This is such an informative article with tons of practical advice! Question: is how does the total incentive comp work considering others such as customer success. For e.g how are expand and renew compensation divided between AE and customer success? Any best practices? (besides the David Sacks hueristic?)
CS would be separate but should be considered when thinking about renewals and upsells. Paying both AEs and CSMs a material amount on these won’t make sense
This is such an informative article with tons of practical advice! Question: is how does the total incentive comp work considering others such as customer success. For e.g how are expand and renew compensation divided between AE and customer success? Any best practices? (besides the David Sacks hueristic?)
CS would be separate but should be considered when thinking about renewals and upsells. Paying both AEs and CSMs a material amount on these won’t make sense