Client: OpenX
- Salesforce Spiff
- Salesforce Sales Cloud
ABOUT CLIENT
OpenX is an independent omnichannel supply-side platform supporting programmatic advertising across connected TV, mobile apps, mobile web, and desktop inventory, connecting publishers’ ad inventory with advertiser demand through real-time bidding.
NEED
OpenX partnered with CloudMasonry to modernize a manual, spreadsheet-based sales incentive compensation process. As the global organization’s compensation structures grew more complex, ranging from quota-based plans through to team splits, manual calculation began to undermine payout accuracy and seller transparency. Sales Operations, Finance, and RevOps had no single source of truth to work from.
APPROACH
CloudMasonry implemented Salesforce Spiff as OpenX’s centralized Incentive Compensation Management (ICM) platform, integrated into the systems the compensation calculations actually depend on.
- Salesforce Spiff implemented as the central incentive compensation platform.
- Integration with Salesforce, BigQuery, and internal performance tools.
- Automation of complex compensation calculations covering tiered quotas, MBOs, and team-based splits.
- A post-go-live change order that expanded the solution’s underlying logic.
- An ongoing Managed Service engagement supporting the platform and the broader Salesforce environment for OpenX’s buyer development sales teams.
OUTCOME
OpenX replaced manual spreadsheets with a centralized, automated platform, giving reps, managers, and finance real-time visibility into incentive compensation. The system is flexible enough to support evolving compensation strategies, including new plan types and mid-cycle adjustments.
- Manual spreadsheet calculation replaced with an automated, scalable platform.
- Real-time compensation visibility for reps, managers, and finance.
- A single source of truth shared across Sales Operations, Finance, and RevOps.
- Support for new plan types and mid-cycle adjustments without rebuilding the model.
