The Challenge: Excel Was Too Risky to Own
When Zapier’s commission process moved from Finance to RevOps, Katie inherited a system built entirely in Excel.
“That’s not my strength. Or my calling in life,” she said. “I looked at the formulas and thought, ‘I will break this so quickly.’”
Beyond the operational risk, spreadsheets made it hard for reps to understand how they were paid.
“It was hard to track down things like, ‘How am I getting paid?’ or ‘Why is this number what it is?’” Katie said. “We knew we needed to increase transparency.”
The Evaluation: Usability Over Everything
Katie first saw QuotaPath live at HubSpot’s annual conference, INBOUND.
“We’re HubSpot users, and I was like, ‘Oh, this is exactly what we’re looking for,’” she said.
While Zapier evaluated a few vendors to understand the landscape, usability quickly became the deciding factor.
“One thing that’s really important to me is: if I win the lottery and I’m not coming back tomorrow, could somebody else take this over really easily?” Katie said. “QuotaPath felt very drag-and-drop. Very simple to understand.”
That confidence mattered, not just for today, but for future handoffs and audits.
Onboarding: Easier Than Expected
Like many buyers, Katie expected onboarding to be harder than promised.
“When you buy software, you’re always sold on ‘this will be so easy,’ and it never is,” she said. “But this actually was.”
QuotaPath’s team played an active role in the setup.
“Tyler was super hands-on. He built out the framework of a lot of our plans for me, which saved me a ton of time,” Katie said. “But he didn’t just build it and disappear, he walked me through everything so I knew how to do it going forward.”
ROI: Faster Payroll, Fewer Questions, Less Risk
The most immediate win was speed.
“Previously, we were sending comp to payroll by the 15th of the month,” Katie said. “Now we’re able to do it by the 5th. That’s huge.”
What once dragged on now takes about a day.
“It’s taking me about a day to get through all the audits and cut the checks,” she said. “That’s been wonderful.”
But the less obvious ROI may be even more valuable.
“The reps know how they’re being paid,” Katie said. “They can see every deal, the exact math, and why it’s mathing that way. I rarely get questions now.”
Before QuotaPath, those questions were constant.
“Can you just look at this sheet with me?” Katie recalled. “Now it’s super straightforward.”
Scaling Change Without Breaking History
Over the past year, Zapier adjusted goals, quotas, and structures without disruption.
“It’s been really easy to log in and change the structure really quickly, or set up a new plan and shift people over,” Katie said.
QuotaPath’s ability to end and start plans cleanly was a major differentiator.
“In spreadsheets, it’s really hard to do that without everything else breaking,” she said. “Here, it’s easy to cut off and start something new without breaking everything you’ve already done.”
Support & Partnership: Answers, Not Tickets
When questions do come up, Katie knows she won’t be blocked.
“The chat is the easiest thing ever,” she said. “Whenever I put in a ticket, I get a Loom back showing me what to do, so I don’t have to ask the same question twice.”
And most issues aren’t bugs.
“It’s usually my own user error,” Katie said. “But I love being shown how to do what I need to do so I’m not slowed down.”
Would Zapier Recommend QuotaPath?
Absolutely.
“Nobody loves running commission plans,” Katie said. “The strategy can be fun, but the nitty-gritty takes time, and there’s a lot at risk. QuotaPath saves time, limits questions, makes audits easy, and gives everyone confidence. It’s a great way to run comp.”
Meet the Champion
