What problems is Variabl solving and how is that benefiting you?
Company A
80-person sales org (mix of AEs and SDRs), operating on month-to-month NO contracts. Sales compensation was tied to actual revenue—not just bookings—which meant commission couldn’t be finalized until revenue recognition and accounting adjustments were complete. The process was painfully manual, requiring exports from HubSpot and Qlik into a stitched-together Google Sheet. It took anywhere from 5 to 10 business days to finalize payouts, depending on accounting’s timeline. Tracking one-offs, mid-period comp adjustments, or effective agreements was a nightmare.
Company B
25-person contract-based GTM team (AEs, SDRs, & CSMs). AE comp tied to booked business, with accelerators for multi-year deals and quarterly/annual over-attainment. CSM comp tied to net revenue retention. Commission discussions were mostly happening in Slack and email threads, leading to a high margin of error, inconsistent documentation, and a lack of auditability.
Enter Zencentiv
Zencentiv partnered with us to truly understand our GTM motions and comp structure—and customized their platform to spec in under 30 days. That alone was impressive, especially considering that at Company A, our BI team had spent over a year trying (and failing) to automate commissions internally.
Zencentiv's platform allows us to define comp rules with clarity, integrates seamlessly with our CRM, and auto-calculates commissions with an audit trail that aligns with accounting. The manager roll-up logic is also a massive win—any change to a rep's comp is reflected upstream in real-time. And the ability to centralize commission agreements (and collect signatures!) replaces a mess of Google Drive folders and scattered email threads.
We evaluated Performio, Xactly, CaptivateIQ, and Spiff—Zencentiv came out ahead by an order of magnitude in simplicity, speed to implementation, and cost. Their team is dedicated to the customer's success; our challenges were their challenges.
As someone who’s led multiple RevOps functions, I can confidently say: I’ll never have my team calculate commissions manually again. Zencentiv will continue to be #1 in my playbook—and yes, the end users love the dashboards too. Review collected by and hosted on G2.com.
