Ogury x Qobra: Seamless, Centralized & Autonomous Commission Management

At Ogury, commissions represent a major part of the remuneration of our sales reps. It is a real lever for generating revenue on a global scale, which is why it is vital to ensure that it is reliable, transparent, and visible.

However, before equipping themselves with Qobra, they encountered several problems relating to commissions.

So we decided to interview Amandine Teboul (Sales Director) and Philippine Vendeuvre (Global Sales Ops Director) to find out more and understand how Qobra enables them to manage the topic of commissions and turn it into a real driver of performance, motivation, and loyalty.

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1. Challenges

Before moving to Qobra, Ogury used Excel to calculate and manage their employees' commissions. 

An ill-suited solution that posed several major problems:

• Data Issues & Complexity
• Time-Consuming & Error-Prone Processes
• Lack of Visibility for Sales Teams

Data Issues & Complexity

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

"We were handling many different Excel Sheets. Different data sources, issues in refreshing the data, having complex formulas that you need to monitor and maintain."

(Amandine Teboul, Sale Director at Ogury Ltd)

"There is a merging data issue, the fact that the transparency for the Sales on what are the exact components of their bonuses."

Time-Consuming & Error-Prone Processes

(Amandine Teboul, Sale Director at Ogury Ltd)

"Time-consuming for me to check everything."

Lack of Visibility for Sales Teams

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

"The sales team didn’t have a lot of visibility on their compensation calculation because they were waiting for invoices to come. And so, before the end of the quarter, you wouldn’t know where you would land and how much you would be paid."

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2. Solutions

Amandine Teboul (Sales Director) and Philippine Vendeuvre (Global Sales Ops Director explained how Qobra is helping them to meet the various challenges they face in the area of commissions.

Real-Time, Automated Data Refresh & Transparency

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

"With Qobra and now the automatic connection to Salesforce, you have a refresh every 2 hours, and so people know in real-time how much they’re going to be paid."

(Amandine Teboul, Sale Director at Ogury Ltd)

"Qobra helps Sales, I think, to monitor their bonuses all along the quarter."

Improved Accuracy & Auditability

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

"When you’re working on Excel Sheets, you don’t really know who modified them, and you don’t have an audit of changes. With more people in the Sales Operations department now, we also need to know who has changed what and that helps a lot."

Increased Efficiency & Time Savings

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

"Being able to have everything in one tool. So the data source, the calculation, the results."

(Amandine Teboul, Sale Director at Ogury Ltd)

"You gain time checking all your information because you have all the information on the tool."

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

"For the finance team, it has been a huge benefit because they now have information about payouts much earlier and in one file, and they are out of the calculation process, which was taking them a lot of time."

User-Friendly & Autonomous System

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

"Commission calculations are usually to be done under tight deadlines and so if you rely on another team, other department, or external provider to solve your issues, then you’re putting yourself under a lot of pressure. So I wanted us to be as autonomous as possible, and Qobra was one of the only tools that allowed us to be autonomous."

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

"There is no code, anyone can really go in and be an admin and manage compensation."

Enhanced Communication & Support

(Amandine Teboul, Sale Director at Ogury Ltd)

"The chat box is a funny tool and an important tool, I think, because when you have questions, you can just ask."

(Amandine Teboul, Sale Director at Ogury Ltd)

"It’s important to track your performances, and it facilitates communication with the Sales Operations teams as well."

Robust Reporting & Performance Tracking

(Philippine Vendeuvre, Global Sales Ops Director at Ogury Ltd)

“The reporting function is important. Obviously, I am also interested in post-payment, the information that can be retrieved by analyzing all payments.”

(Amandine Teboul, Sale Director at Ogury Ltd)

“As a salesperson, the real-time commission report is one of the best features.”

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Qobra

With its commission calculation and management solution for sales reps, sales operations, finance, and HR teams, Qobra helps companies make commissions:

• The number 1 lever for sales rep motivation and performance
• A key factor in attracting and retaining customers
• A considerable time-saver for the teams responsible for managing and calculating commissions

Customers: +250 companies of all sizes and in all sectors (Doctolib, PayFit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.).

Users: +20,000 users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.).

Countries: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland and the Czech Republic.