Skip to main content Skip to Footer

LATEST THINKING


Aligning sales incentives to drive success in the cloud

Structuring the right cloud-based sales incentive model is becoming a critical consideration as technology companies build their cloud-based sales model.

Overview

As these companies shift to a cloud-based approach, the launch of new cloud-based businesses strains a company’s operational ability to deliver and scale and requires a completely new set of go-to-market strategies and operational processes.

This paper discusses the challenges in developing sales incentives for cloud-based services and the role of channel partners in the cloud-based sales model and presents guidelines for technology companies for designing an incentive compensation structure.

Background

What's Next?