QuotaPath

Generating a sales pipeline is changing rapidly. For instance, the share of teams with 75%+ inbound pipeline fell from 26% to 17% YoY, according to Mercury Fund's latest report. Meanwhile: - Outbound moved from one of the lowest-ranked lead sources in 2025 to the second-highest in 2026 - Events more than doubled as a primary lead source YoY - Email and paid digital declined meaningfully as lead sources Although Pipeline Generation is getting harder with traditional SaaS playbooks, most teams continue to target a 3x or 4x pipeline coverage ratio. Download the full 2026 Early-Stage GTM report for pipeline benchmarks, lead source trends, and funnel conversion data: https://lnkd.in/gj7g68JD

Roughly 150 revenue leaders are joining us this Wednesday for a discussion on clawbacks, led by Ryan Milligan, Kelly Englisch, and Shiv Walia. We've been getting a lot of comments on how orgs are talking through these policies at the moment and trying to improve them. Are you, too? If so: First, sign up for the webinar co-hosted with RevOps Co-op here: https://lnkd.in/gkX2_z72 And secondly, prep for the topic by reading our most recent report: Clawback Policy Playbook for RevOps and Finance here: https://lnkd.in/eF2Tmpcq See you on Wednesday!

Six weeks into QuotaPath and I've learned quickly that comp planning is one of those things that looks simple from the outside and is anything but. High stakes, a lot of moving pieces, and real consequences when it goes wrong. Our team is building something that actually makes it better (and we've got some REAL cool stuff coming soon 👀). Good humans too. Curious people who care about the work, celebrate each other's wins, take ownership and then some. CS folks, I'm hiring a Sr. Customer Success Manager for my team. If this sounds like your kind of place (or if you know someone!), link's below. And did I mention the half-day Fridays? 👉 Apply here: https://lnkd.in/gzbUq4_3

We recently did a deep dive into clawback policies… here’s what we found: The mistake most teams make when it comes to clawback policies: 1. Treating clawbacks as exceptions instead of designing for them upfront. 2. High-performing teams assume that some percentage of deals will churn early or fail to collect 2a. And they build systems accordingly: • defined windows • clear triggers • automated adjustments • rep visibility into risk If your clawback process feels reactive, welp, it probably is. We break down what “designed correctly” looks like in our latest report.

Today, in partnership with Mercury Fund, we’re launching the 2026 State of Early-Stage GTM Report, our second annual benchmarking study of B2B software GTM teams. The clearest signal from this year's data: AI has moved from priority to infrastructure.  - 96% of GTM leaders rank it as a top or critical priority - ChatGPT leads at 80% adoption, while 50%+ of teams also run Claude and Gemini in parallel.  - RevOps, enablement, and XDR roles are seeing the highest planned AI augmentation. (25% of sales teams and 36% of marketing teams don't plan to add headcount at all in 2026.) - AI adoption expanded across nearly &every GTM use case* YoY with 20+ point increases in outbound sales and marketing, creative design, sales enablement, and competitive and market research. Download the full report here: https://lnkd.in/gj7g68JD

Clawbacks: necessary safeguard.... or the fastest way to lose your sales team's trust? Probably both — depending on how you design them. Join us for a convo on clawback policies, with three operators who've built (and rebuilt) it in the wild: → Ryan Milligan, CRO at QuotaPath → Shiv Walia, Director of Sales Compensation, A Place for Mom → Kelly Englisch, Director of Sales Incentives, Iron Mountain And, moderated by Matthew Volm, CEO of RevOps Co-op. If you own comp, RevOps, or financial alignment, this one's worth an hour. Save your seat → https://lnkd.in/gkX2_z72

As GTM teams scale, commission complexity compounds. Keen Decision Systems hit that tipping point: 53 users, layered incentives, and a process held together by spreadsheets, exports, and email approvals. Here’s how they rebuilt their commission engine with QuotaPath 👇 ➡️ From manual to structured “It was spreadsheets and manual checks. We were reconciling HubSpot exports, calculating in spreadsheets, and emailing approvals to ensure there was some sort of audit happening.” — Mike Althoff, COO at Keen ➡️ Full visibility across the org “QuotaPath has been a really vital end-to-end tracker for me, to make sure that my thinking is visible to every individual rep and the sales team at large." ➡️ Complexity, handled automatically “If an individual contributor closes a deal, it automatically calculates for their team lead and the VP. Having that clarity on who’s getting what and why has been really invaluable.” ➡️ CRM + commissions = accountability (HubSpot) “Honestly, the integration between the two is almost essential.” ➡️ From calculation → payroll in one click (Rippling) “You literally just say, send these commissions… and it does it.” ➡️ The real ROI: trust “Transparency is the number one thing… Before, it was ‘who’s the master of the spreadsheet?’ Now the numbers don’t lie.” 🎥 Watch the full story to see how they scaled complexity without losing control. (link in comments)

Clawbacks aren’t the problem… but poorly designed clawback policies are. In our analysis of 20,000+ sales and finance conversations, clawbacks consistently show up in scenarios like: → early churn → non-payment → failed onboarding However,  most companies implement clawbacks inconsistently. The highest-performing teams take a different approach: ✔ Design clawbacks as a standard mechanism (not an exception) ✔ Align payout timing with revenue risk ✔ Keep windows short and predictable (typically 60–120 days) ✔ Define clear triggers upfront ✔ Automate the entire process Clawbacks should feel predictable. We broke down what actually works in our latest report, The Clawback Policy Playbook for RevOps & Finance Leaders. Full report in comments.

A warm welcome to QuotaPath as one of our sponsors at the Sales Compensation Summit taking place on June 9-10 in London. QuotaPath is a sales compensation management platform that automates commissions while helping revenue leaders design incentive plans that drive the right business outcomes. It connects CRM deal data to commission calculations, giving revenue operations and finance teams accurate payouts, transparent earnings visibility, and faster comp plan management. As companies scale, QuotaPath helps leaders move beyond outdated processes to align compensation with company goals, so the behaviours they pay for actually produce the results they want. To find out more connect with: Ryan Milligan Apply for a free ticket to the event now: https://lnkd.in/etgDvmxm

Lessons from the CRO Seat (9 of 10): Your Comp Plan Is Your Strategy 8️⃣ posts in. Revenue architecture. RevOps. Inspection. Forecasting. Performance gaps. Handoffs. Culture. AI. 🌪️ It all falls apart if the comp plan isn't aligned and nobody likes a bad comp plan! A well-designed revenue system with a broken incentive structure produces the wrong behaviors at exactly the wrong moments. Reps sandbagging pipeline. Customer facing roles protecting relationships instead of driving expansion. Reactive demand servicing vs proactive demand creation. Etc. The system is likely rewarding the wrong outcomes. Compensation is not an HR exercise (more on this later). It's a strategic communication lever. The comp plan tells your team what you actually value regardless of what is shared in an all hands call. 💡 A few things I've learned from the CRO seat: What you measure, you get. What you pay for, you get more of.  Simplicity is a competitive advantage. The best comp plans are ones reps can calculate in their head. Complexity creates confusion. Confusion stifles motivation. Alignment across the bowtie matters (ie full customer lifecycle). Acquisition, retention and expansion need incentive structures that point in the same direction. When they don't, the seams I wrote about in Post 6 get wider, not smaller. 🟰 The hardest part of comp design isn't the math. It's the alignment conversation across finance, HR, sales leadership and the board. Everyone has an opinion but not everyone has context on what actually drives rep behavior. Ask your peer in Finance or HR if they've ever carried a bag as a seller. That's a fun conversation! 🤔 Comp design is hard. Still refining this. Probably always will be. 💲 What's the biggest comp design mistake that you've seen derail an otherwise healthy revenue team? #SaaS #RevenueLeadership #GTM #CompensationDesign #GoToMarket #PrivateEquity