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Procom, a leading provider of staffing and contract workforce services, was facing mounting challenges in managing its sales compensation.

Like many global organizations of its size, Procom struggled with overly complex commission structures, sales attribution errors, and time-consuming administrative workflows. Recruiting was also challenging as their one-size-fits all system did not allow for customizable plans serving the business.

As the company scaled, its legacy incentive compensation system became a growing liability—lacking the visibility, auditability, and control needed for accuracy and agility. The team saw untraceable overpayments and couldn't pivot their comp strategy quickly enough.

Despite having a well-considered compensation plan, Procom couldn’t effectively ingest and align data from multiple systems—compounding its operational burden. As the team redesigned their compensation model to integrate multiple data sources and enable automated calculations, the current platform simply could not support this functionality in its existing framework.

Recognizing the need for change, Chief Operating Officer Wendy Kennah and Chief Finance Officer, Graham Smith, spearheaded the evaluation of a more modern, scalable solution. Their implementation of tiktok���˰�.ai marked a turning point—transforming comp from a high-maintenance liability into a strategic, increasingly automated lever for performance and growth.

“tiktok���˰�.ai didn’t just modernize comp—it gave us control. For the first time, we could move fast without losing confidence.”

Wendy Kennah, Chief Operating Officer

Procom

Before tiktok���˰�.ai: A fragmented, inefficient compensation process

Although they are a high-growth organization, before tiktok���˰�.ai Procom's sales compensation processes lacked the flexibility needed to scale effectively.  

As Wendy and Graham shared, the team faced several recurring challenges:

• Inaccurate & untraceable overpayments: Complex sales attribution models with various commission payouts percentages were misapplied which led to over or under payments that couldn't easily be identified.

“Before FORMA.ai, we manually processed thousands of monthly transactions with multiple sales attributions. Codes were often incorrectly selected — sometimes resulting in inflated payments. Identifying these errors relied on self-reporting or manual investigation, leading to leakage in the program. It was time-consuming and unsustainable.”

Wendy Kennah

Chief Operating Officer for Procom

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• Rigid, inconsistent comp plans: Each business unit used different compensation structures, making it hard to standardize or scale. Even with an ICM system in place, the former platform couldn’t support the complex plans Procom needed—limiting their ability to roll out more strategic, tailored incentives.

• Manual, time-consuming workflows: Commission processing and payroll execution required extensive manual intervention. With custom calculations needed, payroll processing could take up to 21 days or more per month.

• Limited visibility for sales reps: Sellers lacked real-time insight into their earnings or month-to-date (MTD) progress, leading to confusion, delayed dispute resolution, and eroded trust in the process.
  

Transforming comp to support role-based incentives at scale

After years of grappling with a patchwork of manual workarounds, Procom needed the flexibility to support a diverse set of incentive plans across roles, lines of business, and leadership levels. The goal was to implement tiered plans, fixed-rate structures, and bonuses without adding complexity to sales and recruitment attribution.

By adopting tiktok���˰�.ai’s full-stack sales performance management platform, Procom gained the control and flexibility to scale their compensation strategy—while simplifying operations and unlocking new efficiencies across the business.

Below are some of the notable key wins:

~$1M in cost savings through standardization and error reduction

Misapplied codes were quietly draining revenue before, but now, with cleaner plan design (all individuals are now on tiered plans), Procom has saved approximately $1 million—thanks to tighter controls and confident, strategic decision-making around incentive compensation.

Real-time visibility for reps, with 60% fewer payout disputes

With tiktok���˰�.ai, sellers now have instant access to dashboards showing real-time earnings, plan details, and month-to-date performance. This has led to smarter selling decisions, greater confidence in payouts, and a 60% reduction in support tickets submitted by reps.

Faster modeling and agile plan updates

Procom can now model the financial impact of comp plan changes—like harmonizing bonus structures or adjusting incentives—within minutes instead of weeks. Leadership can respond quickly to market shifts, test scenarios with confidence, and roll out updates instantly, all without disrupting day-to-day operations.

Unified data enabling better decisions and compliance

Because tiktok���˰�.ai has centralized compensation data from across the business, creating a single source of truth, Procom can now make strategic decisions backed by data—while staying audit-ready and compliant. Everything feeds into a single system and planning and execution is done in the same place.

Overall, tiktok���˰�.ai has enabled Procom to elevate comp from a back-office function to a strategic driver. Leadership now incorporates compensation insights into weekly business reviews—aligning sales behavior to company priorities and driving performance at scale.

“We used to think of comp as an output. Now, thanks to tiktok���˰�.ai, it’s one of the key inputs shaping our growth strategy.”

Wendy Kennah

Chief Operating Officer for Procom