In order to automate the cost-accounting process under the new revenue standards, you need to factor in four key elements into the solution:
The sales performance management solution needs to be fully integrated with the revenue management solution to consolidate the current and future revenue streams.
The compensation plan designer needs to be flexible enough to handle all of the customer-facing teams. This includes compensating on financial and non-financial metrics.
As events occur in the revenue management system, they need to trigger the downstream compensation calculations, including adjustments – all in an automated fashion.
The sales performance management solution needs to funnel all of this upstream information through a set of compensation accounting rules to apply the appropriate treatment both during the transition and after the new revenue standards have taken effect.