"Companies need to diversify distribution channels to deepen the process of product penetration. In a bid to combat commoditization, insurers add new products and services to their product portfolio. But while doing so they should ensure that their communication with the field-force must address this complexity," says Y.V.D.V Prasad, director, business development, ING Vysya Life Insurance.

As the company expanded its reach across multiple channels; delivering accurate, relevant and timely information became a monumental task. It was hard to meet the growing demand for transparency in information -- both for the company and the sales force. Whenever the company came up with a new scheme, or added a new feature to the existing schemes, the sales force needed to be informed. And the only communicator between the freelancing sales force and the sales support team was an inaccurate, manual and opaque excel sheet.

"Market conditions demanded constant change in incentive designing to engage and entice distribution channels. We wanted to ensure auditable and accurate payment of incentives," says Subramanian.

The manual system had few modeling facilities thereby limiting innovation in designing incentive schemes. Relying on that was beginning to prove dangerous for the company.

ING Vysya Life needed an incentive management system to automate the process and bring in transparency. And they needed it fast.