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Key takeaways
I’m Sami Machta, Senior GTM Analyst here at Pigment. In the video below, I outline how we use Pigment to manage compensation.
Commentary
For revenue operations and finance teams, compensation is a major - and complex - part of the job. There are a few reasons for that:
- The model is naturally complex: different teams, with different compensation plans, each having different components, credit rules, and payout intervals. Being able to model that is a big challenge.
- Compensation involves a lot of stakeholders: the payees themselves, but also revenue operations, finance, and HR. It’s not just a calculation job, you need a way to manage the whole process.
Fortunately, I work at Pigment.
We have one application to manage compensation for sales, pre-sales, customer success, business development, and partners, all using the same Pigment Application. We also have HR involved at the end of the process, since they retrieve the final data to process payouts at the given period.
Each payee in the system has access to a Board that shows them all the details on their compensation plan as well as their attainment. It's transparent, intuitive, and it’s motivating.
It’s not only about the data, it’s also about the process. Payees agreeing with their comp can approve, but if there’s disagreement they can dispute it. That’s super helpful for the payee, but it’s also incredibly beneficial for me working in revenue operations, because all these requests are centralized and trackable.
Finance also benefits: for each opportunity, they’re able to see the payout across all the different teams involved, and therefore calculate the margin; and since we’re a global company managing different currencies, it’s very simple to provision currency accounts before the payout cycle occurs.
All of this is only possible because of the unique capabilities of Pigment: the computation engine, the UX, the workflows.
If you’d like to learn more, speak to one of my colleagues on a demo.
We're also hosting a webinar, How Pigment’s Revenue team runs its Sales Operations using Pigment. Join us for a behind-the-scenes discussion on how we use Pigment to design territories, monitor pipeline health, assign books of business, and manage sales incentives and compensation.
