The Challenge: Spreadsheets Couldn’t Scale With GTM Complexity
Before QuotaPath, Mike managed commissions manually.
- Quarterly HubSpot exports
- Spreadsheet calculations
- Email approvals
- Manual audit trails
“It was spreadsheets and manual checks. We were reconciling HubSpot exports, calculating in spreadsheets, and emailing approvals to ensure there was some sort of audit happening,” said Mike.
As Keen’s go-to-market motion evolved, so did its compensation complexity:
- AE + SDR/BDR plans
- Account management splits
- Quarterly SPIFs
- Leadership rollups
- Executive commissions
- Expansion vs. renewal adjustments
“In short, we needed a system that would scale with us as we scaled,” said Mike.
Why Keen Chose QuotaPath
As compensation plans grew more nuanced, with leadership rollups, commission splits, and expansion incentives, the Keen team needed structure, auditability, and a consistent process every rep could trust.
The HubSpot integration was a major factor, and when QuotaPath added the Rippling integration in 2025 to push payouts directly into Rippling payruns… that was a major win.
“Honestly, the integration between the two is almost essential.”
By connecting CRM data directly to commissions and then seamlessly pushing payouts to Rippling, QuotaPath became a true end-to-end engine for deal approval, commission calculation, and payroll execution.
“If you’re outgrowing spreadsheets and want confidence, consistency, tighter operational control … then QuotaPath is a great place to find those things,” said Mike.
Comp Evolution: Supporting Multi-Layer Incentives and Rollups
With QuotaPath’s flexible solution, Keen can now support:
- VP-level rollups on total team performance
- Team leaders earn on both individual and supported team deals
- Automated commission splits between the original seller and the account manager
“QuotaPath allows us to create roll-ups of each transaction,” said Mike. “If an individual contributor closes a deal, it automatically calculates for their team lead and the VP. Having that clarity on who’s getting what and why has been really invaluable.”
Instead of reinventing compensation every year, Mike said they can duplicate and evolve plans directly in QuotaPath.
“We were able to duplicate our 2025 plans, adjust rates for expansion versus renewal for 2026, and apply those to new deals. It’s seamless,” said Mike. “Reps can see how they earned last year and how they’re earning this year.”
ROI: The Organizational Impact with Trust
For Mike, ROI isn’t just time saved.
It’s trust.
“Transparency is the number one thing. We all have a system of record for what’s being paid out. Before, it was ‘who’s the master of the spreadsheet?’ Now the numbers don’t lie,” said Mike.
When reps have questions, conversations happen in QuotaPath, not over spreadsheet math.
“If someone’s confused, we pull up the screen. I can see what they’re seeing,” said Mike. “We can show how the math applies to that deal and every deal. It makes for much simpler acceptance of quarterly commissions.”
That visibility has strengthened:
- Sales confidence
- Leadership accountability
- Finance auditability
- Operational defensibility
The Bottom Line
As Keen’s team and compensation strategy evolved, spreadsheets couldn’t keep up.
With QuotaPath connected to HubSpot and Rippling, they now run commissions through a single, structured, transparent end-to-end system, from deal approval through payroll.
For COO Mike Althoff, the value is simple: clarity, consistency, and confidence that every rep is paid accurately and understands exactly how they earned it.
