They pay the rep and adjust the quota, rather than fighting about attribution. If self serve revenue lands in a rep's account and they had any hand in it, credit it and size their quota to include it, because the alternative is a rep who actively works against your own product's conversion funnel. The clean variants are: same rate on expansions with a 12 month credit window, or a higher rate (around 20 percent) on the first contract with nothing on later expansion when the account hands off to CS. Audit a sample of self serve closures each quarter to check there was real sales involvement, and pay on retained expansion so nobody is rewarded for a seat spike that churns.
4 hand-picked resources, 1 India-specific, 4 link-checked. Pick how you want to dig in.
Why we picked it Three concrete ways to handle the awkward case where the product sourced the deal, including a higher first contract rate with no expansion pay. It answers the specific question rather than talking about PLG in general.
From QuotaPath 10 min read
Open quotapath.com →Why we picked it A worked example for a 3M dollar ARR business with two or three reps: 200k OTE at 50:50, quarterly targets blending new, expansion and churn recovery, a 30 percent threshold and accelerators past 115 percent. Rare to see actual numbers.
From Pocus 11 min read
Open pocus.com →Why we picked it Five design rules worth memorising, including show causality and keep the payout cycle under 60 days, plus a business case method for setting targets from total team cost rather than from wishful top down math.
From Winning by Design 15 min read
Open winningbydesign.com →Why we picked it From the Chennai-built comp platform that actually runs these plans for hundreds of companies. It gives the pay mix by role (50/50 for AEs, 70/30 for support roles) and the 4x to 6x OTE quota benchmark you can sanity check yourself against.
From Everstage 18 min read
Open everstage.com →How comp, quotas and territory reads from a different seat.
The same ground, over in Co-founders, team & legal, our Starting Up track.
