You can only model what you can measure. Without strong modeling and reporting, it's like trying to manage a black hole.

If a person is convicted of something while in state service, they do not automatically lose their benefits. There's no provision in state law for something like that.

If you have two [integrators] working at $150 an hour for six months, you're talking about a minimum of $350,000 just for the implementation. There have been very few companies who have been able to purchase and implement an EIM solution for under $1 million.

When you're upgrading a technology that involves an organization's payroll, there's a great deal of parallel testing that needs to be done. The dirty little secret in the EIM market is that on-premise solutions have been and continue to be very expensive to purchase and implement. That's because of the complexities that surround sales compensation plans. These tools are being asked to operate in extremely complex environments.

If you have more complexity within your sales plan, a homegrown solution becomes difficult. So many people think [sales plans are] easy to do, but when you start talking about credit assignments, overlays, tier or ramped rates, and adjustments when products get returned, you're talking about a lot of variables. More times than not, a homegrown solution simply can't handle it.

I sample a little bit of everything - a bit of 'House,' a little bit of 'Prison Break.' I love 'Project Runway;' it's my favorite show!