Case Study: a top hybrid software company evolves sales compensation with Alexander Group

Top Hybrid Software Company evolves sales compensation over 3 years with Alexander Group

A top hybrid software company faced the challenge of shifting its sales strategy while maintaining focus on its traditional perpetual license offerings. The company needed to create parity for its sales representatives to sell both subscription and perpetual licenses and provide special incentives for newer products. The Alexander Group (AGI) was engaged to help develop a new sales compensation plan and a pilot rollout strategy.

The Alexander Group facilitated design sessions and developed a model to establish the appropriate level of parity between product offerings. AGI's solution was a multi-year sales compensation roadmap to gradually shift focus to subscriptions, along with guidance for a pilot program to test the changes. As a result, the company successfully revised its sales compensation plan measures and crediting rules to align with its new strategy and implemented the recommended multi-year evolution and rollout plan.