Table of contents
About TheyDo
TheyDo is a customer journey management platform that helps teams align their customer-focused strategies with execution. By placing customer journeys at the heart of strategy, TheyDo enables organizations to map, mine, and design these journeys seamlessly while prioritizing the most impactful projects and aligning resources effectively.
A key feature of TheyDo is its AI-enabled journey framework, which brings dynamism, context, and structure to unified insights. This allows teams to zoom in on granular aspects like personas or zoom out for a broader perspective, ensuring alignment across departments. With data-driven insights and real-time integrations marrying the quantitative with the qualitative, TheyDo empowers businesses to drive growth and efficiency with the customer first.
Industry: Software platform
Company Size: Mid-sized (51-200 employees)
Location: Amsterdam (Remote)
Main Improvement Areas:
- Complex Compensation Management
- Lack of visibility and transparency
- Limited Flexibility in Scenario Testing
- Misalignment of incentives with business outcomes
The Challenge
TheyDo, a rapidly growing company with a remote-first team distributed across multiple countries, faced a complex challenge in managing its variable compensation plans. Their diverse commercial team, comprising Account Executives (AEs), Customer Success Managers (CSMs), and Business Development Representatives (BDRs) with varying levels of seniority, had individual and team-based compensation components.Â
These plans included monthly, quarterly, and annual goals, often combining cross-functional goals and transitory spiff. So, the challenge was BIG!
One of their primary requirements was a system that could integrate bonus payouts with client collections, ensuring the sales team’s incentives were directly tied to business outcomes. They also wanted to provide greater visibility into these processes for their teams, fostering accountability and engagement. The complexity of these plans made manual calculations prone to errors and resource-intensive, leading to inefficiencies that hindered growth.
Before Using Remuner
Before adopting Remuner, TheyDo relied on spreadsheets and manual processes to manage their compensation plans. This approach required significant time and effort from their RevOps, Finance, and HR teams, particularly when calculating and verifying payouts for mixed-role plans or aligning bonuses with client collections.
Nicolás LĂłpez, Senior RevOps Manager at TheyDo, highlighted the challenge: “Managing compensation across multiple currencies and plan structures was a logistical nightmare. The end of every attainment period frequently required messy, manual coordination and calculation between Sales, Finance and RevOps without a dedicated interface or source of truth”Â
The lack of a streamlined solution also made it difficult to test different compensation scenarios, delaying their ability to adapt plans to align with company objectives and market dynamics.
Old Compensation Plan Scheme:
- Manual calculations using spreadsheets.
- Cross-functional Compensation Plans.Â
- Variable structures across monthly, quarterly, and annual goals.
Issues TheyDo Was Facing:
- Significant time and effort spent on managing, calculating, and verifying data.
- Multiple metric payout components and currencies
- Complexity in aligning bonuses with client collections.
- Lack of flexibility to test and optimize compensation scenarios.
- Limited visibility and engagement for team members.
After Using Remuner
Remuner provided TheyDo with the flexibility and precision they needed to manage their complex compensation structures. With features like customizable compensation plans, integrated statements, and real-time dashboards, TheyDo could automate and optimize their processes. The platform’s admin section, designed for intuitive use, enabled their team to set up and test various scenarios seamlessly.
“The process of setting up and configuring Remuner was easy and intuitive. The onboarding team helped us to get off the ground and, with a little guidance, unlock the impressive power of its custom plan builder. It allowed us to test multiple scenarios before going live and find the right balance for our team,” said Nicolás López.
Additionally, the ability to condition bonuses on client collections aligned the incentives of the sales team with the company’s cash flow, reducing risk and driving accountability.
New Compensation Plan Scheme:
- Automated workflows for seamless calculation and payout.
- Integration of client collection conditions with bonus payouts.
- Enhanced transparency with real-time dashboards and performance tracking.
Key Results:
- Reduced administrative effort and errors through automation.
- Improved flexibility to test and optimize compensation scenarios.
- Strengthened trust and accountability through transparent compensation structures.
Overall Results in the First Months
In the first months of using Remuner, TheyDo experienced significant improvements:
- Reduction in Admin Time: Manual effort dropped from 7 hours per month to under 1 hour, freeing up RevOps and Finance teams to focus on strategic work.
- Increased Transparency: Team members gained real-time insights into their compensation, fostering trust and accountability.
- Improved Engagement: By tying bonuses to collections, TheyDo created a culture of shared responsibility and focus on results.
- Stronger collections: By giving reps granular visibility on expected and potential payouts based on collection, the team saw a significant drop in receivable volume and a faster cash collection cycle through accountability.
Nicolás López summarized the impact: “Remuner transformed how we manage compensation. What used to take hours of manual effort is now handled effortlessly, allowing us to focus on driving growth and supporting our team.”
The partnership with Remuner has empowered TheyDo to manage their complex compensation plans effectively, aligning their team’s efforts with company goals and creating a scalable solution for their growing global workforce.
