Work 365

Incentive Plans, Earnings, Payouts

412 views May 16, 2019 March 2, 2020 0

Work 365 enables users to track sales incentives for the recurring business model of cloud-based revenue. Review these steps on plans, earnings, and payouts

Incentive Plans

  1. Make sure billing contracts are assigned to the correct sales account owners.
  2. Make sure all subscriptions have the product class field defined.
  3. Edit the Work 365 Configuration Settings for the incentives items EarnedOn Date and Payout After if needed.
  4. Make sure the billing contract, and subscription start dates fit the criteria of the incentive template that was created (Effective date, product class). See Configuring Incentive Templates.
    1. For subscriptions with start dates before the template effective date, create a new incentive template that matches the subscriptions.
      1. Example:
        1. An Office 365 E1 subscription started on Jan 1st 2018.
        2. A template starting Jan 1st, 2019 was already created. That subscription does not meet the template’s criteria.
        3. Solution: create a new template starting Jan. 1st, 2018 – Dec. 31st, 2018.
  5. Creating Incentive plans: All subscriptions under a billing contract are added to the Billing Contract owner’s plans as individual plans automatically. These plans are created based on the defined frequency of the incentive template.
    1. Work 365 ➤ Plans
  6. Each salesperson has permission to read their incentive plans, earnings, and payouts, but they are not able to make edits to them. Only a System Admin has permission to make edits. Also, System Admins can see all active incentive plans across the organization.


Incentive Earnings

  1. Based on the individual plans, earnings are accrued until the invoice is automatically generated by the system.
    1. Work 365 ➤ Earnings
  2. The default view is Unpaid earnings that are continuously calculated until the payout date arrives.
  3. Change the view to Active Earnings: These earnings have been attached to a payout, which means the earnings were calculated against an invoice and included in a payout record.
  4. The incentive amount calculated will be based on the parameters of the incentive template against the invoice that is automatically generated by the system.
  5. Earnings Fields
    1. Name: subscription name
    2. Incentive Plan: link to the incentive plan
    3. Amount: Total incentive amount earned from the subscription
    4. Earned On: Date the Amount was earned by the owner
    5. Payout interval: frequency of incentives being paid out
    6. Earned Via (invoice): the linked invoice the earnings were calculated against
    7. Incentive Payout: This will be blank until the earning record is attached to a payout record
  6. After the incentive period is complete, change the status reason to Finalized when the earning amounts have been approved.

Incentive Payouts

  1. Incentive Payouts are the payout records that show the total earnings for each of the periods and the status of the record if it’s under review or been approved by the finance team.
    1. Work 365 ➤ Payouts
  2. Order: Incentive Template (defines an incentive plan) ➤ Plans (owner’s plans based on subscription sales) ➤ Earnings (calculated from plans against the invoice) ➤ Payouts (calculates total incentive earnings to be paid out)
  3. Payout Fields
    1. Name: Owner Name – [Frequency] Payout – [payout id]
    2. Frequency: Frequency incentives are paid out
    3. Payout on: date the incentives need to be paid out. The Payout date is always 1st of the month by default unless specified through the configuration to X days. Payout date= 1 + X. See Work 365 Configuration Settings for Payout After.
    4. Total Earnings: total incentive earnings across all incentive plans for that incentive period
  4. After the incentive payout is made, open the payout record and change the status reason to approved.


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