The Challenge: A Tool That Slowed Everything Down
When Alejandra stepped into her role in 2024, one issue quickly stood out: commissions were consuming too much time.
The team’s previous solution, Spiff, introduced several challenges:
- Time-consuming troubleshooting and error correction
- Heavy reliance on technical support for simple changes
- Limited flexibility for evolving comp plans
- Constant back-and-forth to understand calculations
Every adjustment required a full review of commission structures, turning even small updates into hours-long projects.
“We were spending a lot of time fixing errors, answering questions from the team, and trying to understand the tool,” said Alejandra.
As they added tiered accelerators, multi-year deal bonuses and balanced multiple pipelines, the system simply couldn’t keep up.
Why AirDNA Chose QuotaPath
So when AirDNA began evaluating alternatives, they prioritized simplicity without sacrificing flexibility.
QuotaPath stood out immediately.
“It was really intuitive, really easy to understand… from the first moment,” said Alejandra.
Beyond usability, the team was impressed by the level of support during the trial process.
“We were receiving quick videos with the solution and the steps… it was really easy for us to understand the tool,” Alejandra added.
This combination of intuitive design and hands-on support gave the team confidence they could finally take control of commissions internally, without constant dependency on external help.
Implementation & Partnership: Fast, Flexible, and Fully Supported
Alejandra and her team were also impressed by the onboarding.
Despite complex requirements, including historical data, evolving comp plans, and nuanced edge cases, AirDNA completed implementation in just 1.5 months, well ahead of expectations.
“We expected maybe three months… and in the end, we did it super quick,” said Alejandra.
During implementation, the QuoatPath team built in partnership with AirDNA:
- Historical commission data
- New 2025 and 2026 comp plans
- Multiple plan structures across business units
Even as comp plans were still being finalized, QuotaPath proved flexible enough to adapt in real time.
“All the use cases that we have… it was always doable,” said Alejandra.
That flexibility carried through onboarding and beyond. What initially felt like a risk, handling edge cases and complex logic, quickly became a strength.
“It was a very positive experience for RevOps and Finance as well,” said Alejandra.
The QuotaPath team acted as a true partner throughout the process, helping AirDNA navigate complexity with speed and clarity. With responsive support and hands-on guidance, the team moved past troubleshooting and focused on higher-value work.
“[It helped us] focus our time more efficiently… not spending time creating plans or fixing issues,” Alejandra said.
Today, AirDNA operates on a commission system that is not only fast to implement but also continuously supported, adaptable, and scalable alongside its business.
Managing Complexity with Confidence
AirDNA’s compensation model includes:
- Tiered commission rates based on quota attainment
- Multi-year deal “kickers”
- Multiple business units and pipelines
- Bonuses for self-sourced deals
- Clawback logic and adjustments
Initially, the team was unsure whether any platform could handle this level of nuance.
That concern quickly disappeared.
“It was super easy… now we are super confident. We don’t have any errors,” Alejandra said.
HubSpot Integration: Visibility and Accuracy
With HubSpot as their source of truth, integration was critical.
QuotaPath enabled flexible field mapping across different plan components, accommodating the team’s varied commission logic.
“I really like that part of the HubSpot integration… we have all the possibilities.”
The impact goes beyond setup.
Reps and RevOps now have full visibility into:
- Deal-level data and record IDs
- Real-time updates
- Commission breakdowns by component
“It helps us have more visibility… not only the final earning number.”
Rep Experience: Clearer Earnings, Fewer Questions
For sales reps, too, the shift to QuotaPath improved how commissions are understood.
They can now see:
- How each component contributes to total earnings
- Forecasted commissions before deals close
- Compensation plans directly within the platform
“This is something that is really visual in QuotaPath… we didn’t have it before,” said Alejandra.
The result:
- Fewer questions to RevOps
- Greater trust in payouts
- More proactive engagement with earnings
Adapting Plans Without Risk
AirDNA frequently updates compensation plans, whether due to quota changes, new goals, or business adjustments.
With QuotaPath, these updates are simple and controlled.
“It’s pretty simple… just go to the plan, adjust it, and update it,” Alejandra said.
Crucially, historical data remains protected.
“We can block past data… and make changes moving forward. That gave us confidence.”
This allows the team to evolve plans without risking past accuracy—a major shift from their previous experience.
The Bottom Line
Before QuotaPath, commissions at AirDNA were time-consuming, error-prone, and difficult to manage with Spiff.
Today, they are:
- Accurate and error-free
- Easy to manage and update
- Fully visible to reps and leadership
- Integrated seamlessly with HubSpot
With QuotaPath, AirDNA has turned commissions from a bottleneck into a scalable, trusted system that supports their continued growth.
To learn more, schedule time with our team here.
Meet the Champion
