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Member Roundtable: Sales Compensation for SaaS Businesses - What to measure? How to Pay?
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Member Roundtable: Sales Compensation for SaaS Businesses - What to measure? How to Pay?

2/1/2011
When: Tuesday, February 1, 2011
8:30 AM to 10:30 AM
Where: Progress Software
14 Oak Park Drive
Bedford, Massachusetts  01730
United States
Contact: Jennifer Walter

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As companies transition from enterprise business models to SaaS, many struggle with how to compensate their sales teams. What rate should we use? How can the reps make enough to stay motivated? Even companies designed from the start to be SaaS frequently get tripped up with questions like: Do we pay on MRR? ARR? multi-year?


This session will provide a framework for answering these questions for your business. Liz Cobb, Principal at Cobb Consulting which focuses on designing and automating sales compensation, will share her knowledge and experiences with these issues. She will be joined by Brad Coffey, Director of Business Operations and Strategy at HubSpot, who also will share lessons learned and conclusions that have generated real results.


The session will be followed by a planning meeting to discuss Cloud/SaaS programming for 2011. Please join us and share your thoughts and ideas!

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