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Aligning Performance, Motivation and Business Outcomes.

IC is supposed to be simple: reward the behaviors that drive results. In practice, pharma IC is one of the most operationally complex things a commercial team manages. Multiple plans, territory changes, mid-cycle adjustments, payout disputes, compliance requirements. COMPXION™ handles it.

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Most pharma IC programs have the same set of problems

Quotas set using last year's data and a lot of judgment calls. Plans that look fair on paper but create inequity in the field. Reps who can't explain their own payout and spend hours on the phone with IC operations. Finance teams who need a three-day reconciliation before they can sign off on a cycle.

None of this is the fault of the people involved. It's the fault of the tools. Excel, manual workflows and fragmented data sources weren't built for the complexity of pharma IC.

The Three Modules

01

COMPXION DIAGNOSE™ — IC Health Check

Before you design next cycle's IC plan, you need to understand what's actually happening with this one. COMPXION DIAGNOSE™ gives you a complete picture of plan effectiveness, quota fairness, attainment distribution and motivation signals across your field force.

It answers the questions commercial leaders actually ask:

  • Are quotas set fairly across territories?
  • Are top performers being rewarded differentially?
  • Which plan components are driving behavior vs. which ones reps ignore?
  • Where are the equity gaps that could be driving turnover risk?
  • How does our attainment distribution compare to industry norms?

Deliverable: IC Health Check report with specific, ranked recommendations for plan design improvement.

02

COMPXION GOAL™ — Quota Setting & Simulation

Quota setting is where most IC programs go wrong. COMPXION GOAL™ brings AI-powered modeling and fairness analysis to a process usually dominated by spreadsheets and gut feel.

  • AI-driven quota recommendations using territory potential, historical attainment and market dynamics
  • POA scenario planning — see payout impact before committing to a plan
  • Fairness validation: flag territories with structurally inequitable quotas
  • Accelerator and threshold modeling: see exactly how design changes affect payout distribution
  • Support for MBO, tiered, rank-order, hybrid and omnichannel IC structures
03

COMPXION CLARI™ — Field Inquiry Copilot

The single most time-consuming part of IC operations is answering rep questions. "Why is my payout $18,400 and not the $21,000 I expected?" That question gets asked hundreds of times per cycle. COMPXION CLARI™ answers it instantly — in plain English, with a full calculation breakdown — so your IC operations team can focus on strategy instead of the helpdesk.

Example:
Rep: "Why is my Q3 payout $18,400 and not the $21,000 I expected?"

CLARI™: "Your Q3 attainment was 92% of quota ($460,000 vs. your $500,000 target). Your plan's accelerator activates at 100%. You need $40,000 more Rx to reach the accelerator threshold. Based on current Week 10 trajectory, you're projected to reach 96% by cycle end."

  • Plain English explanation of any payout calculation
  • Full data lineage showing exactly which data drove the number
  • Dispute submission and resolution tracking
  • Available 24/7 — no waiting for IC team response
  • Every interaction logged for compliance audit

IC Operations Full Capabilities

  • IC plan design: MBO, tiered, accelerator, rank-order, hybrid and omnichannel structures
  • Quota modeling: history-based, regression and AI-driven territory potential
  • Automated payout calculation: error-free, traceable, audit-ready
  • Data integration: Veeva CRM, IQVIA Rx data, SP feeds, wholesaler data
  • Roster management: new hires, LOA, terminations, territory transfers
  • Mid-cycle plan changes and eligibility tracking
  • Rep self-service portal: real-time attainment visibility
  • Compliance-ready reporting for finance, legal and HR sign-off
  • Real-time attainment dashboards: rep → district → region → national
  • Payout projection: month-end and quarter-end forecasting
  • What-if scenario modeling: see impact of plan design changes before committing

Use Cases

IC dispute reduction — 200-rep specialty pharma

The IC operations team was spending two full days per cycle reconciling payout disputes. The error rate was 12%. Reps were building shadow spreadsheets. We deployed COMPXION™ with automated payout calculation and COMPXION CLARI™ self-service. Error rate dropped to under 1%. Dispute resolution time went from 2 days to 4 hours. Rep IC satisfaction scores improved 22 points.

Launch IC design — emerging biotech, first commercial product

A small biopharma launching their first oncology product had no IC infrastructure. We designed a launch-optimized IC plan, built quota models using market potential data and launch analogues, and deployed rep-facing attainment dashboards from Day 1. Zero payout disputes in the first two cycles.

Powered by COMPXION™ (COMPXION DIAGNOSE™ · COMPXION GOAL™ · COMPXION CLARI™)

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