The Challenge: A Multi-Hour Monthly “Nightmare”
When Actabl began building its Revenue Operations function, Kenza inherited the commission process. This task proved to be a time-consuming burden quickly.
“The more I dug, the more I realized this was a multi-hour monthly nightmare,” said Kenza.
Managing compensation via spreadsheets introduced a host of problems, like dependencies across teams, convoluted commission triggers, and version control chaos. And, whenever the company updated comp plans, spreadsheets had to be rebuilt from scratch.
“There’s either we build the biggest, most savvy spreadsheet, or we look for experts who know how to do this,” Kenza said. “We chose the second path.”
The Evaluation Process: Rigorous and Cross-Functional
Actabl followed a structured RFP process, evaluating four vendors, including Spiff and CaptivateIQ. To evaluate each one fairly, Kenza and her team created a scorecard and attended demos.
Equally important to Kenza was internal alignment.
She ensured buy-in from the Sales VP and the FP&A team, the two groups that needed to trust and adopt the solution.
“I can love the tool, but if the sales team never logs into QuotaPath, it defeats the purpose.” said Kenza. “We wrote a product requirement document with all our user stories and graded each vendor.”
After all four demos, she and her team narrowed it down to QuotaPath and CaptivateIQ.
“Absolutely, I’d recommend QuotaPath. The team has been fantastic. It’s made all the difference.”
The Solution: Efficiency, Visibility, and Audit-Readiness
After narrowing it down to two, Actabl moved forward with QuotaPath due to its ability to meet the needs of every stakeholder involved in the commission process, as well as its usability, transparency, and the confidence it instilled across the functions tied to sales compensation.
“For FP&A, it was about trusting the numbers and being audit-ready,” Kenza said. “For sales, it was about seeing what’s being calculated and why. And for me, it was not spending hours each month on commissions.”
Moreover, QuotaPath’s transparent UI helped alleviate both sales representative anxiety and commission accuracy concerns.
“Salespeople worry about two things: are all their opportunities included, and are accelerators being applied correctly? QuotaPath shows both,” said Kenza.
ROI: Measurable Time Savings
Kenza confirmed QuotaPath paid for itself quickly.
“If you take the hours me and my team, and FP&A, spent preparing commissions, adjust for salary, and calculate that monthly, it offsets the cost of QuotaPath. That was an easy calculation for us,” said Kenza.
Adoption: Power Users and Passive Trust
Actabl’s sales team falls into two categories: those who rely on QuotaPath passively, and super users who engage deeply with it.
“Some reps trust me and never log in. Others are super users who flag things, check their status, and use it regularly. And they love it because of the visibility,” Kenza said.
Implementation and Support: White-Glove Experience
So, how’d onboarding go?
Kenza described it as “seamless,” applauding its structured, phase-based approach and flexibility to meet her real-time needs.
“There was a clear plan with tasks we tackled weekly. That doesn’t happen with most software,” said Kenza.
And the quality of support remained strong post-launch.
“Matt on your support team is fantastic. He follows up with Loom videos and even puts in patches when needed. I’ve never felt alone with this tool,” said Kenza.
In Kenza’s Words: The Ultimate Recommendation
“Thanks to QuotaPath, the only two times I think about commissions now are when payroll is due and during annual planning. That’s it.”
— Kenza Sebbar, Director of RevOps at Actabl
QuotaPath enabled Actabl to:
- Eliminate hours of monthly manual work
- Increase visibility and trust across Sales and Finance
- Simplify onboarding for reps
- Prepare for audits with confidence
