QCommission Integration with Oracle Fusion CRM

 

 

 
Video
 
 
Overview
 

The calculation of commissions is a very complex problem, yet the majority of companies use highly manual processes to do the work. With the integration with Oracle Fusion CRM, that is no longer a problem.

For sales people, nothing is more important than the commission check they get on a regular basis. Sales people work hard to close their sales and expect to get their sales commissions correctly and on a timely basis. They expect the calculations to be accurate based upon the agreed upon compensation plans. They need clear and detailed statements that explain the basis of every calculation.

The majority of sales people would agree they do not get a clear and correct commission statement. Compensation plans are by their nature complex.


The data needed to calculate the plans is not always available, the plans change on a regular basis and there are exceptions to the exceptions. Sales people get their sales commissions typically weeks after the period is over. Frequently the crediting and calculations are incorrect. As a result, the commission statements are not clear and obvious. They have no idea how they are getting paid, or waste time trying to figure out what they should get paid.
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With the advent of CRM systems, companies are attempting to automate the sales process and customer interactions. More and more sales people access CRM systems to get their job done. But there have been challenges in CRM adoption as sales people resist the solutions. If salespeople have to access the CRM system to get access to their commission statements, they are more likely to use the CRM system for its intended purpose. If a salesperson knows they can help get paid accurately, they will make sure to keep the systems accurate and thus help keep the system up to date.

A commission solution that can accurately establish and calculate commissions and can seamlessly provide the commission statements for viewing by sales people can be a great advantage to firms. In addition to reducing commission errors, reducing time taken to administer and increasing sales people productivity, the solution can increase Fusion CRM adoptions.

QCommission is a powerful, flexible sales commission software tool. It calculates sales people’s compensation, accurately, quickly and professionally. QCommission is integrated with Oracle Fusion CRM systems as well as accounting systems such as QuickBooks.

Oracle Fusion CRM, Oracle’s newest customer relationship management solution, to manage its global sales and marketing lifecycles and enhance the productivity of enterprise sales, marketing and service professionals.

Technology

Oracle Fusion, supplies Fusion webservices, a pool of API calls for building applications and integrating with Fusion’s objects. This set of APIs allows you to create and retrieve data from Fusion accounts. The platform also ensures that the third party product is properly authenticated prior to getting access to the Oracle Fusion data.

QCommission utilizes a technology called QXchange to integrate to other applications including Oracle Fusion. Specific data access plug-ins (DAP) for different systems can be added to QXchange to integrate with various different data sources. A special DAP for Oracle Fusion CRM allows QCommission to exchange data with a specific Fusion account.

Integration

Architecture

QCommission is a composite application. It has two components: an administrative module that calculates commissions and a presentation module that presents commissions results to the sales force.

The administrative module is the system used to establish sales compensation plans for the sales force. The responsibility for this function typically lies with sales operations but can also be shared by finance or human resources. Commission plans can be unique by sales people or common across groups of people. Data for commissions calculations can come from various sources, but is primarily invoices from the corporation’s accounting systems. Commissions are primarily calculated on Revenue. Revenues are mostly based on invoices entered into the accounting system. This is the primary data that is imported into QCommission. Opportunities within Fusion CRM can also be imported into QCommission and treated as transactions against which commissions should be calculated.

Various attributes of transactions can be used in the calculation of commissions. In many situations, sales reps are directly associated with transactions. This can be used in properly crediting the transaction to the sales rep prior to calculating commissions. Other data attributes useful in commission calculations include Quantity, Amount, Customer, Product, etc.

 
Fusion Flow Chart
 
 

An opportunity in Oracle Fusion CRM will typically look like the sample below. This data will be imported using QXchange to the QCommission system.

Fusion Flow Chart
 

Once imported, they will be created as sales Transaction in the QCommission application. The relevant Product and Customers details will get automatically associated during the import process. A typical opportunity will be looking as a transaction, as shown below.

Fusion Flow Chart
 

Conclusion

QCommission does a tremendous job calculating individual commissions for the sales person. With the Fusion web services, it brings that calculated data to the salesperson directly within the Oracle Fusion CRM system. With this integration it ties the two systems in such a manner that the complexity to the customer is reduced to a minimal level.

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