Best Practice Report

Sales Compensation: Crediting Considerations For Perpetual And Recurring Revenue Streams

July 3rd, 2018
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst

Summary

Compensation planning varies depending on the revenue stream type — perpetual revenue, recurring-term revenue or recurring-usage revenue. Of the three revenue stream types, recurring-usage revenue is the most difficult to credit, because when the order is created, its value is unknown. With all revenue stream types, keep reps motivated by compensating them upon order booking whenever possible.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.