Callaway Golf Case Study

Automating complex sales commissions with Varicent

Being a retail organization Callaway Golf has a high volume of transactions. Commissions on their products can change due to many dynamic variables. The variables that determine the payout rate for a product include seasonality, the product’s age, applied discounts, direct sale or to retail locations, golf tournament pop-ups, etc.

The manual process of calculating commissions was lengthy due to the large volume of transactions involved. All the channels in which items were being sold had to be collated weekly without understanding the deltas between pay periods. Distribution of sales and commission information to sales reps was limited to summary information with little or no traceability.


Download the case study to learn how SpectrumTek worked with Callaway Golf to:


  • Build a robust flexible Sales Performance solution
  • Guide and assist teams to keep priorities and milestones on track
  • Provide training and support to ensure that Callaway Golf was self-sufficient upon completion of the project