ETD

• Akeron
• business process management
• digital transformation
• erp
• implementation process
• incentive management

This thesis analyzes the role of digital transformation in Sales Performance Management
processes, with particular reference to the management of incentive systems in complex, multi
channel sales environments. The adoption of dedicated digital solutions makes it possible to
overcome traditional approaches based on manual tools, improving operational efficiency,
information traceability, and process governance.
The thesis is based on the internship experience carried out at Akeron, a consulting company
specialized in the implementation of the Vulki software and combines a theoretical framework on
digital transformation with the analysis of an applied case study. In particular, the work focuses on
the implementation project of Vulki at Costa Crociere, aimed at digitalizing commission and
incentive management processes across different sales channels.
The study describes the main phases of the project, from the analysis of the As-Is situation to the
definition of the To-Be model, up to the go-live and support of the first wave, highlighting the
design choices adopted to manage the organizational and technological complexity of the context.
The analysis of the initial results shows how digitalization contributes to process standardization,
increased transparency, and a reduced reliance on manual activities. At the same time, some
critical issues emerge, mainly related to data quality and organizational change, confirming the
importance of a gradual implementation approach and effective change management initiatives in
order to ensure sustainable benefits over time.