USE CASE
AI-driven Incentive Compensation Management
Align Sales and Finance with compensation planning that fosters motivation, grows revenue, and drives impact to strategic business goals.
Trusted by
"Getting quotas and pipeline targets on day one of the year is a best-in-class motion – one that a lot of organizations don’t hit. I don’t know if I would be able to keep up with that without Pigment."
Michael Duncan
“We need to do forecasts ten times a year and we weren’t really able to do that to the level of detail we wanted before. Now we can include all the information and still deliver a forecast on time.”
Marvin Persing
"The Modeler Agent is my thinking partner and my learning partner. I implemented a version dimension plan within an hour; a task that would have normally taken me one to two days of focused effort. It turned what used to be a 'whole project' into a quick update."
Pooja Agrawal
"What I see with Pigment is that the flexibility really allows you to model whatever you need to serve you best."
Adeeb Ali
"The Modeler Agent has exceeded expectations. What used to take hours of designing, modeling and framework building can now be done in minutes. We can spin up ideas quickly, share them with stakeholders earlier, and iterate faster."
Jack Silvert
"You need a tool that is very flexible and easy to adapt and react to unforeseen circumstances, and for us now it’s very easy to open Pigment and build different scenarios."
Lauri Sulonen
"What Pigment does so well is it can take drivers, apply assumptions, and give you a more calendarized forecast."
Robbie Phelps
Why choose Pigment for ICM
Flexible compensation planning
Model unlimited options for compensation structures, including quotas & variable pay, bonues, tiered committion and modifiers.
AI-driven performance insights
Summarize performance, flag risks, and surface opportunities to continuously maximize revenue.
Full transparency & alignment
Unify reps, Sales leaders and Finance in a single platform for clarity on the impact of compensation strategies across the entire business.
How it works
Incentive compensation in Pigment, in a nutshell
01
Connect
Bring in data and hierarchies from existing systems, and establish updates for real-time insights from CRM, HRIS and more.
02
Model
Build compensation plans with full flexibility to tailor incentives including SPIFFs, accelerators and draws, and to apply role and team-based logic.
03
Track
Give reps and leaders across Sales and Finance real time visibility into quota attainment, estimated earnings, and plan performance.
04
Optimize
Run scenarios to forecast payout costs and timelines, analyze plan effectiveness, and adjust incentives to align with evolving strategic objectives.
“Getting quotas and pipeline targets on day one of the year is a best-in-class motion – one that a lot of organizations don’t hit. I don’t know if I would be able to keep up with that without Pigment.”
Michael Duncan
Drive performance with smarter incentive compensation
End to end revenue visibility
Align Sales and Finance with a single source of truth. Reps can track earnings in real time, while Finance gets accurate forecasting and payout projections.
Align Sales to your strategic goals
Test multiple compensation models, incentives and commission structures to drive actions that align to changing priorities and opportunities for growth.
Trusted compensation plans, delivered on time
Give reps full visibility into how they’re rewarded, with clear payout tracking for streamlined dispute resolution and approvals.
Native AI agents for business planning
AI agents that accelerate incentive compensation management
Pigment AI agents operate directly inside your planning environment, using governed data, live models, and business logic to help teams move faster from plan design to payout insight.
Agents
Modeler Agent
Build complex compensation models faster
Describe the compensation logic you need: accelerators, SPIFFs, draw structures, clawbacks, role-specific rules, and exceptions. The Modeler Agent helps translate that logic into a structured Pigment model, with proposed changes surfaced for review before they go live.
Explain and document your plan logic
Ask the Modeler Agent to explain formulas, trace dependencies, and document recent plan changes. That makes compensation logic easier to understand, audit, and explain across RevOps, sales leadership, finance, and reps.
Adapt and extend quickly as the business changes
When territories, segments, or coverage models change, update compensation structures without starting from scratch. The Modeler Agent helps your team keep plans aligned while spending less time on model maintenance.
Agents
Analyst Agent
Spot risks before they become surprises
Continuously monitor attainment, payouts, and plan performance. The Analyst Agent flags anomalies and shows Sales, Finance, and RevOps who’s on track, who’s at risk, and where the plan needs attention.
Automate your compensation reporting cadence
Turn any analysis into a recurring Mission: automatically generate payout projection summaries, budget vs. actuals reports, or attainment breakdowns on schedule, then send them to the right stakeholders with narratives grounded in your live compensation model.
Improve accuracy and alignment
Give stakeholders a clearer view of projected payouts, compensation costs, and plan effectiveness throughout the quarter. With shared, up-to-date insights, teams can reduce surprises and make better decisions with confidence.
BUILT FOR EVERY STAKEHOLDER
Align every team behind incentive compensation
Give Sales, Finance, RevOps, and reps the visibility they need to trust the plan, manage performance, and stay aligned from plan design to payout.
For Sales & Revenue Operations
Run complex plans with less admin
Model compensation strategies including SPIFFs, accelerators, and tiered commission structures alongside exceptions and attainment rules in one platform.
Keep compensation logic aligned to the business
Adapt rules and compensation structures as your go-to-market organization evolves.
Reduce admin and payout disputes
Give reps and managers full transparency into payout calculations, including audit-ability and workflows for streamlined queries and disputes.
For Sales leaders
Drive the behaviors that move revenue
Align incentive plans to strategic priorities and reinforce the motions that matter most.
See performance and payouts in real time
Track attainment, estimated earnings, and plan effectiveness as the quarter unfolds.
Respond quickly when priorities shift
Adjust plans to maximize emerging opportunities, and maintain alignment with long-term revenue objectives.
For Reps
Understand payout potential
Provide transparency into evolving incentives and opportunities for earnings.
Understand what you’re earning and why
Bring more transparency to plan rules, calculations, and payout drivers.
Stay focused on selling
Reduce manual payout checks and avoid unnecessary disputes.
For Finance
Forecast payout exposure
Model the impact of quotas and variable pay mix, and balance short-term incentives with equity, LTIPs and renewal incentives for long-range insights.
Control compensation costs at scale
Understand how incentive plans impact total compensation spend and evaluate changes before they affect the bottom line.
Strengthen governance and auditability
Standardize approvals, improve traceability, and maintain a clear record of how payouts were calculated, reviewed, and validated.
"One year you can have two regions and four territories, and then the following year you may want to divide the world into three regions, with three segments each, and three territories inside those. Being able to change the structure of the model, not just the size of the teams that you have, is really easy to in Pigment."
Troels Veien
Discover more use cases
Frequently Asked Questions
What is incentive compensation management?
Incentive compensation management (ICM) is the process of designing, calculating, tracking and paying variable pay for sales teams, such as commissions, bonuses and SPIFFs. It connects compensation planning to quotas and performance. Pigment lets Sales, RevOps and Finance work from one model, so everyone sees the cost and impact of compensation plans.
How does Pigment’s incentive compensation management software help align sales teams with business goals?
Pigment helps sales teams and finance stay aligned with real-time tracking, flexible scenario modeling and AI agents. The Analyst Agent flags who is on track and who is at risk and can send recurring payout and attainment reports. Teams design, adjust and monitor plans live, so compensation supports business objectives and drives revenue growth.
How can Pigment help manage complex sales organizations?
Pigment supports customizable compensation plans by role, region and team, with SPIFFs, accelerators, draws, tiered commission and exceptions. You can track performance and compensation in real time and test plan adjustments with scenarios before you roll them out. When territories or segments change, you update the structure without starting from scratch. Bitrise's sales analytics team explains how easily the model structure can be changed year to year in its customer story.
How can Pigment improve payout accuracy and financial planning?
Pigment centralizes data and compensation logic on one platform and recalculates in real time, which reduces manual adjustments and errors. Finance can forecast total compensation cost and payout exposure with scenarios, which supports budget planning and cash planning. Cell-level auditability and approval workflows leave a clear audit trail of how payouts were calculated.
How can Pigment support creating and testing of incentive compensation plans?
Pigment provides a robust platform that helps businesses design, model, and test incentive compensation plans to ensure they align with business goals and motivate the right behaviors. Here's how Pigment supports this process:
- AI-powered scenario planning: Test multiple incentive structures to ensure they drive desired performance.
- Real-time data insights: Track compensation and performance data in real-time for quick adjustments.
- Customizable compensation structures: Design flexible plans tailored to sales teams and business goals.
- Goal alignment: Ensure compensation plans motivate sales teams to hit targets aligned with business objectives.
- Comprehensive forecasting: Anticipate the impact of compensation changes on sales performance, improving FP&A and the effectiveness of sales commission software.
With Pigment, businesses can optimize incentive programs for fairness, transparency, and alignment with sales targets.
Which compensation plan elements can I model in Pigment?
You can model quotas and variable pay, bonuses, tiered commission and modifiers, as well as SPIFFs, accelerators, draws, clawbacks, role- and team-based rules and exceptions. You can combine them with attainment rules and test alternative structures with scenarios before launch. Check any country-specific rules, for example on clawbacks, with your legal and HR teams.
How does Pigment give reps visibility and handle payout disputes?
Reps and managers can see payout calculations, estimated earnings and quota attainment in real time, and drill down to explore how each payout was built. Embedded workflows streamline queries, disputes and approvals, and cell-level auditability records changes. Finance keeps a clear record of how payouts were calculated, reviewed and validated.
How do AI agents help with incentive compensation in Pigment?
The Modeler Agent turns a description of your plan logic (accelerators, SPIFFs, draws, clawbacks, exceptions) into a structured model, with changes surfaced for review before they go live, and can explain formulas and document plan changes. The Analyst Agent monitors attainment and payouts and turns analyses into recurring missions sent to the right stakeholders. Frames lets you describe custom views, such as an attainment or payout dashboard for sales leaders, and builds them on your live compensation model. The MCP Server gives external AI tools such as Claude, ChatGPT and Cursor secured, governed access to your Pigment data, models and agents, so RevOps and Finance can query compensation data from tools they already use. Access rights and auditability apply throughout.
Can I try incentive compensation planning in Pigment before buying?
Yes. The 14-day free trial lets you describe your commission or incentive plan to Pigment's AI agent, which asks clarifying questions and builds a first model and board. Upload your own data, adjust plan assumptions and invite colleagues to review. Access to some features is limited, and there is no self-service purchase.
See Pigment in action
The fastest way to understand Pigment is to see it in action. Sign up today and explore how agentic AI can transform the way you plan.
From 8 days to 4 min
Update P&L actuals & financial forecasting
80%
Time cut on data aggregation
12 hours
Saved per month on executive reporting
6 days faster
For scenarios creation and analysis