Many technology and software organizations are shifting toward consumption- or usage-based pricing models. Widespread adoption of artificial intelligence (AI) and cloud technologies is driving this change due to highly variable compute costs. This shift raises an important question: how can companies successfully structure sales compensation plans under this model?

When implemented effectively, sales compensation plans do more than reward performance; they shape behavior to align with the company’s overarching strategy and objectives. From this webinar, you will takeaway practical steps to ensure your company's sales compensation plans align with short-term goals and long-term success.

Specific questions we will address:

• What are the parameters for an effective sales compensation plan?
• What is the ideal number of measures in a sales compensation plan?
• How does sales compensation planning differ between new customer acquisition and existing customer expansion?
• How should sales compensation plans be designed to balance company priorities?
• What considerations apply to sales overlay functions?

Gayatri Kannan is the senior director and head of sales finance at a leading global technology company. She leads strategic planning, investments, forecasting, and incentives for a global sales organization, driving a multi-billion-dollar business. With over a decade of experience across global investment banking, development finance, and high-growth enterprise software, Kannan’s expertise has been central to scaling businesses while creating long-term shareholder value. She earned her master’s degree in business administration from the Kellogg School of Management, Northwestern University, and graduated with honors in Bachelor of Technology from the Indian Institute of Technology.