Poll Results – Changes to SaaS Sales Quotas, Territories, and Commission Payments

OPEXEngine fielded a second quick poll to the SaaS Finance community between April 2-April 14, 2020 – over 60 individual companies participated, ranging from companies with under 100 employees to companies with more than 5000 employees. Most of the companies were US and Canadian-based. The anonymous and confidential poll covered changes to Q2, Q3, Q4 and FY 2020 Sales Quotas, Territories and Commission payment policies.

Key Take-Aways

The smallest SaaS companies were the most likely to be changing Sales Quotas, with slightly more than half of early stage companies changing FY 2020 sales quotas. For all other size ranges, 30 – 35% of companies are planning to change FY 2020 Sales Quotas.
The majority of companies of all size ranges are not planning to change sales territories, due to changing market conditions due to the corona virus. The largest companies are least likely to change sales territories currently.
Sales commission payment policies for companies over 100 employees are for the most part tied to signed contracts, with more variation of policies among early stage companies with less than 100 employees. Outside of commissions being paid based on signed contracts, policies range from payment on customer payment, billing/invoice being issued, purchase order, or upon ARR revenue recognition.
A few companies cited that sales commission payment policy is currently under consideration and some companies explained that their policies were flexible – either signed contract or customer payment during corona virus crisis, or terms currently under revision due to corona virus difficulties.

Respondent Demographics

Sales Territory Changes

Sales Commission Payments

To download the complete report, please click here.

BENCHMARK TO WIN

Join the OPEXEngine Peer SaaS Finance Benchmarking community now for detailed benchmarks on financial and operating performance across all departments the company. Participate now in the 2020 OPEXEngine benchmarking, access the SaaS Metrics Framework, and benchmarking platform to access our proprietary database of 600+ private and public Software & SaaS Companies.

Click here for more information on how we can help your company with budgeting & financial planning, managing costs, custom benchmarking against your peers, and more.

WHAT OUR CLIENTS ARE SAYING

““The Benchmark Engine™ is a powerful ally for us to help analyze and shape the organization as we scale, where we can improve and where to invest our resources.”
David Dean
VP Financial Planning & Analysis, Intelex
“OPEXEngine delivers key SaaS and other operating benchmarks that aren’t easily available anywhere else.”
Marc Linden
CFO
“OPEXEngine provides us with the data and benchmarks to fine tune and improve our operations.”
Jeremy King
CFO
“OPEXEngine’s benchmarking report is a key element of our planning process and helps us set the right targets for 2-3 years out.”
Stephane Panier
CFO
“The great thing about OPEXEngine data is there are several peer groups to look at … private vs public, companies with similar revenue and headcount.”
Mike Morgan
CFO
“OPEXEngine’s benchmarking is the only tool that enables us to perform quality comparisons with similar types of companies.”
Jim Lejeal
CFO
“OPEXEngine benchmarks the key business metrics we need...you can’t find this kind of information for private companies anywhere else.”
Dan Kossmann
Former CFO
“OPEXEngine, one of our strategic planning tools, provides us with key benchmark data that we struggled to find elsewhere.”
Jim Zaloudek
CFO
“OPEXEngine’s comprehensive benchmarks enable us to evolve our strategy and make operational changes that drive growth in profitability.”
Regis Kaufman
Senior VP
“OPEXEngine helped us align our internal data to produce consistent metrics and benchmark comparisons. This is a real benefit of using OPEXEngine's benchmarking platform.”
Jeffrey Wilkins
CEO
“As a fast growth, mid-sized, public software company, OPEXEngine’s benchmarking is a critical information source for operational metrics you can’t get anywhere else.”
Ralph Bryant
VP Finance
“OPEXEngine's On-Demand Dashboards service takes all the headache away. In 5 minutes I can put together a great financial data report to present to our Board.”
Todd Palmieri
Chief Financial Officer
Dell/Boomi
“We use the benchmarks to get the whole executive team on the same page in terms of the budget and targets.”
Jim Johnson
CFO