Podcast · 37 min

Incentives and Compensation in Product-Led Sales with AJ Bruno

AJ Bruno · Unlocking Revenue, Pocus Free Advanced

Incentives and Compensation in Product-Led Sales with AJ Bruno

QuotaPath's CEO designs comp plans for a living and here works through the hard case in this question, paying reps when the product did some of the selling, including how to handle usage based pricing where the revenue arrives after the deal.

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The question it answers

  1. How do the best companies pay reps in a hybrid or product-led motion where the product sourced the deal?

Read with it

  1. From the Chennai-built comp platform that actually runs these plans for hundreds of companies. It gives the pay mix by role... Everstage Article · 18 min read SaaS Sales Compensation Guide: How to Design Scalable and Fair Plans Everstage
  2. Three concrete ways to handle the awkward case where the product sourced the deal, including a higher first contract rate with... QuotaPath Article · 10 min read How to build PLG sales comp plans QuotaPath
  3. A worked example for a 3M dollar ARR business with two or three reps: 200k OTE at 50:50, quarterly targets blending new,... Pocus Article · 11 min read Sales Compensation: How to Choose the Best Plan for Your Product-Led Team Pocus
  4. Five design rules worth memorising, including show causality and keep the payout cycle under 60 days, plus a business case... Winning by Design Article · 15 min read Compensation for SaaS Sales Organizations Winning by Design
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