For years, Augury’s RevOps team calculated commissions for 20 quota-carrying GTM employees the old-fashioned way: sprawling Excel spreadsheets.
The process involved countless manual checks that stretched 45 days each quarter. As RevOps Team Lead David Thai recalls, the lack of automation wasn’t just time-consuming; it created gaps in transparency for both sales leadership and finance.
Implementing QuotaPath changed that overnight.
By automating workflows and centralizing commission data, Augury condensed its commission preparation from a six-week slog to just 15 days (sometimes less), while giving account executives and CSMs real-time visibility into their earnings.
The result? A streamlined, auditable process that saves the team 25 days each quarter, drives rep engagement, improves forecasting accuracy, and elevates the overall compensation experience.
Give & Gets of Comp Plans
Learn how to maintain sales rep engagemen while making adjustments to your comp plan.
Take Me to BlogThe Challenge: Manual Processes and Limited Transparency
Managing commissions for 20 reps, of course, came with its challenges, especially due to the complexity of their compensation plans and the team’s limited Excel expertise.
Processing commissions was a huge time sink.
As David explained, “It originally took 45 days to do our quarterly commissions from start to finish due to all the processes and workflows we had to trigger, creating a lot of manual pains.”
“We had payment eligibility rules on a clunky master spreadsheet. Consequently, it took a long time for new team members to understand these calculations,” according to David. This limited their visibility into commission eligibility, budget forecasting, and finance alignment.
Design, track, and manage variable incentives with QuotaPath. Give your RevOps, finance, and sales teams transparency into sales compensation.
Talk to SalesThe Search for a Better Way
That’s when they turned to automation.
Augury’s VC portfolio partner recommended QuotaPath to David when he started investigating potential solutions. QuotaPath used a detailed process, “really mapping out the complexities of our comp plan, and showcasing nuanced and specific demos that fit our use-cases,” David said.
QuotaPath offered the flexibility necessary to match Augury’s complex compensation plans with robust modeling, workflows, and eligibility tracking. David said QuotaPath’s collaborative, customer-first mindset sealed the deal, as they worked together to ensure alignment across people, processes, and priorities.
Watch David’s full interview above.
The Solution: QuotaPath to Scale
David had explained the problems he wanted to solve as “twofold—a time problem, spending 45 days to do quarterly commissions, and a transparency problem for the finance and RevOps teams.”
Implementing QuotaPath addressed these issues.
Augury saw significant time savings.
“Now it takes 15 days or less,” said David.
Plus, he and his team have improved visibility into commission data and eligibility by eliminating the numerous steps required when payment eligibility data was maintained in a master spreadsheet.
Unlocking operational metrics provided easier audit-readiness and more streamlined collaboration across finance and RevOps.
“These were metrics we couldn’t even track before. Now we have transparency and reportability,” David said.
Augury also gained clearer visibility into forecasts and accruals after adopting QuotaPath.
“Now we have greater line of sight between budget forecasting and commission forecasting, both monthly and annually, when it comes to accruals,” said David. “QuotaPath truly unlocked capabilities that had been gaps for us in the past.”
Additionally, QuotaPath provided Augury with a platform that would also scale with them.
Sales Team Reception
How does sales feel? Pretty damn good.
The reps prefer QuotaPath over spreadsheets.
“When you ask them, would you take this or an Excel sheet? They’ll say, QuotaPath 100% of the time,” David said. The reps enthusiastically adopted the forecasted earnings feature.
“They love being able to see how much they stand to gain,” David added.
This better understanding of their comp plans and incentive math boosts morale and motivation. “They understand how they get paid, and it’s a huge morale driver. It motivates reps to differentiate and pitch harder,” said David.
ROI & Results
Augury’s ROI includes time savings, increased operational capacity, and greater accuracy and confidence.
“We’ve saved 25 days per quarter,” David reported.
These time savings translate to what David calls “opportunity costs.” This additional operational capacity has been reallocated to strategic GTM tasks such as “scaling the business or developing GTM strategy to drive revenue bookings,” David shared.
Augury also gained improved accuracy and confidence as “QuotaPath helped us get line-of-sight into commission and budget forecasting monthly and annually,” David said. Additionally, better operational metrics visibility helped. “These were metrics we couldn’t even track before.”
David employs a holistic approach to measuring ROI, considering both tangible savings and the broader impact on team satisfaction and performance.
“We combine subjective and objective measures like rep feedback surveys and operational costs we’re reclaiming,” David said.
Support and Partnership Experience
David voiced high praise for QuotaPath’s support team, especially Tyler Rody (Account Manager), and Matt Kerlin (Customer Support Manager). “Tyler and Matt are phenomenal,” said David. “I’ve asked a million questions, and their response time, real-time support, and product knowledge have been incredible.”
Strong implementation support helped translate a nuanced comp plan into a working system “by providing efficient, solution-oriented suggestions,” as described by David. “They would hop on a call, do screen recordings, and walk me through everything in my instance of QuotaPath. It was immensely helpful!”
Try the most collaborative solution to manage, track and payout variable compensation. Calculate commissions and pay your team accurately, and on time.
Start TrialLooking Ahead
QuotaPath has become a critical part of Augury’s infrastructure. David said that he’d be “hard pressed to go back to spreadsheets.” And he added, “QuotaPath is a massive improvement in quality of life over here.”
QuotaPath has proved that it can support Augury as they grow and evolve. As David explained, “In the past two years we have added head count and the number of people on the variable compensation plan, and are seeing the scalability of QuotaPath in real time…our ability to do approval workflows, vet by plan, and break things out by component means we can be as open or granular as we want,” David said.
To learn how QuotaPath can support your incentive management process, book time with our team here.
