From Spreadsheets to Automation
When Keegan joined Warmly, he managed commissions manually in Google Sheets, cross-referencing CRM data to calculate payouts.
Initially, with only three reps, the process took about an hour per cycle.
However, the inefficiencies became unmanageable as Warmly scaled to 10, then 35 reps.
“What took me an hour started taking several hours,” said Keegan. “We had errors, multiple audits, and leadership would catch mistakes I had missed. When six sets of eyes still aren’t enough to prevent errors, you know it’s a problem.“
After evaluating other tools like CaptivateIQ and Spiff, Keegan found their implementation fees and complex onboarding processes misaligned with Warmly’s agile startup environment.
“I needed something built for early-stage companies that would scale with us,” said Keegan.
Why Warmly Chose QuotaPath
- Easy Adoption: Keegan was assured by QuotaPath’s seamless transition from spreadsheets to an automated system.
- Built for Startups: The flexibility to adjust comp plans as Warmly scaled was critical.
- Transparent Pricing: No large platform or implementation fees made QuotaPath stand out.
- Team Trust: Keegan met QuotaPath’s leadership team at a conference and appreciated their direct approach to solving sales compensation challenges.
Gaining Confidence in Compensation Management
Despite initially relying on QuotaPath’s Customer Success team for plan setup, Keegan has since become comfortable making small adjustments himself.
“I know how to correct commission earnings when needed, but if I need to build a new plan, I still lean on our CSM. The good thing is, their response time is 48-72 hours, which is much faster than I expected,” said Keegan.
Warmly’s team now has full transparency into their compensation, eliminating the “black box” effect where only finance and leadership knew payout details.
“QuotaPath helped us create a culture of trust,” said Keegan. “Reps can see exactly what they’ll earn as they close deals, which keeps them motivated and focused on the right outcomes.”
Measuring ROI: Time and Trust Saved
For Keegan, the biggest return on investment was time.
“If you take my salary, plus our CEO’s and BizOps lead’s, and factor in the time we used to spend troubleshooting commissions—QuotaPath has saved us thousands of dollars each month,” Keegan said.
Beyond time savings, having accurate forecasting and reps who are more engaged with their earnings has directly impacted sales performance.
Advice for Other Sales Leaders
Keegan emphasizes one key factor before implementing QuotaPath: having a clean CRM.
“Make sure your CRM data is solid before onboarding. We had a smooth setup because we already knew where our revenue data lived,” he said. “The biggest challenge we faced was mapping some custom fields, but once that was solved, QuotaPath became a ‘set and forget’ tool.”
Onboarding Experience
Keegan credits Warmly’s successful implementation to QuotaPath’s Customer Success Manager, Tara.
“Tara was amazing. She didn’t just help us set things up—she proactively coached us on comp strategies, suggesting accelerators and incentives that improved our plans. We wouldn’t be as successful with QuotaPath without her.”
Why Warmly Recommends QuotaPath
Keegan’s final thoughts on QuotaPath: “I really like QuotaPath. It’s simple and makes transitioning from spreadsheets incredibly easy. If you’re manually tracking commissions in Google Sheets or Excel, QuotaPath allows you to copy your existing data, sync it with your CRM, and automate the entire process.
By implementing QuotaPath, my team and I have gained back an average of five to eight hours per month—time that we now use for more strategic initiatives to drive revenue.
At the same time, our reps are more motivated because they can see their earnings update in real-time as they close deals.”
Spend more time on strategy and less on calculations
