In September 2023, Rootly, an on-call and incident management platform used by NVIDIA, Dropbox, LinkedIn, and 100s others, adopted QuotaPath’s sales compensation management software for their entire sales organization.
Using the integration with Salesforce to automate deal data flows, QuotaPath simplified Rootly’s commission structures, ensured accuracy, and reduced manual effort.
This deepened the teams’ visibility into their commissions, making it easier for leadership to drive selling behaviors using compensation plans as the lever.
First-Time Automating Commission Management
When Liza joined Rootly as the RevOps leader, the company had already purchased QuotaPath.
Marking her first experience with commission automation software after years of relying on manual processes, Liza began using QuotaPath cautiously.
She took the time to familiarize herself with its capabilities and ensure the compensation plans were configured to Rootly’s complex needs.
“At first, I was double-checking every line item because I wasn’t used to trusting an automated tool,” Liza shared.
However, as she worked closely with QuotaPath’s customer success team, Liza grew confident in the platform’s accuracy and reliability.
“Now, I can’t imagine my life without it,” Liza said.
“My time is a valuable resource. I’m a team of one. Anything that saves me hours of time is appreciated — and QuotaPath does that for me.” – Liza Dukhova
The automation replaced what used to be a manual, error-prone process involving Excel and Salesforce exports.
Within months, Liza had reduced commission processing time from over four hours to just one hour per month, even as Rootly expanded its sales team and introduced multi-year deal accelerators.
“My time is a valuable resource. I’m a team of one,” Liza said. “Anything that saves me hours of time is appreciated — and QuotaPath does that for me.”
Swapping Comp Confusion with Motivation
Rootly’s sales reps now have direct access to their compensation details through QuotaPath, eliminating uncertainty and improving sales metrics like contract length.
“Reps have full access to their compensation details so that they can see their plans, what they’ve earned so far this month or quarter, and their year-to-date earnings—all in real-time,” said Liza. “I rarely get questions about commissions anymore because they have everything they need in QuotaPath.”
Andre agreed, adding how visibility into multi-year deal incentives directly influenced rep behavior.
“Visibility into their earnings has changed what the reps are pushing for,” Andre said. “Incentives drive behaviors, and showing your reps how much more they can make on longer contracts changed how they sell.”
How Rootly Uses QuotaPath:
- Integrated with Salesforce: Automatically syncs deal data for accurate commission calculations.
- Customized Compensation Plans: Tailored plans for Account Executives, CSMs, BDRs, and Sales Engineers with varying accelerators and quotas.
- Real-time Visibility: Reps track their earnings live, fostering trust and autonomy.
- Comp Plan Literacy: Plan explanations and breakdowns build understanding and change selling behaviors.
- Automation: Reduced processing time while increasing confidence in payout accuracy.
Why Rootly Recommends QuotaPath
Andre summed it up best: “If you’re looking for an easy-to-use, complete commission management system, you’d be a fool not to buy QuotaPath.”
See how Quotapath cleans up the commissions process for Rootly
