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Conference Presentation

Compensation Strategies for Recurring Revenue Growth

This report is for Customer Success members only

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As the old saying goes, compensation drives behavior. But before you can incentivize people to do something, you need to figure out what theyre doing, why theyre doing it, and what success actually looks like. In this session, TSIAs Steve Frost will talk about some of our core findings around XaaS compensation, not just for sales, but for all the functions in Land, Adopt, Expand, Renew (LAER) and how to think about compensation across the customer lifecycle. Steve will be joined by Russ Nettle of Canon Medical Informatics and CJ Steiner of CDW. These two leaders have taken innovative approaches to their comp plans, and have seen dramatic and tangible results. Youll be able to ask your toughest questions around compensation, and leave feeling confident that you can create a compensation structure that reinforces the right behaviors for recurring revenue growth.

Presented By:

Steve Frost

VP & Managing Director, Revenue Research and Advisory, Technology & Services Industry Association (TSIA)

CJ Steiner

Director, Services Sales, CDW

Russ Nettle

Global VP, Customer Success, Canon Medical Informatics

Publish Date: May 27, 2022

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