Technology Podcast: Sales Compensation Challenges When Moving to XaaS

By: Rachel Parrinello Chief Sales Executive Events, Technology Sales

Is the shift to a recurring revenue XaaS model impacting sales compensation in your company? Alexander Group’s Ted Grossman and Rachel Parrinello recently spoke with Dr. Robert Bieshaar of Autodesk about their transition to a subscription-based model and the impact on the sales organization. As a critical lever in the shift to a subscription model, Dr. Bieshaar also discusses the challenges and implications for the sales compensation program.

 

 

Looking to grow your XaaS business? Alexander Group can help you design and implement the right sales compensation program for your organization.

Learn more about the Alexander Group’s Technology practice or contact a Technology practice leader to discuss your company’s XaaS needs.

Ted Grossman and Rachel Parrinello are both principals in Alexander Group’s San Francisco office.

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Rachel Parrinello

Rachel Parrinello is the sales compensation practices principal with Alexander Group’s San Francisco office. In this role, she manages the sales compensation practice for the Western region and oversees the firm’s sales compensation benchmarking initiatives. Rachel focuses on designing incentive compensation plans, quota programs and sales reward programs for sales, customer service and professional services jobs across several of the firm’s key industries, including technology, media, telecommunication, distribution and business to business markets.


Rachel has worked in the sales field since 1991. She started her career in sales and sales management for two Fortune 500 hardware companies and an internet-based software reseller startup. In addition to managing her sales territory growth, she developed and implemented customer segmentation strategies, marketing programs, sales training programs, sales tools development, job design and performance metrics. She transitioned to sales management consulting when she joined the Alexander Group in 1999. Rachel holds a B.A. degree from the University of California, San Diego and an MBA from the University of Texas at Austin.


Ted Grossman

Theodore (Ted) Grossman is a principal and regional leader with the Alexander Group’s San Francisco office. He co-manages the firm’s high tech and channel management practices. Additionally, he is responsible for business development, management of key accounts and management for major consulting engagements. Ted has extensive experience in the areas of business strategy, business process re-engineering and organizational structure and design with a functional specialty in sales force and channel effectiveness. Ted’s industry background is extensive within the software, telecommunications and high tech manufacturing industries.


Ted has over 25 years of experience spanning both management consulting and industry line management primarily in the high tech and software vertical. Within industry, Ted has held positions in sales and channel management, corporate marketing and business and sales operations. In particular, he has successfully managed sales and services P&Ls and managed partner channels and alliances at two companies.


Ted holds a B.A. in philosophy from the University of California at Berkeley and an MBA from the Fuqua School of Business (Duke University). Ted is also a Certified Sales Compensation Professional.


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