Incentive Compensation

Drive commercial excellence with a motivated sales force.

Incentivize for success in a dynamic market environment

With the infusion of technology reshaping the role of field teams, incentive compensation (IC) programs must evolve to recognize the right behaviors and outcomes. But managing IC at scale is anything but simple, especially with diverse field roles (including territory reps, key account managers, MSLs, and hybrid roles), multiple therapeutic areas, varying team structures across regions, and the need to balance global consistency with local relevance.

To drive commercial success across both US and international markets, you need an end-to-end IC management program that’s built for flexibility—from plan design to payout—and equipped to adapt to evolving field strategies.

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Empower your field teams to deliver on strategic objectives

Across the life sciences industry, commercial models are undergoing significant changes. Against this dynamic backdrop, managing your field teams effectively and having a smart sales incentive management plan are essential for driving the right sales behaviors. With our end-to-end incentive compensation management program, you can get the best out of your sales operations.

Align incentive plans with sales objectives and team maturity throughout the product life cycle. By tailoring quotas and rewards—from an early-launch focus on uptake to a growth-stage emphasis on market expansion through maturity-driven profitability goals —you can ensure that your field teams are motivated to achieve strategic milestones. With automated data integration and real-time analytics, you will always have the visibility needed to adjust incentives as products evolve, reducing payout errors and administrative burdens. This adaptive approach means you can drive targeted adoption, optimize resource allocation, and maximize revenue at every stage, empowering your field teams to drive sustainable growth.

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What do you want to
achieve?

Use AI where it matters most

Keep field teams motivated year-round

Establish process clarity and oversight

Align incentives with therapeutic realities

Support every team, every role

Apply intelligence across the IC lifecycle

Identify impactful use cases for AI in incentive compensation—from territory segmentation and quota setting to anomaly detection and payout optimization. Integrate these capabilities into your workflows to make decisions faster, fairer, and more data-driven.

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Design awards and contests that inspire action

Build annual recognition programs, sales contests, and milestone-based incentives that go beyond compensation. These engagement levers boost morale, reinforce key behaviors, and create a culture of healthy competition across field teams.

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Strengthen IC program governance

Manage the end-to-end approval process for IC plans with transparency and control. Ensure alignment with internal policies, regulatory standards, and local market practices through structured governance and audit-ready documentation.

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Customize plans by therapy area using proven benchmarks

Therapy areas differ in sales cycles, customer dynamics, and team objectives. Use industry benchmarks and best practices to tailor incentive plans that match the unique context of each therapeutic domain.

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Design role-based IC strategies for evolving field structures

Build differentiated plans for sales reps, institutional teams, MSLs, market access, and patient access roles—accounting for varied KPIs, responsibilities, and regional nuances. Ensure each team is incentivized in ways that reflect their true impact.

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Adopt a holistic marketing
framework for planning and evaluation

Strategic Guidance and Consulting

Conduct market and portfolio assessments to define launch sequencing, channel mix, KPI alignment, and more—ensuring analytics-driven strategies translate into measurable commercial outcomes.

Customer Insights and Targeting

Use enriched HCP and patient profiles, predictive propensity modeling, and dynamic segmentation to prioritize high-value customers and refine engagement as market conditions evolve.

Tactical Implementation and Analytics

Deploy omnichannel campaigns using A/B testing, uplift modeling, and closed-loop feedback to optimize messaging, measure engagement lift, and continuously improve campaign performance.

Marketing Data Hub for Robust Data Management

Centralize and harmonize structured and unstructured data in a compliant data lake, enforce governance controls, and enable self-service access for rapid analytics.

Marketing Planning and Strategic Analytics

Build demand-forecasting, budget-allocation, and media-attribution models to simulate scenarios, optimize ROI, and stress-test launch plans under varying market conditions.

Monitoring and Reporting

Track launch milestones, engagement KPIs, market share, and patient adherence using real-time dashboards and address deviations with automated alerts and prescriptive recommendations.