QuotaPath

Q4 was the biggest quarter ever for the QuotaPath sales team 🚀🚀🚀. This team dug deep at the end of the year in a major way - so inspiring to see. Here's what we learned and what we're working on for 2025. Some wins 💰 100%+ blended quota attainment for the fifth quarter running (!!) 👥 Some incredible thought partners joined us as new customers in Q4. Including a couple that will be on the website very soon 😊 💡 We used our own comp plan to change the makeup of our NB revenue for the better (duh). But it's always incredible to see the comp plan motivate sellers to close more of the revenue the business needs. This stuff really works. Some learnings Getting your reps to lean heavily into your unique value prop is huge. QuotaPath doesn't just calculate commissions, it helps you use your comp plan to drive results from your team. That is a big reframe that has been major for us. Customer's go-live timeline is key, especially at the end of the year. If the customer doesn't sign the contract, they can't be using the product when they want to, and that's a miss for them. We are spending some time on customer happy paths for purchasing QuotaPath which will be big. Making sure customers are just as excited for a sales-assisted trial experience as they are for a demo-forward traditional sales motion. Here's to an even bigger 2025!

We are so back. But before we get into our regularly scheduled comp tips, we wanted to take a moment to celebrate our incredible team who made 2024 a standout year at QuotaPath. Your hard work and dedication delivered: 🚀 Plan Performance Modeling: Helping teams forecast, optimize, and test compensation strategies with business goals. 📊 Integration Expansions: Seamlessly connecting with your systems of truth to simplify workflows, including deploying QuotaPath tools directly in Salesforce and HubSpot. 🔍 Dynamic Teams and Multi-Level Approvals: Bringing adaptability and clarity to managing team changes and quota credit allocations. What's ahead: - How does uploading a PDF of your comp plan in QuotaPath sound to have it automatically built out? - What about writing a prompt in-app to optimize your comp plan for a specific metric? It's going to be a fun year. Buckle up! Here’s to making compensation the ultimate growth lever for your business.

Happy Holidays to everyone, especially the sales teams working all next week to close those final deals of 2024.

Our December newsletter is packed with advice for sales leaders planning their 2025 strategy! 🎁 Inside this edition: 📈 A comprehensive guide to building your first sales comp plan with insights from Liz Christo and Graham D. Collins (QuotaPath) 💰 Real-world answers to founders' top sales compensation questions 🤓 Exclusive access to our Sales Productivity Calculator from LP Brent Holloway 🎯 Plus, fresh fundraising tips for 2025 featuring wisdom from Foundry, Insight, Redpoint, and Threshold partners. + 80 open roles at Stage 2 Portfolio Companies. Take a peek!

Are you just setting quotas or are you driving a strategy? Better decide before SKO. In this week's Uncharted Territory I did something shockingly innovative, bringing moving pictures and sound to a text-only newsletter.[1] I’m glad I did because I got to learn from Ryan Milligan, VP of Sales and Revenue Operations at QuotaPath (and Pavilion Startup CRO of the Year). Ryan lives and breaths sales comp. Since many of us are about to roll out comp plans, we discussed the role of compensation in driving sales strategy, including: 1️⃣ How to create a comp plan that properly incentivizes reps to execute your strategy and move the KPIs you care about 2️⃣ How to incorporate rep feedback into your comp plan and roll it out in a way that keeps reps motivated 3️⃣ How to know if your comp plan isn’t working and what to do about it 4️⃣ How to communicate your plans to your peers, your CEO and your board 5️⃣ Trends in comp strategies for 2025 And a bonus topic: Ryan is the rare VP that runs both Sales and RevOps. We opened the conversation with a discussion of what that's taught him about what Sales and RevOps need from each other to be successful. 🔗 Tap "View my Blog" by my name to go straight to the post for a multimedia extravaganza. — [1] Someone should come up with a name for this concept of recording interviews and broadcasting them directly to subscribers.

Founders—how do you design a sales comp plan that motivates your team and drives company goals? This week on Inside Catalyst, Liz (Cain) Christo Partner at Stage 2 Capital and Graham D. Collins of QuotaPath shared how to build sales comp plans that align teams and fuel growth. Key takeaways: 💰 Keep It Simple: If your team can’t explain it, it won’t work. 🎯 Align with Strategy: Design comp plans after setting business goals. 🚀 Reward High Performers: Use accelerators to motivate top reps. This one is full of tactical goodness. Read the full article here: https://lnkd.in/gwie5H_J

Today, we're talking early renewals. Incentivizing early renewals is what we in the biz refer to as a "win-win." For the business, early renewals mean: 📈 Revenue stability to support forecasting and growth planning 💰 Improved cash flow ⬆️ Increased Customer Lifetime Value (LTV) For customers, the benefits are just as compelling: 🔒 Cost savings with price locks or discounts 💅 Customized offers like added features or priority support ♾️ Seamless continuity without renegotiation headaches But how do you get your team to ask for them? INCENTIVES, baby. Here are 3 ideas for Account Management/CS teams plans: - Offer SPIFFs or one-time bonuses: Reward reps for securing renewals 90+ days before contract end. - Count booking dates for accelerators: Let early renewals contribute toward comp plan accelerators. - Retain core metrics, but add bonuses: Keep the renewal date intact for tracking GRR/ARR, but provide an extra bonus percentage for early closure. The right incentives align your reps’ priorities with customer outcomes, driving win-win results and strengthening long-term partnerships. Are you incentivizing early renewals yet? If not, you sure about that? #retention #saas #accountmanagement #customersuccess #incentives

"You don't need a faster horse. You need a car." 🐴 😰 🚙 This is 🦄 🌈 RevOps Demos that Don't Suck🌈🦄 (did you read that in a sing-songy voice? good. you were supposed to.) "The question I like to ask - it's a controversial one - is: 'why do you even have a comp plan?' The answer is always to change human behavior." We loved sitting down with Ryan Milligan, VP of Sales and RevOps at QuotaPath to dish on all things Compensation. The biggest problem teams face today is that the compensation plan is not designed to drive changes in behavior. Instead, the comp plan acts as an after-the-fact tool for paying out commissions. This leaves A LOT of utility (💰) on the table For RevOps, building out and deploying impactful compensation plans can feel like all risk and no reward. They’re time-intensive and very error-prone. But with QuotaPath, it's easier than ever to structure your comp plan as a vehicle for driving change. Check out the full demo in the comments below 👇 (and make sure to subscribe to our Youtube to never miss a beat 💥 ) #revops #revenueoperations #salesops #salesoperations #marketingops #marketingoperations #mops #sops #csops #cxops #gtmops #alltheops

Not to be dramatic, but a customer just told us that QuotaPath "is the best thing to ever happen to me." Book a demo here: https://lnkd.in/euWkuQf8

All GTM leaders want for the holidays are full-priced closed/wons. 🎶 To help, consider the following six discount (or lack thereof) strategies. 1. Think of discounts as a strategy, not a default. Refine messaging to emphasize your unique value and only offer discounts when they align with long-term revenue goals. 2. Extended contract terms for stability Offer clients 15 months for the price of 12 to lock in longer contracts without compromising ARR. This approach incentivizes sign-on while maintaining full renewal rates later—making future upsells easier. 3. Creative incentives over flat discounts. Provide free users or implement discounted setup fees to reduce initial client costs while preserving your long-term revenue potential. For example, a “pay for 15, get 5 free” model works well for growing teams. 4. The give-and-take rule. Exchange a discount for a case study agreement, logo placement, or other beneficial terms. 5. Encourage multi-year commitments. Incentivize customers with multi-year deal agreements that include locked pricing rates. This secures predictable revenue, reduces churn, and creates upsell opportunities. 6. Flexible billing terms as an alternative. Instead of a discount, offer flexibility in billing, such as monthly or quarterly terms, to accommodate tight budgets without impacting ARR. #EOY #sales #discounts #pipeline #retention