The Challenge: A Two-Day Slog, Three Products Deep
120Water pays commissions quarterly.
Before QuotaPath, that meant exporting everything out of HubSpot, dropping it into a spreadsheet, and then chopping that data into a separate spreadsheet for each salesperson. All tied together by a master key of rates and rules for renewals, upsells, and new business.
The wrinkle was 120Water’s mix of software, managed services, and consumables.
Some consumables were billed upfront; others billed in arrears, meaning Brendan had to pull numbers out of NetSuite each month, match them to what was fulfilled, and calculate a commission line by line, for every deal, for every rep.
“At the start of each month I would block off two days on my calendar, just mark it as an event called commission slog,” Brendan said. “I’d put my head down and crank through it. Did I ever mess up? Probably. Because it’s all being done manually on exports from two systems.”
The slog itself ran two days… and the “whack-a-mole” of rep questions that followed added two or three more.
The Differentiator: Native to Both HubSpot and NetSuite
Brendan evaluated QuotaPath alongside EverStage and one other tool.
“QuotaPath seemed like it was most designed for our stage of business,” he said.
What sealed QuotaPath was integration depth.
QuotaPath was the only platform in 120Water’s stack with native connections to both HubSpot and NetSuite. Systems that, as Brendan pointed out, don’t even talk to each other or to other core tools like ADP or 120Water’s bank, SVB, without help.
That connection solved the hardest part of the old process: consumables billed in arrears.
Now, every time an invoice goes out of NetSuite, QuotaPath catches it and automatically applies the right rate. “That automation has made my life so much easier,” Brendan said.
120Water bought QuotaPath in November 2025, deliberately holding off on building out plans until the new fiscal year for a clean cutover. Implementation ran through January and February, and the full sales team was live in QuotaPath by February 2026.
No More Slog: Real-Time Visibility Replaces the Calendar Hold
The two-day calendar block is gone.
As deals close and invoices post, commissions calculate and become visible in real time to Finance, RevOps, and sales alike, all quarter long.
At quarter-end, Brendan now pulls one number out of QuotaPath and drops it into payroll.
“Very rarely do I get questions from salespeople at quarter-end anymore,” he said, “because if there are questions, they’re coming up as these things close throughout the year.”
What used to cost him a minimum of 10 hours a quarter, 40 hours a year, in manual work is now hard to even put a number on, because so much of it runs on its own.
Reps Have “No Complaints” (Complimentary)
Ahead of a lunch with QuotaPath’s CRO Ryan Milligan, Brendan asked his head of account management for sales feedback to bring along.
The answer: nothing to report. “That’s probably the most positive thing I could say about QuotaPath,” Brendan joked, “because they have ‘feedback’ about everything.”
Reps can now see every piece of a deal, the fields pulled in, the rates applied, and check that math against their own comp plan instead of waiting on a spreadsheet. Outside of the usual ramp-up when new annual plans go live, Brendan estimates reps ask about one question a month.
During the Q2 payout cycle, he didn’t get any.
Next Up: Simplifying the Comp Plan Itself
Not everything has been frictionless. For 2026, 120Water layered in complex, retroactive accelerators meant to push reps to close faster. Brendan says the incentive didn’t land the way the team intended. “I don’t know that I would do that with QuotaPath again,” he said. “It was a very custom component build.”
He’s now planning to bring RevOps and go-to-market leaders together with QuotaPath’s Ryan Milligan to rework the 2027 comp plan, leaning on QuotaPath’s native functionality to drive the behaviors 120Water wants, rather than building custom logic to force it.
The Bottom Line
Before QuotaPath, 120Water’s commission process was:
- Run entirely out of exports and per-rep spreadsheets, tied together by a manually maintained master rate key
- Vulnerable to missed line items, especially on consumables billed in arrears across two disconnected systems
- A recurring two-day “commission slog” plus two to three more days spent fielding rep questions, every single quarter
- Generating 10-15 rep questions after each payout cycle
Today, with QuotaPath, it is:
- Automated end-to-end through native HubSpot and NetSuite integrations, including in-arrears consumable billing
- Visible in real time to Finance, RevOps, and sales all quarter long, not just at statement time
- Down to next to no rep questions, including zero during the Q2 payout cycle
- Freeing up roughly 40 hours a year that used to go to manual calculation alone
“Definitely a higher trust level in the numbers that are coming out,” Brendan said.
To see how QuotaPath can help your organization replace spreadsheet guesswork with confidence, book time with our team here.
