Callidus TrueComp
TrueComp® Manager Basics
Presented by:
Kiran Kumar K
© 2007 IBM Corporation
Callidus TrueComp
TrueComp EIM Solutions
TrueComp™ TrueComp Manager is the main interface for people who work with the details of variable compensation on a daily basis. It is used to create compensation plans, territories and reporting hierarchies, and includes all of the tools necessary to credit and reward the appropriate people when your company executes a sale. TrueInformation™ [TruePortal ™] TrueInformation is a comprehensive reporting system that provides historical analysis of your compensation data, as well as OLAP type multidimensional analysis. It utilizes information such as organizational hierarchies, product hierarchies, customer hierarchies, incentive rules, and transaction history to help you make decisions about the effectiveness of your incentive compensation strategies.
TrueResolution™ Formerly known as TrueClaims, TrueResolution is a sales manager's "self-service" application for resolving incentive related exceptions such as credit disputes, reporting structure changes, and the addition of new personnel. True Resolution dramatically reduces the time and effort needed to resolve sales compensation issues.
TrueComp automates the day-to-day activities associated with administering compensation. TrueComp Manager provides a flexible, usermaintainable system that can be modified easily to align direct or indirect sales compensation with corporate goals. TrueInformation uses a single interface to launch the complete suite of Callidus applications: Manager, TruePerformance, TrueResolution, and TrueComp Administrator. TrueResolution automates both claims and dispute resolution, enabling compensation professionals to provide fast answers and resolution to problems.
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© 2007 IBM Corporation
Callidus TrueComp
Notes for Prev slide
? TrueComp automates the day-to-day activities associated with administering compensation. TrueComp Manager provides a flexible, user-maintainable system that can be modified easily to align direct or indirect sales compensation with corporate goals. ? TruePortal uses a single interface to launch the complete suite of Callidus applications: Manager, TruePerformance, TrueResolution, and TrueComp Administrator. ? TrueQuota & TrueTerritory [future release] will provide tools to manage your company’s quotas and territories for the sales teams. ? TrueProfit [future release] will provide business and analytics capabilities. ? TrueResolution automates both claims and dispute resolution, enabling compensation professionals to provide fast answers and resolution to problems. ? TruePerformance gives a company the ability to accurately plan, implement and manage all aspects of employee compensation across the organization. It allows a user to model compensation plans, implement those plans and report results.
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© 2007 IBM Corporation
Callidus TrueComp
TrueComp Manager Process
Set-Up Reference Data
Load Transactions
Run Pipeline
Query Results
Finalize Payments
Generate Reports
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© 2007 IBM Corporation
Callidus TrueComp
TrueComp Manager Tour
? Title Bar: Period and User Login/Role. ? Toolbar: configuration and administrative functions. ? Launch Pad: starting point for most operations.
– Plans: list of all the comp plans. – Payees: Payees and the Reporting Structure. – Compensation Elements:
• • • •
Constants: typically bonuses and quotas Lookup Tables: Rate Tables: one-dimensional matrix for commissions. Territories: one or more categories.
– Categories: your business drivers.
? Work Area: area for data entry and viewing.
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© 2007 IBM Corporation
Callidus TrueComp
User Administration
? Have a user account for each user of TrueComp Manager and TrueIntegration and:
– assign roles (which grant permissions), – assign business units and – assign report display groups to each user
? A user account (with a login and password) is required to access TrueComp Manager. To access TrueIntegration, the TrueComp Manager user account must be assigned to a security role that has permission to access TrueIntegration. ? If a user is assigned to a Security Role that does not give permission to view/edit something, that item will be grayed out in TrueComp Manager.
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© 2007 IBM Corporation
Callidus TrueComp
User Accounts
? Create a user account for each user and assigning these users to different security roles. ? A security role is a group of permission settings that apply to all users assigned to that role. – Each security role can have different levels of access rights to the different functional areas of TrueComp Manager. ? Access rights specify whether a user can view or edit the associated data. ? Permissions represent each function you can perform in TrueComp Manager. – Permissions to related functions are controlled by permission sets. – Access rights apply consistently across all permissions controlled by a permission set. ? When a user performs adjustments and other changes, the username in the audit log identifies who performed the operation.
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© 2007 IBM Corporation
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Data Modifications by Multiple Users
? Although multiple users can be logged in to TrueComp Manager at one time, they cannot modify the same data at the same time.
– This causes data collision and refresh issues.
? Each TrueComp Manager client caches reference data obtained from the database.
– When one user makes changes to the database, these changes are not necessarily reflected in other users’ copies of the reference data.
? To avoid conflicts, users must coordinate their activities, typically by performing activities on different groups of data.
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© 2007 IBM Corporation
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Role-Based Security
? Control which users can perform which activities in TrueComp Manager by assigning users to different security roles. ? Security roles are settings for access rights to sets of permissions. Default security roles: – Administrator – Compensation Analyst – Compensation Manager – Compensation Administrator – Pipeline ? Permissions represent each function you can perform in TrueComp Manager.
9 © 2007 IBM Corporation
Callidus TrueComp
Permission Sets - Access Rights
? Kinds of access rights that are available:
– None: cannot read or change data – Read: can read but not change data – Write: can read, change, delete, add to data, and execute processes.
? Note: Where noted, some permission sets have functionally two access levels, where TrueComp Manager treats no access the same as read access, or read access the same as write access.
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© 2007 IBM Corporation
Callidus TrueComp
Security in TrueComp Manager
? 2 types of security:
– Security Roles [linked to a user account] – Business Units [linked to a user account]
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© 2007 IBM Corporation
Callidus TrueComp
Business Units
•TrueComp Manager provides an optional feature called business unit security • If implemented, can segregate compensation data by business unit for security access purposes. • If a TrueComp Manager user does not have access to a particular business unit, then he or she cannot access any data associated with that business unit. • All of an organization’s compensation data is still contained in the TrueComp Repository, access is restricted by business unit. • TCM user accounts can be assigned to multiple BU’s to access data, while participants can only belong to one BU. • When you run the pipeline, you do so for all the data in the TrueComp Repository—you cannot run the pipeline just for one business unit. • The pipeline results data, however, is separated by business unit (according to the associated position assignment’s business unit).
12 © 2007 IBM Corporation
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Sample Business Unit Use
ABC Corporation
ABC West
ABC Midwest
ABC East
California Nevada Arizona
A TCM user with access to the Arizona business unit can only view Arizona Data while a TCM user assigned to the ABC West business unit can view California, Nevada, and Arizona data. A user assigned to the ABC Corporation business unit will be able to view all business unit data.
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© 2007 IBM Corporation
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Credit Type
? Tools > Data Editor > Credit Type
– Credit Type – describes a credit. Used in credit rules. There are three default credit types: quota, commission, revenue. – Create a credit type based on type of sale, such as Product Credit – Credit types are used in indirect credit rules and measurement rules as a way of filtering credits.
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© 2007 IBM Corporation
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Classifier Type
? Tools > Data Editor > Classifier Type
– Classifier Type – identifies the kind of category data. There are pre-defined classifiers in TrueComp Manager. • Area Code • Customer
• Industry • Geography • Postal Code Range
• Product
• Sales Channel – When defining a category or a category hierarchy, a classifier type must be designated. All subcategories/classifiers in the hierarchy will have the same classifier type. – Classifier type information corresponds to the actual table structures in the database that houses your TrueComp data.
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© 2007 IBM Corporation
Callidus TrueComp
Earning Code/Earning Group
? Tools > Data Editor – Earning Code – identify incentive compensation, such as, MBO, Bonus. Many companies use their accounting codes. EC are used outside of TrueComp Manager. – Used in the Deposit Rule. – Earning Group – group deposits of similar types together and prevent deposits of different types from mixing together. – Identifies aggregations of deposits, to balance positive and negative incentive compensation amount. – Used in the Deposit Rule. EG’s are use for balances.
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© 2007 IBM Corporation
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Event Type
? Tools > Data Editor > Event Type
– Event Type – describes the kind of sales activity a transaction represents. For example, booking and invoicing are valid event types. – Event types specify the stage in the sales life cycle in which an event takes place. Event type labels can be created to meet special needs. – Most customers pay at the Bill/Invoice or pay, because it is too difficult for companies to track the sales cycle/process. – Note: If you import a transaction that uses an event type other than the ones you have defined, TrueComp Manager generates an error message during transaction validation.
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© 2007 IBM Corporation
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Reason Codes
? Tools > Data Editor > Reason Codes
– Reason Code – When making either adjustments or modifications to transactions, credits, or deposits, a reason code can be designated to identify the reason for the change. For example, ‘Manager Exception’ might be used as a reason for an adjustment. – Reason Codes are also utilized in TrueResolution.
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© 2007 IBM Corporation
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Unit Type
? Tools > Data Editor > Unit Type
– Unit Type – labels to identify the type of unit a numerical value represents, for example, percentage. There are 5 base default unit types:
Boolean: true/false values Percent: reflect a value as a percent. Fixed: Used to store integers (no partial amounts). Quantity: Used to store any kind of number, including partial amounts • Currency: Used to store a currency value with appropriate placement of decimal points, commas, and currency symbols. • • • •
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© 2007 IBM Corporation
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Titles
? Tools > Data Editor > Titles
– Titles are used to group similar positions across the organization; titles usually group positions related by job functions.
Best Practice: Assign Comp Plans by Title.
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© 2007 IBM Corporation
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Payment Group
? Tools > Data Editor > Payment Group
– Payment Group - Use payment groups to calculate payments, post payments, and finalize the period for groups of position assignments. – The use of payment groups, allows the compensation administrator to calculate and post payments for different groups of position assignments at separate times.
– Note: Unlike other data types, you can assign payment groups to business units.
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© 2007 IBM Corporation
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Roll Type
? Tools > Data Editor > Roll Type
– Roll Type – used to identify the organizational roll structures. – There are three default roll types:
• Reporting [defaults to the Reporting Structure] • Rollup • Rollover Best Practice: create a roll type to mirror the reporting structure.
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© 2007 IBM Corporation
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Constant
? Tools > Data Editor > Constant
– Constant types identify different kinds of constants, and in particular, quotas. The use of constant types is optional; if constant types are not specified, they are of a ‘generic’ type. – TrueComp Manager provides the Quota constant type by default. You can define more types as desired.
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© 2007 IBM Corporation
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TrueComp Repository
TrueComp Repository ––referred to as TrueComp Repository referred to as the database. It is where all the data is the database. It is where all the data is stored. stored.
TrueComp Repository
Schema: tables, indexes, stored Schema: tables, indexes, stored procedures, and constraints that the procedures, and constraints that the repository stores and TrueComp repository stores and TrueComp Manager uses. Manager uses.
TrueComp Schema
TrueIntegration Schema
Report Schema
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© 2007 IBM Corporation
Callidus TrueComp
Pipeline Flow Chart
Stage Transactions Valid Transactions Classify Transactions
Credits
Measurements
Incentive
Deposits
Balance
$$$$ Payments
1. The pipeline process is initiated when the raw transactions are loaded into the repository. Those raw transactions go into a set of TrueIntegration staging tables, a temporary storage place that holds transaction, credit, and deposit data that you load from an external source. 2. After the transactions are loaded, TrueComp Manager will validate the transactions. The Validate stage makes sure the transactions are in a correct and complete format that TrueComp Manager can process. 3. After the transactions have been validated in TrueComp Manager, the calculation process can begin. This is used to calculate the commissions and bonuses for each position assignment. This process is called the Pipeline. 4. Credits are processed first. In each compensation plan, there is a credit rule which specifies which position assignment receives credit for a sale. 5. The Measurement stage begins, which sums up all credits per position assignment. 6. The Measurements then move to Incentive stage which determines what commissions and bonuses each participant is awarded. 7. Finally, the Deposit phase begins which determines how much each participant receives. The Deposit Tables are created and payments are awarded.
25 © 2007 IBM Corporation
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Notes from Prev Slide
? First you have Raw Transactions that need to be imported into the Repository. ? Those raw transactions go into: ? A set of TrueIntegration staging tables, a temporary storage place that holds transaction, credit, and deposit data that you load from an external source. Validate makes sure the transactions are in a correct and TrueComp Manager can process. complete format that
? Next, you Validate your transactions. ?
? After you have your valid transactions in the TrueComp Manager, you run the calculation process to figure up all those commissions and bonuses, and this process is called the Pipeline. ? Credits are processed first. ? In your compensation plan, have a credit rule, and that sale. specifies who gets credit for a
? Then you move to Measurement – which sums up all your credits. ? Measurements move to Incentive – which determines what commissions and bonuses you get. ? Then you move to the Deposit phase- which determines how much each participant receives. The Deposit Tables are created.
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© 2007 IBM Corporation
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Periods
? TrueComp Manager tracks data using increments of time called periods. ? Periods represent the smallest yet most efficient unit of time for which your organization tracks data. ? Periods are also referred to as fiscal periods. ? Typically, the TrueComp Calendar is composed of at least one fiscal year, four fiscal quarters, and twelve month-based fiscal periods.
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© 2007 IBM Corporation
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Period – Reference Data
? For each period, TrueComp Manager stores a version of your company’s reference data.
– Information about positions, participants, position assignments, compensation plans and rules, and compensation elements (quotas, territories, and rate tables).
? Each period has its own version of reference data
– Open a period that has already been paid - review the version of the reference data that was used to calculate compensation in that period.
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© 2007 IBM Corporation
Callidus TrueComp
TrueComp Reference Data
Transaction Data
TrueComp Repository
Pipeline Data Reference Data
Results Data
Payee Data Participants Positions Reporting Structure
Category Data Geography Product Industry Channels, etc.
Comp Plans Comp rules
Comp Elements Territory Constant Rate Table MDLT
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© 2007 IBM Corporation
Callidus TrueComp
Notes from Prev Slide
? The Manager data in the Repository is divided into two major kinds: Reference data and Pipeline data. 1. Reference data must be in place in the Repository before compensation is processed through the pipeline. 2. Pipeline data is the results data from each phase of the pipeline run.
? Pipeline data also includes the valid transaction data that is needed for calculating incentives.
? Reference data includes People data, Category data, Comp plans and associated comp rules, and Comp Elements. Each period’s reference data must be in place in the Repository before compensation for that period can be processed.
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© 2007 IBM Corporation
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Creating Periods
? TrueComp Manager creates a new period by generating a copy (a new version) of the reference data from the last consecutive period. ? The reference data from the previous period is cloned (or ‘versioned’) into the new period. ? TrueComp Manager versions only the reference data, not the results data (such as pipeline results data including credits, measurements, incentives, and so forth). ? Best Practice: It is recommended that before you create a new period, you update the reference data in the current period so that the most up-to-date version of the reference data is cloned to the new period.
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© 2007 IBM Corporation
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Categories
? How the company chooses to allocate sales credits to the sales team depends on what sales transaction information is meaningful. ? In TrueComp Manager, categories are used to filter sales transactions into meaningful groups; credits can then be allocated to groups of related transactions. ? Categories filter transactions into groups based on specific fields on each transaction. ? During pipeline processing, the Classify stage uses categories to filter valid transactions. ? The output of classification is classified transactions.
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© 2007 IBM Corporation
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Sample Category Tree
Classifier Type: Products
Category
Banking Products Sub-Category Sub-Category
Nation’s Funds
IRA
NAHAX
NFEAX
NEGAX
Fixed Term
Money Market Classifiers
© 2007 IBM Corporation
Classifiers
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Territory
? A territory is a named group of categories and classifiers that is used to ? filter input to credit and measurement rules. – Territories are used in credit rules to determine who gets credit for a transaction. – Territories are also used in measurement rules to determine how credits will be aggregated. ? You define a territory using categories. – A simple territory can use a single category or classifier in its definition. – A complex territory can combine several categories, or parts of category hierarchies, together in its definition. – When you create a territory you can tie multiple categories and classifiers together with ‘and’ and ‘or’ logic (Boolean). – Negative (‘not’) logic is also available for excluding specific things from a larger grouping. ? You can organize multiple categories that make up a territory in a way that will reduce processing time.
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© 2007 IBM Corporation
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Lookup Tables
? A lookup table...
– is a compensation element that is the same for each plan assignment (not customizable for each position assignment assigned to the compensation plan); – stores indexed values, where each value represents the intersection of multiple criteria and each individual criterion is specified in the form of an index; – uses dimensions to store indices, where each dimension can represent a different type of index value (such as a number or a string) – can contain dimensions of the following dimension types: string, category, date range, numeric, or numeric range; – can have an infinite number of dimensions.
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© 2007 IBM Corporation
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What is a Roll Relationship?
? Roll Relationships allow credits to roll between Position Assignments. ? It is the path for allocating rollable credits from a ‘source’ position assignment to other position assignments
Credit is the allocation of a value associated with a sales transaction to a Position Assignment
PA
PA
Credit
Credit
Source PA
Transaction Transaction
Credit
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Basic Measurement Rule
• • Sums up the credits for a PA Two (2) types of measurement rules: – Primary: an aggregation of credits [sums the monetary value of the credits] – Secondary: aggregates the primary measurements [does not point to credits] • • • Name the Measurement Rule [use PM or SM in name] Credit Type – credits that are specified must be generated by one or more credit rules Measurement Name – which goes to the next phase
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© 2007 IBM Corporation
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Incentive Rules
? The output of an incentive rule is a named incentive with a specific value. ? In the rule, you can specify the period type to indicate when the incentive is available for deposit (for example, the end of the current month or quarter). ? In a leaf-period incentive rule, if you refer to another incentive that is based on a higher-level period (for example, a quarterly incentive), TrueComp Manager processes the leaf-period incentive rule during each leaf period. – For example, if you create a monthly incentive rule “MonthlyCommission” that refers to the output of a quarterly incentive rule “QuarterlyCommission,” the MonthlyCommission rule runs each month. Each month, it uses the amount calculated so far for the QuarterlyCommission.
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Deposit Rules
? Deposit rules determine how much of the incentive compensation to deposit for each position assignment assigned to the compensation plan and when to make the deposit. ? If deposits need to be held back for any reason, such as for unpaid customer invoices or maximum earning policies for a product, the compensation administrator can indicate that the deposit can be held and for how long.
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© 2007 IBM Corporation
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Commission Earning Group and Earning Codes
Commission Earning Group
Earning Code EC-1 Earning Code EC-1 Earning Code EC-2 Earning Code EC-2 Earning Code EC-3 Earning Code EC-3
$200 (Positive Balance)
$100 (Positive Balance)
-$100 (Negative Balance)
EC-3=> applied proportionally to positive deposits in EC-1 & EC-2
Remaining 1/3 is deducted from EC-2 balance
2/3 of negative EC-3 (-$100) balance is deducted from EC1
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© 2007 IBM Corporation
Callidus TrueComp
Query Tool
? You use the Query Tool to find, modify, adjust, and create TrueComp Repository data. ? The Query Tool allows you quick access to TrueComp Repository data including transactions, pipeline results data, and reference data so that you can do research on compensation results and related information. Note: To view, adjust, modify, or create data from the Query Tool, a user must have the appropriate security permissions to the type of data you want to view or change. Both read and write access allow a user to run a query while write access allows a user to create, adjust, or modify data.
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© 2007 IBM Corporation
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Pipeline Processes
? The pipeline processes occur in phases, and the output from each phase is the input to the next phase. Just as compensation rules are created for each phase, each phase produces its own kind of results data. – Classification rules classify transactions, credit rules produce credits, and so forth. Some phases use balance or payment information to generate output. ? Each phase is processed sequentially; one phase must complete successfully before the next phase can begin. ? The end result of pipeline processing is an amount to pay each position for the specified period. ? Note: During pipeline processing, you should not modify any reference or pipeline data—doing so can cause problems with pipeline results.
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Pipeline Results
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© 2007 IBM Corporation
Callidus TrueComp
TrueComp Process Model
Pipeline: the process by which TrueComp Manager calculates compensation and payments is called the pipeline. The pipeline process occurs in phases, and the output from each phase is the input to the next phase.
Compensate
Classify Credit Measure Incentive Deposit
Pay
Calc Pay Post Final Pay
•Classify transactions. •Calculate direct & indirect credits – allocates Credits to position assignments. •Calculates bonus and commission Incentives. •Determines deposits.
•Payments are calculated & any balance carry forward is processed. •Payments are posted and finalized, closing the processing period.
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© 2007 IBM Corporation
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Calculate Compensation
? Most of the pipeline activity takes place within the Compensate stage, which processes the compensation rules for position assignments. ? You can run any of the Compensate stage parts (Classify, Allocate, Reward) together or separately, depending on what you want to do. – You must run them in the order that they regularly occur; for example, you cannot run Classify and Reward without also running Allocate. ? Note: If you close TrueComp Manager before pipeline processing finishes, any pipeline stages not yet started will not do so. When you close TrueComp Manager in this situation, TrueComp Manager stores status information up to the last run stage.
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© 2007 IBM Corporation
Callidus TrueComp
How Rerun Positions Mode Differs from Other Modes
? In Rerun Positions mode, TrueComp Manager runs the Reward stage for the specified set of position assignments only. ? In Positions Incremental mode, TrueComp Manager processes all position assignments during the Reward stage. ? In Rerun Positions mode, you can specify to process specific position assignments: the Classify and Allocate stages process only the runnable transactions, and the Reward stage processes only the specified position assignments. – This behavior is different from Incremental mode, which processes only runnable transactions for the Classify and Allocate stages, but processes all position assignments during the Reward stage. ? In Rerun Positions mode, TrueComp Manager processes only the transactions that are associated with the specified position assignments during the Classify and Allocate stages. – This behavior is different from Per-Position mode, which processes all transactions in the Classify and Allocate stages.
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© 2007 IBM Corporation
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Pipeline Processing for Order Level Functions
? For order-level functions in transaction credit rules to run in incremental mode
– In the callidus.properties file – Set pipeline.runAllTransactionsOnOrder=True
? This forces TrueComp Manager to process all transactions for the current period on an order when any transaction is runnable.
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© 2007 IBM Corporation
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Compensate Stage
• Most of the pipeline activity takes place within the Compensation Stage, which processes the compensation rules for position assignments • Classify + Allocate + Reward – Calculates secondary measurements (uses measurement rules) * – Secondary Measure: a formula, which may or may not include the summing of primary measures Two (2) types of Incentives: ? Commission: defined by rate tables and quotas and is paid out as specified levels of attainment ? Bonus: depend upon conditions being met –
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Calculates incentives (uses incentive rules) *
Calculates deposits (uses deposit rules)
© 2007 IBM Corporation
Callidus TrueComp
Pay Stage
Calculate Payments • Calculates trial payments and balance information – Balances carried forward * How negative or positive balances are applied • Can run Calculate Pay as many times as necessary.
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Deposit Calculation and Processing
? In the Reward stage, TrueComp Manager processes all the current period’s deposit rules to calculate the total deposit amount for each position assignment in the current period. ? After the Reward stage is the Pay stage, where TrueComp Manager calculates the difference between what deposits have already been calculated and posted for the period and the newly calculated total deposit amount; the payment or balance data is then based on that difference. – This difference is the incremental deposit. ? When TrueComp Manager uses an incremental deposit towards a payment or balance, the incremental deposit is marked as posted.
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Finalize Period Stage
? In this stage, TrueComp Manager marks a specified period as finalized for specified position assignments. ? You can finalize the period for all position assignments (after which the period itself is considered as finalized), or you can finalize the period for a payment group (a subset of position assignments). ? Once a period is finalized, only balances can be generated for the affected position assignments for that period. – No more payments will be calculated for the period for those position assignments. ? Finalize Period also converts negative incremental deposits to posted negative balances if TrueComp Manager is configured to not make negative payments. • After you finalize a period for all position assignments, any new position assignments created in that period will also be considered finalized; that position assignment can only have balances generated, not payments, for the specified period.
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Post
Post Payments and Balances • Post for selected Payment Groups or for ALL POSITIONS • Post payments in order to mark the calculated payments or balances as final and permanent – Posting does not calculate data • Posting marks the payment or balance data as read-only, so that no one can recalculate or delete the data.
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© 2007 IBM Corporation
doc_883393056.ppt
TrueComp® Manager Basics
Presented by:
Kiran Kumar K
© 2007 IBM Corporation
Callidus TrueComp
TrueComp EIM Solutions
TrueComp™ TrueComp Manager is the main interface for people who work with the details of variable compensation on a daily basis. It is used to create compensation plans, territories and reporting hierarchies, and includes all of the tools necessary to credit and reward the appropriate people when your company executes a sale. TrueInformation™ [TruePortal ™] TrueInformation is a comprehensive reporting system that provides historical analysis of your compensation data, as well as OLAP type multidimensional analysis. It utilizes information such as organizational hierarchies, product hierarchies, customer hierarchies, incentive rules, and transaction history to help you make decisions about the effectiveness of your incentive compensation strategies.
TrueResolution™ Formerly known as TrueClaims, TrueResolution is a sales manager's "self-service" application for resolving incentive related exceptions such as credit disputes, reporting structure changes, and the addition of new personnel. True Resolution dramatically reduces the time and effort needed to resolve sales compensation issues.
TrueComp automates the day-to-day activities associated with administering compensation. TrueComp Manager provides a flexible, usermaintainable system that can be modified easily to align direct or indirect sales compensation with corporate goals. TrueInformation uses a single interface to launch the complete suite of Callidus applications: Manager, TruePerformance, TrueResolution, and TrueComp Administrator. TrueResolution automates both claims and dispute resolution, enabling compensation professionals to provide fast answers and resolution to problems.
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© 2007 IBM Corporation
Callidus TrueComp
Notes for Prev slide
? TrueComp automates the day-to-day activities associated with administering compensation. TrueComp Manager provides a flexible, user-maintainable system that can be modified easily to align direct or indirect sales compensation with corporate goals. ? TruePortal uses a single interface to launch the complete suite of Callidus applications: Manager, TruePerformance, TrueResolution, and TrueComp Administrator. ? TrueQuota & TrueTerritory [future release] will provide tools to manage your company’s quotas and territories for the sales teams. ? TrueProfit [future release] will provide business and analytics capabilities. ? TrueResolution automates both claims and dispute resolution, enabling compensation professionals to provide fast answers and resolution to problems. ? TruePerformance gives a company the ability to accurately plan, implement and manage all aspects of employee compensation across the organization. It allows a user to model compensation plans, implement those plans and report results.
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© 2007 IBM Corporation
Callidus TrueComp
TrueComp Manager Process
Set-Up Reference Data
Load Transactions
Run Pipeline
Query Results
Finalize Payments
Generate Reports
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© 2007 IBM Corporation
Callidus TrueComp
TrueComp Manager Tour
? Title Bar: Period and User Login/Role. ? Toolbar: configuration and administrative functions. ? Launch Pad: starting point for most operations.
– Plans: list of all the comp plans. – Payees: Payees and the Reporting Structure. – Compensation Elements:
• • • •
Constants: typically bonuses and quotas Lookup Tables: Rate Tables: one-dimensional matrix for commissions. Territories: one or more categories.
– Categories: your business drivers.
? Work Area: area for data entry and viewing.
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© 2007 IBM Corporation
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User Administration
? Have a user account for each user of TrueComp Manager and TrueIntegration and:
– assign roles (which grant permissions), – assign business units and – assign report display groups to each user
? A user account (with a login and password) is required to access TrueComp Manager. To access TrueIntegration, the TrueComp Manager user account must be assigned to a security role that has permission to access TrueIntegration. ? If a user is assigned to a Security Role that does not give permission to view/edit something, that item will be grayed out in TrueComp Manager.
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User Accounts
? Create a user account for each user and assigning these users to different security roles. ? A security role is a group of permission settings that apply to all users assigned to that role. – Each security role can have different levels of access rights to the different functional areas of TrueComp Manager. ? Access rights specify whether a user can view or edit the associated data. ? Permissions represent each function you can perform in TrueComp Manager. – Permissions to related functions are controlled by permission sets. – Access rights apply consistently across all permissions controlled by a permission set. ? When a user performs adjustments and other changes, the username in the audit log identifies who performed the operation.
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© 2007 IBM Corporation
Callidus TrueComp
Data Modifications by Multiple Users
? Although multiple users can be logged in to TrueComp Manager at one time, they cannot modify the same data at the same time.
– This causes data collision and refresh issues.
? Each TrueComp Manager client caches reference data obtained from the database.
– When one user makes changes to the database, these changes are not necessarily reflected in other users’ copies of the reference data.
? To avoid conflicts, users must coordinate their activities, typically by performing activities on different groups of data.
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© 2007 IBM Corporation
Callidus TrueComp
Role-Based Security
? Control which users can perform which activities in TrueComp Manager by assigning users to different security roles. ? Security roles are settings for access rights to sets of permissions. Default security roles: – Administrator – Compensation Analyst – Compensation Manager – Compensation Administrator – Pipeline ? Permissions represent each function you can perform in TrueComp Manager.
9 © 2007 IBM Corporation
Callidus TrueComp
Permission Sets - Access Rights
? Kinds of access rights that are available:
– None: cannot read or change data – Read: can read but not change data – Write: can read, change, delete, add to data, and execute processes.
? Note: Where noted, some permission sets have functionally two access levels, where TrueComp Manager treats no access the same as read access, or read access the same as write access.
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Security in TrueComp Manager
? 2 types of security:
– Security Roles [linked to a user account] – Business Units [linked to a user account]
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Business Units
•TrueComp Manager provides an optional feature called business unit security • If implemented, can segregate compensation data by business unit for security access purposes. • If a TrueComp Manager user does not have access to a particular business unit, then he or she cannot access any data associated with that business unit. • All of an organization’s compensation data is still contained in the TrueComp Repository, access is restricted by business unit. • TCM user accounts can be assigned to multiple BU’s to access data, while participants can only belong to one BU. • When you run the pipeline, you do so for all the data in the TrueComp Repository—you cannot run the pipeline just for one business unit. • The pipeline results data, however, is separated by business unit (according to the associated position assignment’s business unit).
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Sample Business Unit Use
ABC Corporation
ABC West
ABC Midwest
ABC East
California Nevada Arizona
A TCM user with access to the Arizona business unit can only view Arizona Data while a TCM user assigned to the ABC West business unit can view California, Nevada, and Arizona data. A user assigned to the ABC Corporation business unit will be able to view all business unit data.
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Credit Type
? Tools > Data Editor > Credit Type
– Credit Type – describes a credit. Used in credit rules. There are three default credit types: quota, commission, revenue. – Create a credit type based on type of sale, such as Product Credit – Credit types are used in indirect credit rules and measurement rules as a way of filtering credits.
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Classifier Type
? Tools > Data Editor > Classifier Type
– Classifier Type – identifies the kind of category data. There are pre-defined classifiers in TrueComp Manager. • Area Code • Customer
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Earning Code/Earning Group
? Tools > Data Editor – Earning Code – identify incentive compensation, such as, MBO, Bonus. Many companies use their accounting codes. EC are used outside of TrueComp Manager. – Used in the Deposit Rule. – Earning Group – group deposits of similar types together and prevent deposits of different types from mixing together. – Identifies aggregations of deposits, to balance positive and negative incentive compensation amount. – Used in the Deposit Rule. EG’s are use for balances.
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Event Type
? Tools > Data Editor > Event Type
– Event Type – describes the kind of sales activity a transaction represents. For example, booking and invoicing are valid event types. – Event types specify the stage in the sales life cycle in which an event takes place. Event type labels can be created to meet special needs. – Most customers pay at the Bill/Invoice or pay, because it is too difficult for companies to track the sales cycle/process. – Note: If you import a transaction that uses an event type other than the ones you have defined, TrueComp Manager generates an error message during transaction validation.
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Reason Codes
? Tools > Data Editor > Reason Codes
– Reason Code – When making either adjustments or modifications to transactions, credits, or deposits, a reason code can be designated to identify the reason for the change. For example, ‘Manager Exception’ might be used as a reason for an adjustment. – Reason Codes are also utilized in TrueResolution.
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Unit Type
? Tools > Data Editor > Unit Type
– Unit Type – labels to identify the type of unit a numerical value represents, for example, percentage. There are 5 base default unit types:
Boolean: true/false values Percent: reflect a value as a percent. Fixed: Used to store integers (no partial amounts). Quantity: Used to store any kind of number, including partial amounts • Currency: Used to store a currency value with appropriate placement of decimal points, commas, and currency symbols. • • • •
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Titles
? Tools > Data Editor > Titles
– Titles are used to group similar positions across the organization; titles usually group positions related by job functions.
Best Practice: Assign Comp Plans by Title.
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Payment Group
? Tools > Data Editor > Payment Group
– Payment Group - Use payment groups to calculate payments, post payments, and finalize the period for groups of position assignments. – The use of payment groups, allows the compensation administrator to calculate and post payments for different groups of position assignments at separate times.
– Note: Unlike other data types, you can assign payment groups to business units.
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Roll Type
? Tools > Data Editor > Roll Type
– Roll Type – used to identify the organizational roll structures. – There are three default roll types:
• Reporting [defaults to the Reporting Structure] • Rollup • Rollover Best Practice: create a roll type to mirror the reporting structure.
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Constant
? Tools > Data Editor > Constant
– Constant types identify different kinds of constants, and in particular, quotas. The use of constant types is optional; if constant types are not specified, they are of a ‘generic’ type. – TrueComp Manager provides the Quota constant type by default. You can define more types as desired.
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TrueComp Repository
TrueComp Repository ––referred to as TrueComp Repository referred to as the database. It is where all the data is the database. It is where all the data is stored. stored.
TrueComp Repository
Schema: tables, indexes, stored Schema: tables, indexes, stored procedures, and constraints that the procedures, and constraints that the repository stores and TrueComp repository stores and TrueComp Manager uses. Manager uses.
TrueComp Schema
TrueIntegration Schema
Report Schema
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Pipeline Flow Chart
Stage Transactions Valid Transactions Classify Transactions
Credits
Measurements
Incentive
Deposits
Balance
$$$$ Payments
1. The pipeline process is initiated when the raw transactions are loaded into the repository. Those raw transactions go into a set of TrueIntegration staging tables, a temporary storage place that holds transaction, credit, and deposit data that you load from an external source. 2. After the transactions are loaded, TrueComp Manager will validate the transactions. The Validate stage makes sure the transactions are in a correct and complete format that TrueComp Manager can process. 3. After the transactions have been validated in TrueComp Manager, the calculation process can begin. This is used to calculate the commissions and bonuses for each position assignment. This process is called the Pipeline. 4. Credits are processed first. In each compensation plan, there is a credit rule which specifies which position assignment receives credit for a sale. 5. The Measurement stage begins, which sums up all credits per position assignment. 6. The Measurements then move to Incentive stage which determines what commissions and bonuses each participant is awarded. 7. Finally, the Deposit phase begins which determines how much each participant receives. The Deposit Tables are created and payments are awarded.
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Notes from Prev Slide
? First you have Raw Transactions that need to be imported into the Repository. ? Those raw transactions go into: ? A set of TrueIntegration staging tables, a temporary storage place that holds transaction, credit, and deposit data that you load from an external source. Validate makes sure the transactions are in a correct and TrueComp Manager can process. complete format that
? Next, you Validate your transactions. ?
? After you have your valid transactions in the TrueComp Manager, you run the calculation process to figure up all those commissions and bonuses, and this process is called the Pipeline. ? Credits are processed first. ? In your compensation plan, have a credit rule, and that sale. specifies who gets credit for a
? Then you move to Measurement – which sums up all your credits. ? Measurements move to Incentive – which determines what commissions and bonuses you get. ? Then you move to the Deposit phase- which determines how much each participant receives. The Deposit Tables are created.
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Periods
? TrueComp Manager tracks data using increments of time called periods. ? Periods represent the smallest yet most efficient unit of time for which your organization tracks data. ? Periods are also referred to as fiscal periods. ? Typically, the TrueComp Calendar is composed of at least one fiscal year, four fiscal quarters, and twelve month-based fiscal periods.
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Period – Reference Data
? For each period, TrueComp Manager stores a version of your company’s reference data.
– Information about positions, participants, position assignments, compensation plans and rules, and compensation elements (quotas, territories, and rate tables).
? Each period has its own version of reference data
– Open a period that has already been paid - review the version of the reference data that was used to calculate compensation in that period.
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TrueComp Reference Data
Transaction Data
TrueComp Repository
Pipeline Data Reference Data
Results Data
Payee Data Participants Positions Reporting Structure
Category Data Geography Product Industry Channels, etc.
Comp Plans Comp rules
Comp Elements Territory Constant Rate Table MDLT
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Notes from Prev Slide
? The Manager data in the Repository is divided into two major kinds: Reference data and Pipeline data. 1. Reference data must be in place in the Repository before compensation is processed through the pipeline. 2. Pipeline data is the results data from each phase of the pipeline run.
? Pipeline data also includes the valid transaction data that is needed for calculating incentives.
? Reference data includes People data, Category data, Comp plans and associated comp rules, and Comp Elements. Each period’s reference data must be in place in the Repository before compensation for that period can be processed.
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Creating Periods
? TrueComp Manager creates a new period by generating a copy (a new version) of the reference data from the last consecutive period. ? The reference data from the previous period is cloned (or ‘versioned’) into the new period. ? TrueComp Manager versions only the reference data, not the results data (such as pipeline results data including credits, measurements, incentives, and so forth). ? Best Practice: It is recommended that before you create a new period, you update the reference data in the current period so that the most up-to-date version of the reference data is cloned to the new period.
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Categories
? How the company chooses to allocate sales credits to the sales team depends on what sales transaction information is meaningful. ? In TrueComp Manager, categories are used to filter sales transactions into meaningful groups; credits can then be allocated to groups of related transactions. ? Categories filter transactions into groups based on specific fields on each transaction. ? During pipeline processing, the Classify stage uses categories to filter valid transactions. ? The output of classification is classified transactions.
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Sample Category Tree
Classifier Type: Products
Category
Banking Products Sub-Category Sub-Category
Nation’s Funds
IRA
NAHAX
NFEAX
NEGAX
Fixed Term
Money Market Classifiers
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Classifiers
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Territory
? A territory is a named group of categories and classifiers that is used to ? filter input to credit and measurement rules. – Territories are used in credit rules to determine who gets credit for a transaction. – Territories are also used in measurement rules to determine how credits will be aggregated. ? You define a territory using categories. – A simple territory can use a single category or classifier in its definition. – A complex territory can combine several categories, or parts of category hierarchies, together in its definition. – When you create a territory you can tie multiple categories and classifiers together with ‘and’ and ‘or’ logic (Boolean). – Negative (‘not’) logic is also available for excluding specific things from a larger grouping. ? You can organize multiple categories that make up a territory in a way that will reduce processing time.
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Lookup Tables
? A lookup table...
– is a compensation element that is the same for each plan assignment (not customizable for each position assignment assigned to the compensation plan); – stores indexed values, where each value represents the intersection of multiple criteria and each individual criterion is specified in the form of an index; – uses dimensions to store indices, where each dimension can represent a different type of index value (such as a number or a string) – can contain dimensions of the following dimension types: string, category, date range, numeric, or numeric range; – can have an infinite number of dimensions.
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What is a Roll Relationship?
? Roll Relationships allow credits to roll between Position Assignments. ? It is the path for allocating rollable credits from a ‘source’ position assignment to other position assignments
Credit is the allocation of a value associated with a sales transaction to a Position Assignment
PA
PA
Credit
Credit
Source PA
Transaction Transaction
Credit
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Basic Measurement Rule
• • Sums up the credits for a PA Two (2) types of measurement rules: – Primary: an aggregation of credits [sums the monetary value of the credits] – Secondary: aggregates the primary measurements [does not point to credits] • • • Name the Measurement Rule [use PM or SM in name] Credit Type – credits that are specified must be generated by one or more credit rules Measurement Name – which goes to the next phase
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Incentive Rules
? The output of an incentive rule is a named incentive with a specific value. ? In the rule, you can specify the period type to indicate when the incentive is available for deposit (for example, the end of the current month or quarter). ? In a leaf-period incentive rule, if you refer to another incentive that is based on a higher-level period (for example, a quarterly incentive), TrueComp Manager processes the leaf-period incentive rule during each leaf period. – For example, if you create a monthly incentive rule “MonthlyCommission” that refers to the output of a quarterly incentive rule “QuarterlyCommission,” the MonthlyCommission rule runs each month. Each month, it uses the amount calculated so far for the QuarterlyCommission.
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Deposit Rules
? Deposit rules determine how much of the incentive compensation to deposit for each position assignment assigned to the compensation plan and when to make the deposit. ? If deposits need to be held back for any reason, such as for unpaid customer invoices or maximum earning policies for a product, the compensation administrator can indicate that the deposit can be held and for how long.
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Commission Earning Group and Earning Codes
Commission Earning Group
Earning Code EC-1 Earning Code EC-1 Earning Code EC-2 Earning Code EC-2 Earning Code EC-3 Earning Code EC-3
$200 (Positive Balance)
$100 (Positive Balance)
-$100 (Negative Balance)
EC-3=> applied proportionally to positive deposits in EC-1 & EC-2
Remaining 1/3 is deducted from EC-2 balance
2/3 of negative EC-3 (-$100) balance is deducted from EC1
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Query Tool
? You use the Query Tool to find, modify, adjust, and create TrueComp Repository data. ? The Query Tool allows you quick access to TrueComp Repository data including transactions, pipeline results data, and reference data so that you can do research on compensation results and related information. Note: To view, adjust, modify, or create data from the Query Tool, a user must have the appropriate security permissions to the type of data you want to view or change. Both read and write access allow a user to run a query while write access allows a user to create, adjust, or modify data.
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Pipeline Processes
? The pipeline processes occur in phases, and the output from each phase is the input to the next phase. Just as compensation rules are created for each phase, each phase produces its own kind of results data. – Classification rules classify transactions, credit rules produce credits, and so forth. Some phases use balance or payment information to generate output. ? Each phase is processed sequentially; one phase must complete successfully before the next phase can begin. ? The end result of pipeline processing is an amount to pay each position for the specified period. ? Note: During pipeline processing, you should not modify any reference or pipeline data—doing so can cause problems with pipeline results.
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Pipeline Results
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TrueComp Process Model
Pipeline: the process by which TrueComp Manager calculates compensation and payments is called the pipeline. The pipeline process occurs in phases, and the output from each phase is the input to the next phase.
Compensate
Classify Credit Measure Incentive Deposit
Pay
Calc Pay Post Final Pay
•Classify transactions. •Calculate direct & indirect credits – allocates Credits to position assignments. •Calculates bonus and commission Incentives. •Determines deposits.
•Payments are calculated & any balance carry forward is processed. •Payments are posted and finalized, closing the processing period.
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Calculate Compensation
? Most of the pipeline activity takes place within the Compensate stage, which processes the compensation rules for position assignments. ? You can run any of the Compensate stage parts (Classify, Allocate, Reward) together or separately, depending on what you want to do. – You must run them in the order that they regularly occur; for example, you cannot run Classify and Reward without also running Allocate. ? Note: If you close TrueComp Manager before pipeline processing finishes, any pipeline stages not yet started will not do so. When you close TrueComp Manager in this situation, TrueComp Manager stores status information up to the last run stage.
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How Rerun Positions Mode Differs from Other Modes
? In Rerun Positions mode, TrueComp Manager runs the Reward stage for the specified set of position assignments only. ? In Positions Incremental mode, TrueComp Manager processes all position assignments during the Reward stage. ? In Rerun Positions mode, you can specify to process specific position assignments: the Classify and Allocate stages process only the runnable transactions, and the Reward stage processes only the specified position assignments. – This behavior is different from Incremental mode, which processes only runnable transactions for the Classify and Allocate stages, but processes all position assignments during the Reward stage. ? In Rerun Positions mode, TrueComp Manager processes only the transactions that are associated with the specified position assignments during the Classify and Allocate stages. – This behavior is different from Per-Position mode, which processes all transactions in the Classify and Allocate stages.
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Pipeline Processing for Order Level Functions
? For order-level functions in transaction credit rules to run in incremental mode
– In the callidus.properties file – Set pipeline.runAllTransactionsOnOrder=True
? This forces TrueComp Manager to process all transactions for the current period on an order when any transaction is runnable.
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Compensate Stage
• Most of the pipeline activity takes place within the Compensation Stage, which processes the compensation rules for position assignments • Classify + Allocate + Reward – Calculates secondary measurements (uses measurement rules) * – Secondary Measure: a formula, which may or may not include the summing of primary measures Two (2) types of Incentives: ? Commission: defined by rate tables and quotas and is paid out as specified levels of attainment ? Bonus: depend upon conditions being met –
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Calculates incentives (uses incentive rules) *
Calculates deposits (uses deposit rules)
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Pay Stage
Calculate Payments • Calculates trial payments and balance information – Balances carried forward * How negative or positive balances are applied • Can run Calculate Pay as many times as necessary.
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Deposit Calculation and Processing
? In the Reward stage, TrueComp Manager processes all the current period’s deposit rules to calculate the total deposit amount for each position assignment in the current period. ? After the Reward stage is the Pay stage, where TrueComp Manager calculates the difference between what deposits have already been calculated and posted for the period and the newly calculated total deposit amount; the payment or balance data is then based on that difference. – This difference is the incremental deposit. ? When TrueComp Manager uses an incremental deposit towards a payment or balance, the incremental deposit is marked as posted.
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Finalize Period Stage
? In this stage, TrueComp Manager marks a specified period as finalized for specified position assignments. ? You can finalize the period for all position assignments (after which the period itself is considered as finalized), or you can finalize the period for a payment group (a subset of position assignments). ? Once a period is finalized, only balances can be generated for the affected position assignments for that period. – No more payments will be calculated for the period for those position assignments. ? Finalize Period also converts negative incremental deposits to posted negative balances if TrueComp Manager is configured to not make negative payments. • After you finalize a period for all position assignments, any new position assignments created in that period will also be considered finalized; that position assignment can only have balances generated, not payments, for the specified period.
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Post
Post Payments and Balances • Post for selected Payment Groups or for ALL POSITIONS • Post payments in order to mark the calculated payments or balances as final and permanent – Posting does not calculate data • Posting marks the payment or balance data as read-only, so that no one can recalculate or delete the data.
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