Case study · Pharma Overseas · Egypt
The commission run that now runs itself.
Raptors moved Egypt’s leading pharmaceutical distributor onto SAP SuccessFactors, and turned a week of month-end commission spreadsheets into an engine that calculates and posts straight to payroll.
Month-end commission · close
automated
S/4HANA · Sales & Distribution
Every billing document and credit memo: the source of truth for what sold and what came back.
SuccessFactors · Incentive Management
Classifies, credits, applies territory rules, tiers and clawback, roughly 1,800 positions.
S/4HANA · Payroll
The calculated commission posts straight to the next payroll run.
No month-end spreadsheet. No manual reconciliation. Every line traceable.
8
SuccessFactors modules live
7,478
employee records migrated
~1,800
incentive positions in the engine
2
client-signed quality gates
The client
A field-force business, run on commission.
Pharma Overseas is Egypt’s leading pharmaceutical distributor, headquartered in Alexandria, selling across chain pharmacies, FMCG, telesales and retail, with a workforce of roughly 7,500. Its commercial engine runs on commission. And commission ran on spreadsheets.
Every month-end, finance pulled the billing data, classified products by hand, applied the territory rules, reconciled the previous month’s returns, and sent each rep a statement by email. At their scale the close took the better part of a week, and a number a rep cannot trace is a number a rep disputes.
The hard problem
Pharma commission is not one equation. It’s a tree.
Representatives carry many products across overlapping routes. Managers earn on the performance that rolls up beneath them. Quotas shift mid-cycle. A return months later claws back commission already paid. And the source data sits in millions of S/4HANA billing-document lines.
SAP SuccessFactors Incentive Management is purpose-built for exactly this. Raptors configured it to Pharma Overseas’ real scheme (roughly 1,800 incentive positions, fed from S/4HANA Sales & Distribution) and proved it against the legacy process before a single result reached payroll.
What the engine handles
- 01
Per-channel plans
Telesales, chain pharmacies, hospitals and retail, each with its own structure.
- 02
Territory & overlay
Managers earn on the performance that rolls up beneath them.
- 03
Tiers & accelerators
Rates step up past thresholds; launch accelerators added per window.
- 04
Returns & clawback
A later return reverses commission already paid, as a first-class transaction.
- 05
Custom quotas
Coverage, IMS and TPC, layered on SAP’s standard quotas.
The wider programme
Incentive Management sat inside a full HXM core.
Eight SuccessFactors modules live in production: Employee Central, Time Off, Time Tracking, Performance & Goals, Recruiting, Onboarding, Offboarding, and Succession & Development, each configured to the business rather than to defaults.
Egyptian labour law, encoded
Tiered annual leave, sick leave, Hajj and maternity, written as Time Off rules, not generic accruals.
Biometric time, integrated
The Raptors Time Connector translates raw fingerprint punches into clean clock-in/clock-out events for SuccessFactors Time Tracking.
One source of truth
7,478 employee records migrated, in place of disconnected applications and reporting prepared by hand.
Aligned to S/4HANA
Standard replication keeps employee, organisational and cost-centre data consistent across SuccessFactors and S/4HANA.
Why it holds
Delivered on SAP Activate, gated at every phase.
The programme ran on SAP Activate, codenamed Pioneer. Realize and Deploy each closed against a Quality Gate the client signed, and an independent SAP Deployment Readiness Check ran with SAP’s Premium Hub Center of Expertise before go-live. The hardest workstream was proven before it went live.
Phase 1
Prepare
Mobilise, scope, governance.
Phase 2
Explore
Fit-to-standard; design fixed early.
Phase 3
Realize
Build, test, key-user training.
✓ Gate signed · 18 Sep 2025
Phase 4
Deploy
Readiness check, controlled cutover.
✓ Gate signed · 23 Nov 2025
Phase 5
Run
Hypercare, then AMS support.
Live in production
Where it stands
Commission calculates and posts to payroll, without a spreadsheet.
Roughly 7,500 people sit on one HR system. The month-end close that took the better part of a week now runs in the engine. Raptors took on the hardest problem first, proved it before going live, and closed the delivery on two client-signed quality gates.