from the company's multiple systems to calculate commissions. It also did not provide the reporting capabilities Cabletron needed to provide sales reps with accurate, up-to-date commission information on an ad hoc For this purpose. Meaning "to this" in Latin, it refers to dealing with special situations as they occur rather than functions that are repeated on a regular basis. See ad hoc query and ad hoc mode. basis. This is critical data needed to keep a sales team motivated mo·ti·vate tr.v. mo·ti·vat·ed, mo·ti·vat·ing, mo·ti·vates To provide with an incentive; move to action; impel. mo and productive. The Incentive system provides Cabletron with a multitude of reporting capabilities, from the individual sales rep level to management. Through personalized per·son·al·ize tr.v. per·son·al·ized, per·son·al·iz·ing, per·son·al·iz·es 1. To take (a general remark or characterization) in a personal manner. 2. To attribute human or personal qualities to; personify. Web-based reports, Cabletron's sales reps can see how their commissions are calculated, as well as how they are performing against monthly and annual goals. The system also provides monthly company summaries, enabling reps to see how much they sold by customer and part number so they can perform trend analyses of their territory. Sales managers sales manager n → gerente m/f de ventas sales manager n → directeur commercial sales manager sale n → can also access this information, allowing them to see how their commissions are calculated based on sales reps' performance, and perform product trending to determine which customers would be most likely to buy new products. Because reps and managers now have direct access to this information, compensation analysts spend less time answering questions and more time conducting their own analysis such as employee performance and sales goal attainment to ensure the company is meeting its financial goals. "Cabletron is a classic example of the type of company we had in mind when we designed our software," said Michael Byers
Michael Byers is an American writer based in Ann Arbor, Michigan. , president and CEO (1) (Chief Executive Officer) The highest individual in command of an organization. Typically the president of the company, the CEO reports to the Chairman of the Board. of Incentive Systems. "They knew that compensation was critical to steering the sales organization to meet the new goals of the organization, and realized their manual system would not be able to effectively manage the process. By choosing Incentive, they are ensuring that the compensation process will run smoothly and achieve the results they want." About Cabletron Systems Cabletron Systems, a premier provider of world-class networking solutions, delivers reliable network access and communications to millions of people worldwide. With scaleable products designed for Global 1000 enterprise networks, service providers and small businesses, Cabletron is the e-business communications specialist in the Internet economy The Internet Economy refers to conducting business through markets whose infrastructure is based on the Internet and World-Wide Web. An Internet economy differs from a traditional economy in a number of ways, including: communication, market segmentation, distribution costs, and price. . Listed on the New York Stock Exchange New York Stock Exchange (NYSE) World's largest marketplace for securities. The exchange began as an informal meeting of 24 men in 1792 on what is now Wall Street in New York City. for more than a decade under the symbol CS, Cabletron is an S&P 500 index company. Cabletron's Web site can be reached on the Internet at http://www.cabletron.com About Incentive Systems Incentive Systems, headquartered in Burlington, Mass., is the only commercial software vendor that delivers incentive compensation management systems for extended enterprises and e-business. The company's Incentive(TM) 2.0 product is designed to handle today's dynamic e-commerce business models, enabling companies to motivate every channel involved in customer relationship management to align with corporate goals. More information about the company is available at www.incentivesystems.com. |
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