Global compensation for Capgemini
One notable win that beqom achieved with the support of Microsoft was with Capgemini, a global consulting, technology, and outsourcing services company that has over 200,000 employees in over 40 countries. Capgemini was looking to address compensation, performance, and rewards needs across its complex, worldwide organization. The company needed a single, integrated, global compensation system that allowed them to centralize all processes and maintain flexibility at the local level.
To secure the win, Microsoft and beqom sales teams collaborated to address Capgemini’s scalability needs, cloud deployment concerns, and security standards. “Whenever we have security or compliance aspects that need to be validated, we get good support—including technical support—from Microsoft experts. That was also the case with Capgemini,” Pohl said.
One advantage beqom has when their sales teams go into meetings with Microsoft is that Microsoft itself is one of their largest clients. “Microsoft uses our solution to manage sales incentives internally. This of course helps us when we approach potential clients jointly,” Pohl said. “I think that when we go out with Microsoft account teams, it’s always good if Microsoft can say yes, we’re using beqom’s compensation management solution internally ourselves.”
As a next step in their evolving sales process, Pohl said they are planning to organize meetings with executives of large global organizations at Microsoft’s Executive Briefing Center (EBC) at Microsoft headquarters in Redmond, WA, and elsewhere. “The first one is most likely to happen in Redmond, inviting prospects and existing customers to this EBC, and then extending this EBC to other locations here in Europe. We believe that it might be the most effective way to get larger organizations excited about what we did together successfully with Microsoft, showcasing the beqom solution and one of the largest and most complex projects in the industry.”
Pohl discussed future plans regarding beqom’s offering as well as upcoming opportunities with Microsoft. “When we look at our roadmap, we are continuously evolving from a total compensation platform covering all aspects of salary reviews, short- and long-term incentives, and sales incentives to a total rewards platform including flex benefits and all kinds of recognition and awards, no matter how you want to reward your people,” he said. “To accelerate that development, we are discussing co-innovation options with Microsoft. It’s clear the broader we make our portfolio, the more we offer to our clients.”
Pohl continued: “We’re discussing with Microsoft how we can generate more revenue faster together. This can be achieved through more joint go-to-market campaigns. This can also be achieved through co-innovation, be it creating packages for Microsoft Dynamics CRM, or enhancing our Total Rewards Portfolio or joint investments into artificial intelligence and machine learning services in order to automate processes, provide a better user experience, or optimize compensation models. I think there’s a lot more potential.”