Article · 10 min read

How to build PLG sales comp plans

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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.

• 58 percent of surveyed companies run a PLG model and 91 percent plan to push further into it.
• Most cap expansion commission eligibility at 12 months from the initial deal, some at the first 90 days.
• Paying 20 percent upfront is very high, and only makes sense when the account will clearly add users later.
• If 30 percent of free users convert without an AE, build in a cliff or decelerator so you are not paying for organic conversion.