Case Study

Optymyze Helps Leading Bank Improve

Sales Outcomes, Leverage Referral
Programs Effectively
Overview
This U.S. bank is among the top 100 largest banks in the country, and pursuing growth through acquisition. Like most
large banks, the organization has multiple business units, selling the entire range of banking products and services,
including consumer products like home mortgages, auto loans, checking and savings accounts, and commercial customer
products like small business loans and commercial real estate liens.
With business growth and acquisitions, sales performance management processes such as sales compensation
management and referral management, have become cumbersome. Most of these processes are manual, leading to
inefficient use of resources, which can translate into loss of revenue.

Challenge
The bank’s size, requirements and existing processes led to
a number of complex challenges, each requiring a unique
solution:
• Manual management of incentive compensation
programs
• Decentralized referral management system, with
scattered processes
• Complex technical architecture that required the
integration of many different data systems
Because all of the bank’s incentive compensation manage-
ment processes and programs were entirely manual, it was
impossible to measure program success or failure, or to know
if they were achieving the desired sales results.
The bank also manages an internal employee referral pro-
gram that pays employees a bonus for each successful cross-
sell to an existing customer. Referral management was de-
centralized across many departments that defined their own
processes. This led to inefficient use of resources since each
task in the process – referral administration, tracking and
payment – required a different person to complete.
Lastly, the bank’s technical architecture was complex, with at
least 20 different data sources feeding into referral manage-
ment and incentive compensation systems. Manually pro-
cessing such a volume and variety of data was challenging,
resource-intensive, and inefficient.
Solutions
Using Optymyze Sales Application Studio™, the professional
services team designed and implemented a custom
application to automate referral management. First they
designed the optimal process that would deliver both
efficiency and effectiveness, thus ensuring that automation
by Optymyze would achieve desired results.
The bank chose Optymyze Sales Application Studio for its
Platform-as-a-Service (PaaS) capabilities, and Optymyze
Sales Analytics Platform™ to develop and roll out the
referral application across all bank divisions. The Optymyze
implementation team designed, built and rolled out the
custom referral application and it went live in about 90 days.
After successfully completing the referral management
application, the Optymyze team automated the bank’s
management process. The bank had an entirely manual
incentive compensation process at the start of this project.
This meant the managers in each division had to manually
track and oversee all aspects of incentive compensation for
their division, which was inefficient and error-prone.
Currently, Optymyze’s professional services team is
implementing incentive compensation management for four
different business units. When those units are complete, the
team will automate the remaining divisions.

www.optymyze.com Copyright © 2015 Optymyze. All rights reserved.

Results
Optymyze Sales Application Studio has helped the bank:
• centralize and streamline the employee referral process
• automate the sales compensation management
process
• integrate about 20 different data streams to feed the
referral management and incentive compensation
applications
• set the stage for implementing analytics for tracking
occurring referrals
Having a single, truly centralized referral management
application that works across all divisions has enabled the
bank to create, manage, edit, track and pay out all referrals
and referral programs for all employees. The referral payout
process is much simpler and faster, which has encouraged
more employees to participate in the program.
The Optymyze Sales Analytics Platform streamlined all
phases of the ETL process, leading to increased efficiency.
Multiple data sources are brought together to automate
importing, converting, validating and normalizing of all the
data. This also allows the bank to see the big picture so they
can optimize incentive compensation strategies.
The Optymyze service team is using Optymyze Sales
Analytics Platform to develop a dedicated analytics tool to
provide useful insights, for example, which referral products
and programs are the most successful.

About Optymyze Sales Analytics Platform

Optymyze Sales Analytics Platform™ is a data management, reporting, visualization and analytics platform that speeds time-to-
value by enabling improved access and visibility to key sales data and metrics, across the entire sales organization. It is comprised
of an integrated set of enterprise-class data extraction, transformation, and load (ETL) capabilities, in addition to a complete
portfolio of reporting, visualizations and analytics functions, as well as a centralized, role-based information portal.

About Optymyze Sales Application Studio

Optymyze Sales Application Studio™ is an application development platform that enables non-technical business analysts to
extend the capabilities of the standard SPM application, by building custom applications to suit their needs.

About Optymyze
Optymyze helps companies rapidly improve sales performance and create strategic sales operations. Optymyze solutions include Optymyze Sales Performance™
software, software services, and Synygy Sales Operations as a Service™. By providing compensation management, sales optimization, sales enablement, and
sales analytics, Optymyze enables customers to leverage continuous change for strategic business advantage.

www.optymyze.com Copyright © 2015 Optymyze. All rights reserved.