Sale Methodology

The SALE methodology consists of :

1. Storyboard - Comprehensively define the current state, create the vision for the target state and align stakeholders.
2. Analyze - Develop targets for target state and define the scope and project plan.
3. Leverage - Design the solution, leveraging best practices and SPM tool functionality.
4. Execute - Configure and roll out the SPM solution and associated processes.

The SALE methodology combines elements of a waterfall methodology while maintaining the flexibility of Agile thereby allowing for a fast execution while delivering a structured implementation.

Storyboard : The objective of the Storyboard phase is to define the problem statement, comprehensively review the As Is processes and create the vision for the target state. We help clients comprehensively review their As Is processes and align stakeholders, as effective SPM solutions require coordination between Sales, Human Resources / Compensation, Finance and Information Technology. We help create a 360 degree view of the client’s current state by conducting discovery sessions with each of the stakeholders and coming out with a consolidated story showcasing the current bottlenecks/pain-points, how an ICM implementation will improve these pain-points and then conduct "an art of the possible" discussion to help clients establish a vision of the future processes. Smart Tech brings a comprehensive suite of accelerators for this phase, including process maps, benchmarks and process best practices.

Analyze: The Analyze phase sets the stage for successful project execution by finalizing the solution, setting the operational targets for the future state, setting the scope, aligning resources and creating the project plan. Beyond the typical areas of scope, such as number of compensation plans and geographies, key areas of focus during this phase are data requirements, system integration, plan standardization, end user reporting and business analytics / dashboarding. Smart Tech Inc. provides various tools to ensure clients develop comprehensive scope and resource requirements. Project risk is managed through a Failure Mode Effect Analysis (FMEA), where we identify potential project and process failures and develop the appropriate mitigation plans. At the end of the Analyze phase we will have a workable project plan based on the agreed upon scope, process improvement targets and solution.

Leverage: The Leverage Phase results in the requirements and design of the SPM solution. SPM solutions can be accelerated by leveraging best practices and established database, reporting, dashboard and webform templates. Moreover, we leverage our industry expertise to provide insight into addressing industry requirements, such as data encryption for cloud based solutions for the Financial Services industry and Health Insurance Portability and Accountability Act compliance for Health Care. Apart from the nuanced industry knowledge, we also leverage our vast storage of prior projects for documentation, common requirements, best practices and design implementations that will act as accelerators saving both time and effort.

Execution: The Execution phase culminates the implementation and roll out of the SPM system and associated compensation plans. During this phase, we configure the system, database, security and access rights, reports and implement the in-scope plans. Beyond system configuration, the phase also includes testing, training and roll out. Client involvement in this phase will be minimal through system configuration; however, clients will see definite progress on their tool taking shape via stakeholder meetings, milestone demos and other such pre-determined set of interaction points. Client involvement becomes more significant around User Acceptance Testing, Training and Deployment, as clients will participate in the testing and change management activities.

Our production support model allows for 24/7 support for post go-live operations processes to provide client specific coverage. As part of this service we currently support clients on maintaining existing implementation, provide for required enhancements post go live and also work for any plan changes that may be required. This dedicated team can also analyze the model for any required efficiencies that can be executed post go-live to support business as usual impacts. Areas of focus are integration automation, plan standardization, end user reporting and management dash-boarding for business analytics.