Spiff & Incentive Programme Details
CONFIDENTIAL - SALES OPERATIONS USE ONLY
This document outlines current and planned spiff programmes, sales contests, and special incentives. These programmes supplement the standard compensation plan and are designed to drive specific strategic behaviours.
Current Active Programmes
Q1 2025 SmartAssist Blitz
Dates: January 1 - March 31, 2025
Objective: Accelerate SmartAssist adoption and pipeline development
| Achievement | Spiff Amount | Eligibility |
|---|---|---|
| First SmartAssist deal closed (new logo) | $5,000 | All AEs |
| SmartAssist deal >$100K ARR | $3,000 additional | All AEs |
| 3+ SmartAssist deals in quarter | $7,500 bonus | All AEs |
| Largest SmartAssist deal in region | $10,000 | Regional winner |
| Demo completed (qualified opportunity) | $500 | Solutions Engineers |
Qualifying Criteria:
- Minimum $50K ARR SmartAssist component
- Must be net-new SmartAssist (not conversion from existing IVR)
- Deal must be booked within programme dates
- Customer must activate within 90 days of booking
H1 2025 New Logo Programme
Dates: January 1 - June 30, 2025
Objective: Drive new customer acquisition
| Segment | New Logo Spiff | Minimum Deal Size |
|---|---|---|
| Enterprise | $10,000 | $250K ARR |
| Mid-Market | $5,000 | $75K ARR |
| Commercial | $2,500 | $25K ARR |
Multipliers:
- Fortune 500 logo: 2x spiff
- Strategic vertical (Healthcare, Financial Services): 1.5x spiff
- Reference commitment at signing: +$2,500
Expert Knowledge Management Push
Dates: January 1 - March 31, 2025
Objective: Increase Expert attach rate to platform deals
| Achievement | Spiff |
|---|---|
| Expert attached to any new platform deal | $1,500 |
| Expert Enterprise edition sold | $2,500 |
| Expert with public portal component | $1,000 additional |
| Standalone Expert deal (no platform) | $3,500 |
SDR Qualified Meeting Programme
Dates: Ongoing (FY2025)
Objective: Reward high-quality meeting generation
| Metric | Spiff |
|---|---|
| Qualified meeting held (standard) | $100 |
| Enterprise segment meeting | $200 |
| Meeting converts to Stage 3+ | $250 bonus |
| Meeting converts to Closed Won | $500 bonus |
| Top SDR of the month | $1,000 |
Quarterly Sales Contests
Q1 2025: "Fast Start" Competition
Theme: Accelerate Q1 bookings for strong year start
Prizes:
| Category | Prize | Eligibility |
|---|---|---|
| Top Revenue - Enterprise | $15,000 + President's Club points | Enterprise AEs |
| Top Revenue - Mid-Market | $10,000 + President's Club points | Mid-Market AEs |
| Top Revenue - Commercial | $7,500 + President's Club points | Commercial AEs |
| Most New Logos (any segment) | $10,000 | All AEs |
| Largest Single Deal | $5,000 | All AEs |
| Top Performing Team | Team dinner ($500/person) | All teams |
Leaderboard: Updated daily in Salesforce dashboard
Regional Competitions
Each region runs additional competitions at the discretion of the Regional VP:
| Region | Current Programme | Contact |
|---|---|---|
| North America East | Weekly First Deal bonus ($500) | Regional VP |
| North America West | Monday meeting generation contest | Regional VP |
| EMEA | Multi-product deal bonus | Regional VP |
| APAC | Partner-sourced deal spiff | Regional VP |
President's Club
Qualification Criteria (FY2025)
| Role | Primary Criteria | Secondary Criteria |
|---|---|---|
| Account Executive | ≥125% annual quota attainment | Minimum 2 new logos |
| Solutions Engineer | Team achievement + peer nomination | Technical win rate ≥80% |
| SDR | ≥130% annual qualified meetings | Conversion rate ≥30% |
| Sales Manager | Team ≥110% + ≥75% of team at quota | Employee retention |
President's Club Benefits
- Trip: All-expenses-paid trip for qualifier + guest (2025 destination: Maui, Hawaii)
- Recognition: CEO dinner, awards ceremony, internal announcement
- Career: Priority consideration for promotions and special projects
- Ongoing: President's Club alumni network and events
Points System
In addition to quota attainment, bonus points can help qualification:
| Achievement | Points |
|---|---|
| Strategic product deal (SmartAssist, Expert Enterprise) | +5 points per deal |
| Competitive displacement | +10 points per deal |
| Reference customer secured | +3 points per reference |
| Quarterly contest winner | +5 points |
| Peer nomination for collaboration | +2 points |
Points Threshold: 25+ points can compensate for attainment between 115-125%
Partner Incentives
Partner-Sourced Deal Bonuses
| Partner Type | AE Bonus | Conditions |
|---|---|---|
| Strategic Partner (Platinum) | +3% on deal | Partner-sourced and registered |
| Solution Partner (Gold) | +2% on deal | Partner-sourced and registered |
| Referral Partner | +1% on deal | Qualified referral |
Partner Development Spiffs
| Achievement | Spiff | Eligibility |
|---|---|---|
| First deal with new partner | $2,000 | AE + Partner Manager |
| Partner achieves certification | $500 | Partner Manager |
| Partner event co-selling | $1,000 | Participating AE |
Spiff Payment Process
How Spiffs Are Paid
- Automatic: Most spiffs are automatically calculated based on Salesforce data
- Validation: Sales Ops validates eligibility monthly
- Approval: Manager approval for spiffs over $5,000
- Payment: Paid with regular commission payment (monthly)
Timing
| Spiff Type | Payment Timing |
|---|---|
| Deal-based spiffs | With commission on deal booking |
| Contest prizes | Within 30 days of contest end |
| Quarterly bonuses | First pay period following quarter close |
| Annual awards | At President's Club / Annual kickoff |
Disputes
If you believe a spiff was not correctly applied:
- Check the Spiff Tracker in Salesforce dashboard
- Verify deal meets all qualifying criteria
- Contact your manager with specific details
- Manager escalates to Sales Ops if needed
- Resolution within 10 business days
Upcoming Programmes
Q2 2025 Preview
- Analytics Attach Push: Bonus for Interaction Analytics with platform deals
- Renewal Excellence: Spiffs for early renewals with expansion
- Summer Pipeline Challenge: Contest for Q4 pipeline development
Annual Programmes
- Rookie of the Year: Top performing first-year AE ($25,000 + recognition)
- Deal of the Year: Largest/most strategic deal ($20,000 + CRO recognition)
- SE of the Year: Technical excellence award ($15,000)
- Team of the Year: Best performing team (team trip)
Resources
- Q1 2025 Spiff Programme Details (PDF)
- President's Club Full Criteria (PDF)
- Spiff Tracking Dashboard (Salesforce)
- Current Contest Leaderboard (Salesforce)
Last updated: January 2025. Programmes subject to change. Official programme documents govern in case of discrepancy.