LähiTapiola success story

LähiTapiola Modernizes Sales Commissions at Scale, Achieving 50% Efficiency Gains and Full Transparency Across 25+ Entities

LähiTapiola is one of the largest financial services groups in Finland, offering comprehensive services across insurance, savings, and loans. As the second-largest player in the country, the group relies on a large ecosystem that includes nearly 4,000 internal staff and an additional 2,000 sales agents serving customers across approximately 28 regional entities. Managing the complexity of over a dozen different sales commission models for this extensive network was proving unsustainable under their legacy platform.

Challenge

The need to modernize manual legacy systems 

LähiTapiola previously relied on a proprietary legacy platform for sales commission and performance management, characterized by slow, opaque processes and intensive manual intervention. The calculation cycle was a major bottleneck, requiring a full month to complete and relying on a stressful, error-prone effort to finalize figures from countless spreadsheets.

This system presented a significant business risk due to the specialized knowledge required to maintain it, and the lack of transparency regarding compensation outcomes for agents. To solve these challenges, LähiTapiola recognized the need to automate its processes, eliminating the heavy manual workload to improve overall effectiveness, timeliness, and clarity.

Solution

beqom’s flexible, cloud-based SPM tool enabled seamless integration for 13 commission models

LähiTapiola needed a solution capable of handling complex, multi-system integrations without forcing immediate changes to its established commission models. The group selected beqom’s Sales Performance Management (SPM) solution primarily for its ability to integrate seamlessly with their existing environment. This was a non-negotiable requirement, as the solution needed to consolidate data feeds from four to five different source systems while LähiTapiola simultaneously modernized its core insurance business.

beqom’s deep understanding of integrations was a key selling point that set it apart from competitors. This technical flexibility allowed the group to successfully transition all 13 commission models to the tool, automating the calculation and reporting logic. beqom’s solution now provides transparent, automated calculations and clear, timely reporting, allowing agents to understand precisely the commission they’re receiving for the sales they’re making.

The strong partnership was solidified through events like the beqom Leadership Summit in Nyon, where LähiTapiola valued the direct engagement with the team and the opportunity to connect with other beqom customers.

Benefits

Driving Efficiency and Confidence in Compensation

By partnering with beqom, LähiTapiola transformed its compensation management, achieving significant operational efficiencies and strengthening internal trust through transparency and reliable execution:

• Achieved 50% efficiency gains and a 50% reduction in the workload associated with commission calculation and payment.
• Avoided the need to hire 2–3 new employees to cover the manual work, freeing up existing compensation staff to focus on critical strategic projects involving their core insurance systems.
• Eliminated the intensive, resource-draining "crunch week," ensuring commission payouts are always timely and accurate.
• Dramatically improved transparency and trust with sales agents by providing clear, data-driven reporting that explains compensation results.

Mitigated significant business risk by moving off an aging legacy system and specialized, proprietary code.

This successful collaboration has led LähiTapiola to extend its commitment to beqom. This decision reinforces beqom’s role as a long-term strategic partner essential to the group's ongoing operational efficiency and sales effectiveness.