Comarch Commission & Incentive at Idea Bank

Dossier

Company Idea Bank, a dynamically growing Polish financial institution catering mainly to entrepreneurs

Industry Banking

Project objective Shorten the process of commission calculations and centralize settlements from all sales channels

Implemented solution Comarch Commission & Incentive

Solution supplier Comarch

Project duration Q4 2015 – Q4 2016

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Project objectives

Idea Bank, at the initial phase of its operation, used spreadsheets to prepare commission calculations. What sufficed at first, when the bank was a relatively small financial institution, soon became a nuisance as the bank grew rapidly, mostly due to the expansion of sales channels. Incentive compensation processes no longer kept up with business dynamics.

As the whole process was time-consuming and prone to errors, Idea Bank strived for introducing a system that could not only allow to speed things up, but also serve detailed data on commission costs on all levels of the sales process, control the efficiency of motivational systems and detect commission frauds.

As the Bank is one of the most innovative financial institutions in Poland or even in Europe, receiving several significant awards for its products, that was my ambition to implement such a back-office system for commission settlements that would provide our
bankers with as high user experience as of our applications for customers.

Małgorzata Schön
Director of Commission System Department,
Idea Bank

 

Our key requirement was that the system must be flexible and parameterizable, so that business administrators alone could make all necessary modifications of commission rules. It was crucial for us to have the maker-checker functionality and be able to track all changes in system logs.

 

Małgorzata Szturmowicz
CFO, Idea Bank

 Selected modules of Comarch Commission & Incentive

 

 

Project challenges

For both parties, the biggest challenges of the project included the integration with data warehouse and reconciliation of sales data. The latter came from many sources within Idea Bank’s systems and so it was essential to develop a mechanism to reorganize and merge them.

With our analytical support, the client partly completed this task on their side by creating a central customer file. We took care of the remaining part – we made proper adjustments in the universal import of sales events.


Rafał Kwarciany, Project Manager, Comarch

commission incentive challenges

 

Comarch Commission & Incentive is now powered from two sources, but on the system side there is an integrated and consistent set of data, on the basis of which all commissions can be reliably calculated.

Another issue to contend with was modeling a complex, banking sales network and developing tools that would allow flexible settlement. Although the bank’s distribution network consists of many, often intersecting channels, the Comarch team was able to provide a system in which individual parts of the network can be treated independently.

 

Project results & benefits

The Comarch commission engine proved to be flexible and customizable enough for Idea Bank to configure the entire incentive compensation plan on their own. Because the whole mechanism is largely understandable to bank’s employees, Comarch support was limited only to short training sessions and individual guidance during the configuration process.

Our business administrators are able to independently manage the calculation and settlement processes, and user privileges, as well as parameterize commission rules and generate ad hoc and periodical reports – all with minimum assistance of IT professionals.

Marek Zalewski, Head of Commission Analysts Team, Idea Bank

 

 

We analyzed eight IT suppliers’ offers but only Comarch had the system which is continuously maintained and developed. Moreover, the architecture of Comarch Commission & Incentive aligned perfectly with our concept.


Małgorzata Schön

Director of Commission System Department,Idea Bank

During eight months that went by from the analysis phase to the system launch, the bank has also gained more efficient use of human resources – as employees can now focus on their sales activities instead of being barraged with spreadsheets and invoices. Apart from that, all network data is stored in one, central place. Lastly, transparent incentive programs that are now in place result in an increased sales performance.

The system is brilliant. I see the whole production of the branch and I can control the production of my people. At the position of a seller, I can finally manage and check my production. On top of it – it is intuitive.


Michał Wierzbicki
Branch Director, Idea Bank Opole

All bank’s sales network units have access to realtime information on sales and commissions. Automated network management allows fast changes in the network structure and commission calculation rules, which not only influences performance but also shortens time-to-market.

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