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Named Relationships & Indirect Credit

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Overview: Named Relationships provide a connection between otherwise unrelated positions. This connection gives you the opportunity to pass credit from person A to person B, even though person A and person B do not have a hierarchy relationship. Typical example would be, person A is a direct rep who is generating direct credit rep and person B is a Solution Consultant or Sales Engineer who is receiving credit indirectly generated by person A through a Named Relationship.

Setup: Lets use the example mentioned above where you need to configure Incent to generate direct credit for the person selling (direct rep) & then pass this credit to someone else who was involved in the deal such as Solution Consultant (indirect rep), so both of them could get paid on this deal.

Assuming your direct credit rule is already working correctly for the direct rep you now need to create a Named Relationship and then link the direct rep to the indirect person. To do so Navigate to Organization -> Named Relationships -> Create Named Relationship -> Enter Name -> Click Save -> Click Create Relationship -> Add To & From Positions -> Click Save. If you already have a Named Relationship created then instead of clicking Create Named Relationship click Edit Named Relationship -> Click Create Relationship -> Add To & From Positions -> Click Save.

Now that you have these two people linked to each other credit will start flowing from person A to person B, however person B will not trigger any credit rules until there is an indirect credit rule on person B’s plan. An indirect credit rule will give Incent instructions for what to do when person B receives credit (if you already have an indirect credit rule, person B will get credit).

Navigate to Plan Design -> Rules Library -> Click New -> Select Indirect Credit Type. After selecting Indirect Credit Type you will notice there is an additional field now available called Position Relationship. This field will allow you to select the Named Relationship (by Name) which you created earlier and would now know which Named Relationships to associate. Enter the rest of the fields for your indirect credit rule, click save and then dont forget to add this rule to person B’s plan. Make sure to test by running a sample order given to person A and check that person B is now getting the expected amount of credit.

Named Relationship Tips: A key concept to keep in mind when working with Named Relationships is that when coupled with Hierarchy Roll Up credit can only go up and to the side. Meaning it can only go up the hierarchy and then through a Named Relationship, yet it cannot go through a Named Relationship first and then through the hierarchy. Below illustration highlights this concept.

Named Relationships

Another key concept is that credit can go through multiple Named Relationships, if enough From & To relationships exist, so be careful with Named Relationship maintenance and make sure you dont have any lingering old relationships otherwise someone might be getting some extra unexpected credit. Please see below example.

Named Relationships 2

As best practice, make sure to routinely clean up your Named Relationships, and be sure to version when making any changes so that there is history. If you do not version and just add/delete Named Relationships you will run into problems when re-processing orders in current and/or prior periods since Incent will now process based on the current state of your Named Relationships, so make sure to version Named Relationships with the correct date of the change.

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4 Comments

  1. Clara L. says:

    What a great find! Thanks for these tips. Do you have any common troubleshooting tips for using Named Relationships? I have set one up very much like your example above. My direct credit for Rep A was generated correctly, I have a Named Relationship linking Rep A to Rep B (and Rep C), I’ve created an Indirect Credit rule using the “Overlay” position relationship, and have added the IC rule to both plans for Reps B and C. Yet no indirect credit generated! I’ve checked all the fields and Organization data multiple times and still cannot find what is missing. Any thoughts?

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  2. Glad to hear you found the blog helpful! Couple of thoughts and few questions in regard to your example. Make sure your Direct Credit rule has both “rollable” check boxes selected (one on the top and one on the very bottom). I would suggest narrowing the troubleshooting by entering a specific amount (“0” or “1”) into the result of the IC rule, instead of formula, to test if the issue is with the condition of the rule or with the result of the rule. If a “0” or “1” is generated then you know the issue is with your IC result formula since conditions were met and rule fired. If nothing is generated then the issue is with the condition section of the rule since a non formula driven result such as “0” or “1” would always generate.

    Does Rep B receive IC or both reps B and C do not receive IC? Do both reps B and C have a Named Relationship created for them under Organization -> Named Relationships? Do reps B and/or C report to A? Does credit type change when passed on to B and/or C (credit type can change only once).

    I would also highly recommend submitting a case to Support as they have access to your environment and would be able to troubleshoot the issue for you quickly. Be sure to provide them with Rep names, specific IC rule that you expect to fire and which transaction (provide order code) should generate the indirect credit. They should be able to identify the issue for you.

    Liked by 1 person

  3. Clara L. says:

    Thank you! Turns out I needed to check off the “Rollable” on my direct credit. What is the difference between the top and bottom options? Is there ever a need to check one and not the other? Also, I love the tip to check whether the conditions are firing on the indirect credit – will definitely use that in future.

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  4. Paulina says:

    That takes us up to the next level. Great pogsint.

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