Broadview Networks
Company: Broadview Networks, Rye Brook, NY
Company Description: Broadview Networks is a progressive business communications provider that employs the latest technology to satisfy unique customer requirements. From traditional voice/data connectivity to hosted and premises- based VoIP and professional services, Broadview delivers the total solution for business communications to businesses throughout the Northeast and Mid-Atlantic U.S.
Nomination Category: Sales Team Categories
Nomination Sub Category: Sales Support Team of the Year
Nomination Title: Broadview Networks' Commissions Team
1. Tell the story about what this nominated team achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Starting in late 2006 Broadview Networks began acquiring multiple companies in
an effort to broaden the footprint, enhance the service portfolio and increase
density. While Broadview's commission process was effective, the Excel-based
systems were not capable of scaling to meet the "new" Broadview's needs.
What was once a hodge-podge of manual calculations and procedures for multiple
sales channels at Broadview had to evolve into an automated commissioning
system with clearly defined processes and dedicated resources.
Like other telecom providers, Broadview's products and services are available
through multiple sales channels and the Commissions Team is solely responsible
for supporting them all.
The Commissions Team knew that they had their work cut out for them. They now
had 3 different commission systems, 3 sales Channels (Direct, Agent and
Business Community Partner), from 3 different companies, with 9 unique
processes and systems.
Broadview needed a streamlined commission system that supported each sales
Channel's distinct requirements. With input from sales, finance and IT, and
the Commissions Team itself, beginning in summer 2007 the Team designed an
entirely new system that leveraged Broadview's patented operational support
systems. They believed that an automated system with defined workflows would
reduce processing time, expedite payments and provide enhanced reporting.
With IT's assistance, the Team built an entirely new and integrated commission
system to handle the combined volume. The Direct Sales Channel's needs were
quite complex and an automated system would enable the Team to respond to
inquiries and research issues much more quickly.
The Team wanted everything, from consolidated reporting to track new hire
guaranteed payments to true-ups and special payout accelerators, to be
maintained within the commission system at individual and team performance
levels. To satisfy sales representatives wishes and to reduce questions
regarding payment status, sales activity would be tracked by product and order
status and commission statements would include more detailed information.
For Broadview's Agent and Partner Channels, they established similar goals and
focused on improving processes and system-wide reporting to increase month-end
efficiency. They were determined to shorten the commission process to less
than 1 day, instead of 2-3 days per channel. In response to Agent and Partner
input, they wanted to add functionality within the Agent/Partner web portals
to provide greater autonomy, and they were eager to eliminate much of the
manual number crunching that occupied their time.
If designing and implementing a new commissioning system wasn't enough, the
Team was simultaneously responsible for supporting sales turnover, the
restructuring of more than one Channel's compensation plan, changes in the
Direct Channel's reporting hierarchy, and the launch of new Partner programs.
They also evolved systems and processes to support additional personnel in new
territories and products from acquired companies.
Spring 2008, a few months after the new system went into production, the
positive effects of the integration were visible. Sales representatives,
agents and partners were ecstatic about the dramatic improvements gained by
integrating the commission systems of the legacy companies into Broadview.
Management was pleased with the level of detail and access to information the
new reporting functionality provided. The metamorphosis has resulted in
shorter payment intervals, fewer payment disputes, quicker problem resolution,
enhanced reporting and numerous satisfied internal and external beneficiaries
of the totally redesigned commission system.
2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
3. Provide a brief (up to 100 words) biography about the leader(s) of the nominated team:
Karine Andreotti, Sylvia Bryan and Toby Orgeron, comprise Broadview Networks'
Commissions Team. They manage commission systems for Direct, Agent and
Partner Sales Channels and are responsible for all related systems, processes,
reporting and compliance requirements. Together, they integrated systems and
process from multiple acquired entities into one and developed a streamlined
commission system that addresses the unique needs of each sales channel.
The Commissions Team reports to Ellie Mondini, Vice President Sales Operations
at Broadview Networks. Ellie is responsible for three key sales support
areas: commission systems, contract support and special pricing escalations.
She has successfully guided her teams through numerous structural changes.