Make x Qobra: Transparent and easily scalable commission plans

At Make, compensation plans are an important part of their goals, vision and future strategy.

However, before equipping themselves with the commission management tool created by Qobra, they encountered several problems on the subject.

We decided to interview Fabian Q.Veit (CEO) and Tomas Hons (GTM Strategy & Operations Manager) to learn more and understand how Qobra allows them to simply manage the subject of variable compensation, and to make it a real lever of performance and motivation.

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1. Challenges

Lack of control and transparency

Tomas Hons (GTM Strategy & Operations Manager)

“We have solution engineers, account executives, sales directors, everybody has slightly different but connected plans to each other.”

Fabian Q.Veit (CEO)

“To be honest, it was very manual with spreadsheets, Google Docs, etc. It was hard to manage the different accelerators or even do the controls and checks every month before we made any payouts.”

Tomas Hons (GTM Strategy & Operations Manager)

“So we had to take manual data from Salesforce, create dashboards for it, check every single item.”

Tomas Hons (GTM Strategy & Operations Manager)

“So we need to make sure that we have the best tools in place, we operate on scale and be sure that the team has the best transparency in their performance as possible."‍

Support teams development and motivation

To support its strong growth, Make had to create simple and fluid processes for its sales teams, but also rely on tools to save time, be attractive and retain its employees.

Tomas Hons (GTM Strategy & Operations Manager)

“We knew that we needed a tool that would allow us to implement four or five different Comp Plans across the whole world. Expanding the team is a big task, and you need to motivate the people in the right way and make sure that you pay them the right amount.”

Fabian Q.Veit (CEO)

“And we wanted to remain scalable by doing so. And that's why it was super important for us to find a solution like Qobra to solve that challenge with us.”

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2. Solutions

Fabian Q.Veit (CEO) and Tomas Hons (GTM Strategy & Operations Manager) explained how Qobra supports them to take up the various challenges they encounter regarding commissions.

Completely transparent and easily scalable commission plans

Tomas Hons (GTM Strategy & Operations Manager)

“Qobra in one word ? Transparency.”

Fabian Q.Veit (CEO)

“We use Qobra today for all the compensation processes in our go-to-market organization. All the different sales reps, the BDRs, everyone in the team has access, and they can, at one glance, see what's going on for them in the conversation cycle at the moment.”

Tomas Hons (GTM Strategy & Operations Manager)
“We have different templates that we can just reuse for the same roles, and only adjust small things.”

Fabian Q.Veit (CEO)

“Of course, as the CEO, my favorite functionality is the dashboard. It gives me an overview at one glance, I can look at the overall payout amounts, do a check quickly against our actual achievements.”

Tomas Hons (GTM Strategy & Operations Manager)

“My favorite functionality is definitely the statements. I can actually go and see every single sales rep individually, check the opportunities for that month or the meetings delivered, and see every single detail there in just one click, and answer any questions that they might have straight away. So just simply love it."

A motivation and performance driver

Fabian Q.Veit (CEO)
“Qobra in one word ? Motivation driver.”

Fabian Q.Veit (CEO)

“Now there's a lot of transparency around the compensation and how it works, and it really kind of fosters trust of the sales team, and it also drives motivation.”

Tomas Hons (GTM Strategy & Operations Manager)

“We can already see that since implementing Qobra, there has been 15 to 20% uplift in terms of target achievement."

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Qobra

Through its commission management and calculation solution dedicated to Sales, Sales Operations, Finance and HR teams, Qobra supports companies to make variable compensation :

• The number 1 motivation and sales performance lever
• An essential element of attractiveness and loyalty
• A source of considerable time saving for the teams in charge of managing and calculating commissions

Customers: +100 companies of all sizes and in all sectors (Doctolib, Payfit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.).

Users: +10,000 users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.).

Countries: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland and the Czech Republic.