How Ogury Cut Commission Calculation from 5 Weeks to Days | Customer Story
“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.”
2
weeks saved by quarter
100%
autonomous on Qobra
1
tool that centralizes all the sales commission information
They switched to Qobra
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.
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.
An international organisation with high reliability requirements
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 centralised. 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.
Variable compensation at the heart of sales management
At Ogury, compensation plans are based on multiple data sources and complex rules.
To support performance and maintain team confidence, commission management must:
- Be technically reliable
- Offer complete transparency
- Enable real-time monitoring
- Be auditable and secure
- Remain simple to administer
Before Qobra, the Excel environment could not guarantee these requirements on a large scale.
Challenges encountered before Qobra
Data issues and increasing complexity
Management relied on:
- Multiple Excel spreadsheets
- Different data sources
- Refresh issues
- Complex formulas to maintain
Data merging was a constant challenge.
The lack of centralisation 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.”
Time-consuming and error-prone processes
Each quarter, verifying data and calculations took a considerable amount of time.
The main risks:
- Human error
- Untracked changes
- Lack of version control
In a subject as sensitive as compensation, the lack of auditability increased the pressure on Sales Ops and sales teams.
Lack of visibility for 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.”
Consequences:
- Lack of visibility during the quarter
- Difficulty planning ahead
- Lack of real-time motivation
Without visibility, variable compensation cannot fully play its role as a performance accelerator.
The deployment of Qobra: automate, centralise, and empower
Automated, real-time data updates
Thanks to the direct connection with Salesforce:
- Data is automatically updated every two hours
- Sales reps know the estimated amount of their variable compensation in real time
- Managers have a continuously updated view
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.”
A significant improvement in accuracy and auditability
Unlike Excel, Qobra offers:
- Change tracking
- Clear traceability
- Access control
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.”
Complete centralisation of the process
Qobra brings together:
- The data source
- The calculation engine
- The results
- The exports
Everything is centralised in a single tool.
For Finance, this is a major advantage:
- Early access to amounts
- Single consolidated file
- Elimination of the manual recalculation process
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.”
An autonomous and easy-to-administer system
One of the key criteria for Ogury was autonomy.
With Qobra:
- No need for coding
- Accessible configuration
- Internal administration without external dependence
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.”
Smooth and integrated communication
The integrated discussion system allows you to:
- Ask questions directly in the tool
- Centralise exchanges
- Facilitate collaboration between Sales and Sales Ops
Communication becomes simpler and faster.
Powerful reporting to drive performance
Qobra also allows you to analyse payments after execution.
Teams can:
- Study the amounts paid
- Analyse trends
- Adjust compensation strategies
For salespeople, real-time reporting is one of the most appreciated features.
Compensation becomes a living indicator, consulted and used on a daily basis.
Strategic benefits for Ogury
Ensure data reliability
CRM connection and traceability reinforce the robustness of the system.
Save time at all levels
Sales Ops and Finance benefit from a centralised and automated process.
Provide real-time visibility
Sales reps can track their variable compensation throughout the quarter.
Make the organisation autonomous
Configuration does not depend on external technical expertise.
Structure strategic management
Reporting features allow compensation plans to be analysed and optimised.
Conclusion: transforming complexity into operational control
The Ogury case shows that an Excel-based system can quickly become:
- Complex
- Unreliable
- Time-consuming
- Difficult to audit
With Qobra, Ogury has implemented a system that is:
- Transparent
- Centralised
- Automated
- Autonomous
- Scalable
Variable compensation becomes a strategic tool, serving performance, trust, and commercial governance.
Qobra in a few figures
- 350+ client companies (Doctolib, PayFit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.)
- 30,000+ users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.)
- International presence: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland, and Czech Republic
