When Rootly implemented QuotaPath to address manual commission calculation, they eliminated tracking headaches and, even more importantly, increased revenue.
Like Rootly before QuotaPath, commissions often live in spreadsheets. This puts sales compensation squarely in a reactive process, and one that’s time-consuming and disconnected from strategic growth goals.
In September 2023, Rootly decided to change that.
By automating commissions and delivering real-time earnings visibility to reps, the AI-powered incident management platform saved time and influenced selling behavior that drove a 10% year-over-year increase in multi-year contracts.
Here’s how they did it.
From Excel Exports to Automated Commission Tracking
Before automation, commission management at Rootly looked familiar.
Manual Salesforce exports. Excel calculations.
Multiple comp plans. Accelerators. Multi-year bonuses. Layered quota tracking.
“It was terrible,” said Liza Dukhova, RevOps Manager at Rootly. “Exporting from Salesforce, doing all the calculations manually… it was a lot of work and prone to error.”
And Rootly’s compensation structure wasn’t simple.
They support:
- Account Executives
- Customer Success Managers
- BDRs
- Sales Engineers
- Directors
Each with different quotas, percentages, accelerators, and multi-year incentives.
Doing that manually? Unsustainable.
By implementing sales commission software integrated directly with Salesforce, Rootly automated deal syncing and plan calculations, eliminating the spreadsheet risk entirely.
A RevOps Team of One Needed Leverage
For Liza, the impact was personal.
“I’m a team of one,” she explained. “My time is a valuable resource.”
She owns RevOps. She supports BDRs. She runs commissions. She helps with invoicing and finance. Every hour matters.
When she joined Rootly, QuotaPath had already been purchased, but it was her first experience with commission automation software after years of manual tracking.
“At first, I was double-checking every line item because I wasn’t used to trusting an automated tool,” Liza said.
But over time, trust replaced caution.
“Now I trust it 100%.”
What used to take four or more hours per month now takes just over one hour — even as the team and compensation complexity have grown.
This automation created leverage.
Commission Complexity Without Administrative Chaos
Rootly’s comp plans include:
- Multi-year deal accelerators
- Role-specific percentages
- Quota tracking with attainment tiers
- Directors earning differently than ICs
- Multiple team structures
“You just build out the plan once, and it does the job for you,” Liza said.
Once configured, QuotaPath automatically:
- Tracks quota attainment
- Applies accelerators
- Calculates multi-year bonuses
- Syncs live Salesforce data
- Shows reps their earnings in real time
Commission automation allowed Rootly to formalize comp complexity by removing the administrative burden.
Real-Time Visibility Changed Selling Behavior
Automation solved the operational problem, and visibility solved the growth problem.
Before QuotaPath, reps had limited transparency into earnings. They waited until the month-end. They ran their own calculations. They asked RevOps questions.
But now…“Reps have full access to their compensation details,” Liza said. “They can see what they’ve earned this month, this quarter, and year-to-date — all in real time. I rarely get questions about commissions anymore.”
But the biggest shift was behavioral.
Rootly introduced multi-year deal incentives with accelerators. And because reps could see in real time how much more they’d earn on longer contracts, selling behavior changed.
“Incentives drive behavior,” said Andre King, Director of Sales at Rootly. “Giving them visibility into that definitely increases what you’re trying to get with the incentives.”
The result: 10% year-over-year growth in multi-year contracts.
When reps could clearly see the upside, they leaned into it.
That’s the difference between compensation that pays… and compensation that motivates.
Design, track, and manage variable incentives with QuotaPath. Give your RevOps, finance, and sales teams transparency into sales compensation.
Talk to SalesPlanning for Growth Without Adding Operational Burden
Rootly has grown significantly (and expects more growth ahead).
As the team scales, comp plans evolve. New incentives are introduced. Forecasting becomes more important.
From a leadership perspective, that’s where QuotaPath became even more valuable.
“When I meet with Liza to talk through how we accommodate growth across our tool stack, QuotaPath is one of the easiest ones to deal with,” Andre said. “It enables us to forecast and look at different ways we can grow the team.”
Liza feels equally confident making changes.
“I feel pretty confident building simple plans or iterating the plans we have,” she said. “And if something is complex or unusual, I know I can ask and get a quick answer.”
Measuring ROI: Time Saved + Revenue Influence
For Rootly, the return on investment with QuotaPath shows up in two places:
1. Operational Efficiency
- 3+ hours saved per month
- Reduced manual error risk
- Faster payout cycles
- Fewer rep disputes
- Less RevOps firefighting
2. Revenue Impact
- 10% increase in multi-year contracts
- Improved incentive alignment
- Clear quota tracking
- Greater comp plan literacy
“It’s hard to isolate ROI for admin tools,” Liza said. “But there’s definitely a contribution to revenue.”
And perhaps most telling:
“Over a year into my role, I can’t imagine my life without a tool like QuotaPath.”
Andre’s take?
“If you’re looking for an easy-to-use, complete commission management system, you’d be a fool not to buy QuotaPath.”
Try the most collaborative solution to manage, track and payout variable compensation. Calculate commissions and pay your team accurately, and on time.
Start TrialThe Takeaway: Visibility Builds Trust (and Revenue)
Rootly turned commission visibility into a growth lever.
With QuotaPath’s Salesforce integration, automated accelerators, and real-time earnings visibility:
- Commission processing dropped to 60 minutes per month
- 15 users across 5 teams gained transparency
- Multi-year contract sales increased 10% YoY
- RevOps gained time back
- Sales gained motivation
Commission software shouldn’t just calculate payouts. It should influence performance.
If you’re still managing complex comp plans in spreadsheets (or if your reps don’t fully understand how they earn) it may be time to rethink what your commission system should do for your business.
Ready to turn commission visibility into revenue growth?
Book a demo with QuotaPath and see how quickly you can streamline operations and drive smarter selling behavior.
