Varian adopts Varicent for administering Sales Performance Management needs

Varicent Software Incorporated, the leading innovator in incentive compensation (ICM) and sales performance management (SPM) solutions, announced today that a business unit within Varian Medical Systems, the world's leading manufacturer of medical devices and software for treating cancer and other medical conditions, has selected Varicent for administering its complex sales incentive compensation plans and sales performance management activities. Varian will initiate a staged roll out to the U.S. sales force for its Oncology Systems business.  Varicent will be used for improved modeling, forecasting and sales analytics.

"We selected Varicent because the product is very flexible and meets our complex calculation and administration needs," said Jeffrey Marcus, Varian's vice president for worldwide sales.  "The Varicent Team was professional, they met our proof of concept requirements, and they offered us a complete solution that integrates modeling, forecasting and analytics.  We feel confident that this product will help us to streamline our payouts, lower our costs and speed up our process."  

Varian had been using an Excel based solution for incentive compensation and sales performance management, but it was limited in its capabilities.  Varian needed greater sophistication, flexibility and speed to enhance reporting, provide analytics, and reduce error – all in a consolidated and efficient manner.  Varicent provided an on-premise solution that met these needs. 

Key benefits of Varicent include:

• Flexibility to meet Varian's complex calculation and administration needs
• Decreasing the time and support required for payments
• Providing sophisticated forecasting capabilities
• A single, on-site solution that includes modeling, forecasting and analytics

"We are pleased that Varian has chosen Varicent for their Sales Performance Management needs," said Marc Altshuller, Executive Vice President, Worldwide Field Operations for Varicent.  "Varian's adoption of our software further extends our penetration into the medical device industry which is a growing market for Varicent, and we look forward to working with their team as they continue to drive improvements in their compensation management processes."