beqom, the provider of a cloud-based total compensation management solution for large enterprises, has announced that Hera Comm, the electricity and gas sales company of Hera Group, a leading Italian utility company, has successfully deployed beqom to manage commissioning of its new business line of Value-Added Services (VAS). These services include energy efficient equipment, insurance, maintenance, and other related products and services to Hera gas and energy customers.
Before selecting beqom for commission management, Hera handled the commissioning of value-added sales in spreadsheets, as these transactions were separate from standard electricity and gas contracts. This system was not only labor intensive, but lacked audit trails necessary to track back VAS process status related to commissions.
“Our sales have expanded greatly in recent years and, to succeed in the market, it is vital to be up-to-date and competitive,” explains Veronica Musiani, Sales and Marketing Services Manager at Hera Comm. “This requires frequent changes in the commission plan, and customization to differentiate the commissions in particular situations.”
With the implementation of beqom’s application, Hera’s compensation team can now not only independently manage VAS commissions and sales campaigns, but track the process of configuring commission rules and adding sales agents. beqom creates a full audit trail of changes to rules and campaigns, and calculation of sales commissions, with visibility back to the original sales transactions and crediting process.
“Given the growth in the number of sales agents and electricity and gas contracts, we found in beqom the right solution in terms of both flexibility in customizing the product to our structured commission plan and in product price,” says Musiani. “We are well satisfied with the product and especially with the beqom people who support us in addressing our continuous changes and challenges.”
“We have enjoyed our long partnership with Hera, helping them to scale and adapt through their years of growth,” says Serena Grigolli, beqom Account Manager, “and are pleased they are finding new ways to automate their sales processes and reinforce their culture of performance, trust, and transparency.”
Hera has used beqom since 2011 for managing sales commissions for its gas and electricity contracts.
Hera is among Italy’s largest multi-utilities, working mainly in the environment (waste management), water (aqueduct, sewerage and purification) and energy (electricity, gas distribution and sales, energy services) sectors. Within the panorama of public services in Italy, the Hera Group’s leadership can easily be recognized in a few figures: almost 9,000 employees who meet the needs of 4.4 million citizens in over 350 municipalities in Emilia-Romagna, Friuli-Venezia Giulia, Marche, Tuscany and Veneto.