The technology industry continues to push aggressively into a XaaS world. Defining priorities, revenue mix and go-to-market strategy for your annual plan are imperative. Tech firms regularly evaluate how to drive and measure new business, multiyear contracts, customer success, subscription and consumption.
These dynamics all create a major impact on sales compensation and incentives.
Alexander Group’s latest research includes actionable insights and benchmarks on topics you can use in your FY planning efforts. And it has a significant emphasis on incentive compensation with XaaS selling. Benchmarks include: