Field Incentives

Owner: Sales Operations / Field Leadership

The Incentive Problem

Current State: Field has no financial incentive to prioritize Apps.

Result: Field focuses on core products; Apps is de-prioritized.

Why Incentives Matter

flowchart LR
    subgraph Problem["WITHOUT INCENTIVES"]
        P1[Apps deprioritized]
        P2[No signal from field]
        P3[Missed opportunities]
        P4[Slow adoption]
    end
    
    subgraph Solution["WITH INCENTIVES"]
        S1[Apps prioritized]
        S2[Signal captured]
        S3[Opportunities identified]
        S4[Faster adoption]
    end
    
    P1 --> P2 --> P3 --> P4
    S1 --> S2 --> S3 --> S4

Incentive Framework

Tier 1: Recognition (Low Cost, Immediate Impact)

Tier 2: Development (Medium Cost, Medium-term)

Tier 3: Financial (Higher Cost, Longer-term)

Signal Capture Incentives

Problem: We need field to provide meaningful feedback on Apps opportunities, blockers, and product gaps.

Incentives for Signal Capture

Making Signal Capture Easy

Influence Strategy for Comp Changes

Since comp plan changes require executive buy-in and Finance approval, here’s the influence path:

flowchart TB
    subgraph Phase1["PHASE 1: PROVE VALUE (M1-6)"]
        P1A[Document strategic wins]
        P1B[Track attach rate manually]
        P1C[Quantify influenced revenue]
    end
    
    subgraph Phase2["PHASE 2: SOCIALIZE (M6-9)"]
        P2A[Present data to FE leadership]
        P2B[Propose comp change concept]
        P2C[Get Finance input]
    end
    
    subgraph Phase3["PHASE 3: IMPLEMENT (M9-12)"]
        P3A[Pilot SPIFs with 1 vertical]
        P3B[Measure impact]
        P3C[Propose FY27 comp inclusion]
    end
    
    Phase1 --> Phase2 --> Phase3

Quick Wins (Next 90 Days)

Success Metrics

Dependencies

Last Updated: January 2026