It's pretty complex. Annually we set targets for the company and individuals. This is the whole shebang: a full balance sheet that features profit and loss and targets for each salesperson. Commissions are fed off this plan. We start there, and then go out to the supply chain, manufacturing and distribution. It's an incredibly detailed process.

They were involved from the start. Together we met with vendors and did demos. We wanted IT to be comfortable with the outcome, and to guide us with more technical issues such as SLAs and security. They blessed our decision.