700+ reps
Across medical reps, managers, and leadership, commissions must be calculated for more than 700 Serum employees.
SUCCESS STORY
SUCCESS STORY
EdgePetrol is a real-time pricing intelligence software for fuel retailers active. They're active across 2 continents and 4 currencies with commissions to all revenue teams: sales development, sales, and customer success.
EdgePetrol had a manual commission process on spreadsheets with repeated errors. In order to continue growing at scale, they needed an all-encompassing solution.
With ElevateHQ, EdgePetrol was able to automate the entire commission process for the revenue team - reducing commission payout error rate to 0%.
Like most early-stage revenue teams, EdgePetrol was managing its commissions over excel spreadsheets.
The process was tedious. Sales and CS folks would punch their deals inside the spreadsheet, and complex formulas would determine their commission payout.
A mistake in the formula meant that EdgePetrol payouts were not consistent with what the reps were expecting.
Not just that, other details like accurate deal info, the right values to the right deals and currency differences between Pound Sterling and USD were not factored in.
What added to the nightmare was that the sheet wasn't integrated with Hubspot, their CRM. There was no way to easily map the deals reps punched in the sheet vs info in the CRM.
To their credit, the revenue team at EdgePetrol took the payout in their stride. They cracked a few jokes about it here and there but largely, they were patient with the firm as they started evaluating if automating their commissions would save them from future misses.
Across medical reps, managers, and leadership, commissions must be calculated for more than 700 Serum employees.
Across medical reps, managers, and leadership, commissions must be calculated for more than 700 Serum employees.
Across medical reps, managers, and leadership, commissions must be calculated for more than 700 Serum employees.
Across medical reps, managers, and leadership, commissions must be calculated for more than 700 Serum employees.
Mark was always inclined to recruit an early-stage firm for automating commissions. EdgePetrol has a complex commission plan and he rightly expected white-glove implementation support.
ElevateHQ got EdgePetrol up and running inside 14 days.
From designing their complex commission rules to setting up an automated approval workflow, ElevateHQ mapped the commission process end to end inside the software.
These processes were deployed both for Sales as well as Customer Support. ElevateHQ's Rule Engine automated the complexities layered in both these plans. Today, both teams have access to real-time numbers at the click of a button. Currency differences between GBP and USD are also factored into these calculations.
The multi-pronged approval mechanism over emails is now replaced by in-app ticketing, which saves reps from tedious back and forth. They reclaim this time to qualify, pitch, and close their primary job.
Reps could now see how much they would make as commissions overall as well as at the deal level. They could slice and dice commission values and break down the last dollar to the deals associated with them.
A real-time sync with Hubspot also meant that they would not need to worry about the accuracy of data.
A real-time sync with Hubspot also meant that they would not need to worry about the accuracy of data.
Prestige and purpose are driven by ElevateHQ leaderboards. A continuously refreshing leaderboard keeps reps driven. The spirit of sales competition remains ignited because reps are refreshing their screens if they are close to hitting their commission goals.
Mark tells us that there is another benefit that he realized after he recruited ElevateHQ - the sales culture and employer brand shine through.
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