Increasing Clarity and Talent Retention with beqom
Orange is one of the world’s leading telecommunications operators with sales of €41.4 billion and more than 150,000 employees worldwide, including 93,000 employees in France. Present in 29 countries, the Group has a total customer base of 269 million customers worldwide, including 208 million mobile customers and 19 million fixed broadband customers. Orange is also a leading provider of global IT and telecommunication services to multinational companies, under the brand Orange Business Services.
Managing B2B and Retail Sales Compensation on One Platform
Orange was in search of a compensation solution that could support their operations in two divisions: consumers and businesses. It required a robust solution that could manage the compensation of sales personnel at their retail stores, and empower its partners and resellers to improve the transparency of commissions for B2B resellers. Tasked with keeping up with customer demands, and in an effort to maintain market share, Orange wanted a solution that would face the challenges of motivating and securing the loyalty of their sales force.
An Agile Solution to Provide Visibility and Motivation to Sellers
After evaluating several compensation management software solutions, Orange selected beqom’s Sales Performance Management solution for the ability to align and manage all of their sales compensation strategy, plans, people, and processes in one place. Today the organization has visibility over their B2B resellers in a centralized place.
Managers are empowered to set incentives based on specific variables, whereas users can quickly gain knowledge of their compensation situation at anytime and in a central portal. Retail store personnel can view their sales performance and earnings in real time.
Improving Seller Relationships while Reducing Claims, and Costs
By selecting beqom Orange has overcome several challenges, leading to:
- A reduction in reseller partner claims, significantly improving relations between Orange and its reseller network.
- A reduction in the amount of overpaid commissions by up to €100,000 per month.
- Increased motivation across the organization through the ability for employees to see their compensation scenarios in real time.
“Using beqom, Orange has reduced reseller partner claims by 90%... significantly improving relations between Orange and its reseller network.”Eric Jacquinet, Head of Compensation & Benefits, Orange Partner Network