CRM Incentive and Commission Management 

The CRM Incentive and Commission Management (CRM-ICM) business scenario delivers a robust incentive management application, administration interface, and end-user interface. Plan administrators are able to craft complex compensation plans and then administer them once implemented, enabling a corporation to rapidly adapt incentive programs to the changing demands of today’s dynamic business environment. Sales staff can easily track their current performance as well as model the potential compensation of their sales pipelines. By being able to proactively project commission amounts, sales staff can identify the sales opportunities that will ensure that both personal goals and corporate objectives are achieved.

CRM-ICM is a cross-industry solution. After a deal is closed, a sales contract, single sales order or resale order is created in the CRM system. The contract or order passes through different statuses while it is being processed. These statuses are used as a trigger for the ICM engine to calculate incentives and commissions when running CRM-ICM and transferring CRM documents to ICM through a configured interface.

Integration

The BW extractor for the ICM engine is generated automatically, based on the configuration of the commission application. An FIN ICM DataSource is developed, consisting of the following:

·        The most important result key figures of the calculation process:

¡        Calculated commission/incentive

¡        Commission/incentive to be paid

·        All CRM reference information that enables CRM and ICM content to “marry,” through the technical key (Order header GUID, Order line item GUID). This information is transferred over from CRM into the ICM engine, and from there extracted into BW.

Prerequisites

CRM-ICM uses sales information from CRM (using CRM 4.0) and transfers that information to ICM (using R/3 Enterprise with Financials Extension 1.1, SP12) for commission calculations. ICM stores these commission calculations for the commission recipients for each sales deal (i.e., order or contract). You must complete the following steps before you can extract data into BW:

·        You must publish and activate:

¡        The CRM data source that extracts sales orders (0CRM_SALES_ORDER_I).

¡        The CRM data source that extracts contracts (0CRM_SALES_CONT_I).

¡        The ICM data source for commission results (0CACS_DOCRE_01).

·        You must enhance the ICM data source (0CACS_DOCRE_01) for additional fields for the CRM-ICM business content. Additionally you must include (CACS_S_CRM_BW_OBJ) for 0CACS_DOCRE_01 so that the additional CRM information can be sent to BW along with the ICM commission results.

·        You must activate all Info Objects for the CRM-ICM content.

·        You must activate and load the master data Info Object containing the commission contracts from the ICM engine (0IS_CTRBU).