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Download
2
weeks saved by quarter
100%
autonomous on Qobra
1
tool that centralizes all the sales commission information
2
weeks saved by quarter
100%
autonomous on Qobra
1
tool that centralizes all the sales commission information
Ogury is a global AdTech company that delivers advertising solutions grounded in privacy to brands, agencies and publishers.
Sales Headcount
315
Client Since
June 2024
At Ogury, variable compensation is a strategic performance lever. It represents a significant portion of the sales teams' compensation and contributes directly to revenue generation on an international scale.
In a structured and demanding environment, commission management must be reliable, transparent, auditable, and centralized. Before Qobra, Ogury managed its commissions using Excel. This system created complexity, risked errors, and lacked visibility for teams.
This case study shows how Ogury transformed a manual, fragmented process into an automated, autonomous system that can be managed in real time.
At Ogury, compensation plans are based on multiple data sources and complex rules.
To support performance and maintain team confidence, commission management must:
Before Qobra, the Excel environment could not guarantee these requirements on a large scale.
Management relied on:
Data merging was a constant challenge.
The lack of centralization made it difficult for sales teams to understand the exact components of bonuses.
"We were handling many different Excel sheets, different data sources, issues in refreshing the data, having complex formulas that you need to monitor and maintain."
Philippine Vendeuvre, Sales Ops at Ogury
Each quarter, verifying data and calculations took a considerable amount of time.
The main risks:
In a subject as sensitive as compensation, the lack of auditability increased the pressure on Sales Ops and sales teams.
Before Qobra, sales reps often had to wait for invoicing to estimate their commissions.
"Sales team didn't have a lot of visibility on their compensation calculation because they were waiting for invoices to come, and so before the end of the quarter you couldn't know where you were going to land."
Philippine Vendeuvre, Sales Ops at Ogury
Consequences:
Without visibility, variable compensation cannot fully play its role as a performance accelerator.
Thanks to the direct connection with Salesforce:
Visibility becomes immediate and actionable.
"With Qobra and now the automatic connection to Salesforce, you have a refresh every 2 hours, and so people know in real time how much they're going to be paid."
Philippine Vendeuvre, Sales Ops at Ogury
Unlike Excel, Qobra offers:
Sales Ops teams know who changed what and when.
This auditability reinforces the robustness of the system and reduces the risk of error.
"When you're working in Excel sheets, you don't really know who made a modification and you don't have any audit. With more people in the sales operations department, now we also need to know who has changed what."
Philippine Vendeuvre, Sales Ops at Ogury
Qobra brings together:
Everything is centralized in a single tool.
For Finance, this is a major advantage:
The time savings are significant for all teams.
"Being able to have everything in one tool — the data source, the calculation, the results — for the finance team it has been a huge benefit because they have information about payouts much earlier and in one file."
Philippine Vendeuvre, Sales Ops at Ogury
One of the key criteria for Ogury was autonomy.
With Qobra:
With tight closing deadlines, this autonomy is essential.
Not having to rely on an external supplier to correct a rule reduces pressure and secures the process.
"Commission calculations are usually to be done under tight deadlines, and so if you rely on other teams or external providers to solve your issues, you're putting yourself under a lot of pressure. Qobra was one of the only tools that was allowing us to be autonomous."
Philippine Vendeuvre, Sales Ops at Ogury
The integrated discussion system allows you to:
Communication becomes simpler and faster.
Qobra also allows you to analyze payments after execution.
Teams can:
For salespeople, real-time reporting is one of the most appreciated features.
Compensation becomes a living indicator, consulted and used on a daily basis.
CRM connection and traceability reinforce the robustness of the system.
Sales Ops and Finance benefit from a centralized and automated process.
Sales reps can track their variable compensation throughout the quarter.
Configuration does not depend on external technical expertise.
Reporting features allow compensation plans to be analyzed and optimized.
The Ogury case shows that an Excel-based system can quickly become:
With Qobra, Ogury has implemented a system that is:
Variable compensation becomes a strategic tool, serving performance, trust, and commercial governance.
