Monitor incentives and commissions, ensure accuracy of payouts and chargebacks, control customer acquisition costs
Continuous monitoring of the incentive’s compensation process
Rules governing partner incentive schemes are often complicated and potentially overlapping, which leaves room for errors, or even fraud. Incentive audits help you identify and prevent any misuse of discount campaigns, intended or otherwise, and to control the financial flow between you and your partners. Many service providers still use excel spreadsheets or in-house applications to handle incentives compensation. This approach entails many risks, thus creating the need for timely and ongoing auditing to ensure the effectiveness of risk management controls.
An intelligent solution for partner incentives assurance
RAID Partner Incentives Assurance enables an intelligent monitoring and auditing process by receiving real-time data feeds from the OSS/BSS, and other relevant data sources used for commissions. The solution comes with prebuilt controls and preconfigured access to specific data sources, to feed the business rules engines and the machine learning algorithms for automated reconciliation of data and trend analysis. As such, RAID dramatically accelerates data processing and delivers a highly granular view of the incentives compensation process to deliver actionable intelligence more promptly.
Key Risks Addressed by Partner Incentives Assurance
Partner data inaccuracy
External sales networks of operators are often complex hierarchies of partners, dealers, and resellers, and change frequently, which requires constant changes and updates to the partner database. The risk of not having this database updated is paying commissions to ghost partners.
Missing or incorrect data
Most Incentive Compensation Management (ICM) solutions focus on calculation, but calculations will inevitably be inaccurate if some of the inputs are missing. Whenever a compensation plan is configured, it is important to ensure that the system collects all necessary data to calculate the payout.
The fact that some ICM solutions rely on the data warehouse inputs to process variable compensation plans, sometimes leads to unexpected delays in data retrieval. This dependency highly compromises timely calculation of payouts and causes inevitable partner attrition.
Fraudulent partner activity
In the attempt to achieve sales targets, some dealers may create false subscriptions, manipulate data, reactivate old accounts (flipping), clone SIM cards, change IMEI identity, etc. These fraudulent activities can account to up 3.1 billion US dollars every year.
Disputes and partner churn
Managing successful relationships with partners and external sales force depends, to a great extent, on the ability to build trust. When partners realize they are not being paid according to what they expected, they open disputes, they become suspicious and they spend more time doing shadow accounting than selling.
Creation of plans based on data which is not available
Incentive compensation plans are designed by teams that have a strong business understanding. However, these teams often lack the vision of which data is available and whether it may or may not be made available in time for the required calculations. This may create a misalignment between the original goal of the plan and what is actually possible to calculate, which will inevitably lead to poor plan performance.
RAID, out-of-the-box solution to ensure accurate partner incentives and commissions
RAID Partner Incentives Assurance combines prebuilt rules with artificial intelligence to monitor data consistency and integrity and applies reconciliation at several control points to monitor trends and detect anomalies.
Operators that have other ICM solutions in place, may also use RAID to add an extra layer of protection to the incentives compensation strategy - eliminating volatility and surprises in variable payouts. By doing this, RAID gives operators peace of mind to focus on growth and reward.
Gain confidence in your data to drive improved compensation strategies
Once you deploy RAID to monitor and audit the quality of data that is used for incentives compensation calculation, you have ensured direct access to data that may be useful for taking compensation management to the next level – optimization. With RAID you can have answers that will guide the fine tuning of your strategy and put your organization on the way to faster and more sustainable growth:
Who are my best performing dealers?
Which are my best incentives plans?
What drives partner churn rate?
End-to-end Platform for Risk Management
Built from the ground up and completely owned by WeDo Technologies, RAID is a robust platform on which all our risk management products are built. With a range of prebuilt auditing and monitoring packages, built for Revenue Assurance, Fraud Management and Business Assurance, RAID delivers a full-service solution from data collection all the way through to risk detection and traceability of case resolution.
Monitor and audit end-to-end compensation programs for compliance purposes
Operators invest heavily in incentive compensation plans, so accuracy in payouts is key to drive a sustainable business.
End-to-end auditing software
Direct access to all relevant data sources
Ready out-of-the-box for telecom operators
Unscrupulous dealers are difficult to eliminate so operators have to arm themselves with reliable solutions that enable them to be one step ahead of fraudsters.
Continuous auditing for early fraud detection
Entire process overview, instead of sampling
New fraud patterns detection enabled by AI technology
Increase Partner Satisfaction
Sales performance is directly linked to motivation, and partners who trust what they are being paid for, will inevitably be more motivated to perform according to expectations.
Early detection of missing data
Proactive dispute handling
Partner churn prevention
Implement an auditing strategy for next-generation services monetization
Technologies like IoT, VoLTE, and 5G bring new opportunities and challenges regarding service bundles. Additionally, they will create complex ecosystems of partners, dealers and resellers for B2B2X reselling.
RAID Partner Incentives Assurance provides a robust platform to support different 5G and IoT agreements, as well as innovative engagements with over-the-top (OTT) players and other providers of subsidized services, by delivering robust data processing mechanisms.
RAID enables auditing of complex hierarchical partner accounts and the reconciliation of monthly billing records and commissions received to ensure continuous incentives accuracy of these new revenue streams. It also helps reduce OpEx and control CapEx by automating routine auditing of partner-related processes.
Monitoring dealer agreements for mobile money success
Now processing over $1.3 billion a day, the mobile money industry added a record 143 million registered customers in 2018, and keeps growing, according to GSMA. In this dynamic and fast-evolving ecosystem, service providers are investing in new strategic partnerships, leveraging data and innovative technologies to develop robust payment systems that help them diversify their revenue, product offerings and customer base. New partners and new data also mean increased risk exposure for operators that are paying commissions to new kinds of partners. RAID Partner Incentives Assurance can help you cope with this new reality by ensuring direct access to all data sources and by reconciling all the critical points where the incentives compensation calculation process may fail.
RAID risk management software is easy to use and highly configurable
Schedule a meeting with us and see what RAID can do for your business.
The impact of disputes and the cost of doing nothing
Conflicts over sales compensation are a given and their consequences are never good: they can lower morale, steal time that could be used to sell, and increase turnover. Disputes mostly stem from poorly communicated plans, bad source data, inaccurate or manual processes or inefficient systems. The first step to handle disputes is to identify the processes where the problem lies. This is where RAID Partner Incentives Assurance can help you. Having an end-to-end platform allows you to audit all compensation-related data from one single source - a massive advantage that can help service providers save time and money.
The only tool designed to address a telecom operator’s needs
Unlike industry-agnostic business intelligence (BI) solutions, RAID was especially developed to audit and monitor incentive compensation payouts in the complex environment of the telecom industry. This ensures out-of-the box readiness to the specific business of operators, a solution built for telecom data feeds and support from a team of people with extensive knowledge in the telecom industry. Implementing the Partner Incentives automated auditing delivers immediate cost savings due to its deterrent effect.
Discover our extended set of solutions for Operational Risk Assurance
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Monitoring dealers’ performance and shifting from revenue to margin
Increased competition in saturated markets, coupled with disruption from digital transformation, is forcing operators to refocus from top-line to bottom-line growth. This means operators should monitor their dealers’ performance from the margin point-of-view. RAID Partner Incentives Assurance receives telecommunications data in real-time and makes detailed information on margins and profits available to business users. For instance, the solution is able to identify if discounts granted by partners are aligned with established commercial policies, and alert you if they are acting inappropriately.
Using the solution, operators will have increased insight into revenues, margins and costs across their partners, dealers and resellers’ operations, allowing them to transform from average revenue per user (ARPU) to average margin per user (AMPU) business models.
Automating auditing to ensure effective assurance
An audit isn’t just about numbers, it’s about assuring strong foundations for future challenges. By taking a proactive approach, operators are able to address the entire ecosystem of variables that decision-makers must consider. But old-fashion auditing is no longer enough in volatile, uncertain, and complex industries like telecom. Today’s reality requires tools that can have access to the data, monitor trends, and compare performance with key benchmarks to assess risk in real-time. RAID Partner Incentives Assurance enables operators to automate auditing and to keep a close eye on the business without interruptions. This continuous audit approach results in effective protection of the incentives compensation practice.