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Partner Incentives Month End Accrual Process Improvement

As Microsoft transitions from on-premises to cloud solutions, thus increasing the incentive landscape complexity, it becomes more challenging to measure behaviors and provide timely and accurate accrual.

To address this challenge, the Tauber team focused on the Online Service Usage and Advisor Sell incentive programs while considering other online programs including Azure, Cloud Service Providers and Syndication for future expansion.

The team interviewed stakeholders in the end-to-end accrual process and mapped out the full end-to-end process while identifying several common challenges faced by all team members, and hosted a Kaizen event to brainstorm opportunities and prioritize the implementation of solutions.

The team anticipates implementing two platforms they developed will result in over $310k per year in labor savings by eliminating manual process steps and rework. Furthermore, the team estimates an additional $35M per year in forecast accuracy improvements.

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Student Team:

Mira Sun – EGL (BSE/MSE Industrial & Operations Engineering)

Rob Todd – Master of Business Administration

Eva Xia – Master of Business Administration       


Project Sponsors:

Steve Dunn – General Manager – Small & Mid-market Service & Partners

Andy Miller – Finance Director – Small & Mid-market Service & Partners

Daniel Rodriguez Diaz – Sr. Finance Manager – Small & Mid-market Service & Partners


Faculty Advisors:

Hyun-Soo Ann – Ross School of Business

Debra Levantrosser – College of Engineering

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