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Navigating the Commission Challenges That Subscription-based Businesses Face (+ Tools)

Executive Summary:  This article examines the complexities of commission structures in subscription-based businesses:

  • Recurring revenue recognition.
  • Renewal and churn considerations.
  • Commission adjustments and clawbacks.
  • Subscription upgrades and downgrades.
  • Managing reseller/partner commissions.

By understanding these challenges and implementing appropriate solutions, you can optimize your commission management processes and ensure fair and accurate compensation for your sales teams.


A subscription-based business is a business model where customers pay a recurring fee at regular intervals, typically monthly or annually, to access a product or service.

These businesses thrive on building long-term customer relationships, focusing on retention and recurring revenue rather than one-time transactions.

However, managing commissions can become challenging due to recurring revenue recognition, commission adjustments, subscription upgrades and downgrades, and more.

In this article, we’ll cover the six common commission challenges subscription-based companies face. We’ll also highlight the top 4 sales commission tools and their key features.

6 Major Commission Challenges That Subscription-based Businesses Face

Commission-based businesses face several challenges related to their commission structures and processes. Some common commission challenges include:

1. Complex commission structures

Unlike one-time sales, subscription-based businesses generate revenue through ongoing customer subscriptions. This can vary in terms of pricing tiers, upgrades/downgrades, add-ons, and contract lengths.

The complexity arises from the need to accurately calculate and allocate commissions based on these varying factors.

For instance, sales reps may be responsible for:

  • Acquiring new customers.
  • Renewing subscriptions
  • Upselling or cross-selling additional features.
  • Managing customer churn.

Each of these actions may have different commission rates and rules associated with them.

Moreover, managing and tracking commissions becomes more intricate as businesses scale and introduce more complex subscription plans and offerings.

This creates a need for a robust commission management system that can handle the calculations, automate processes, and provide transparency – to both sales representatives and management.

2. Recurring revenue recognition

Determining when and how to recognize commission revenue in line with revenue recognition guidelines can be complex.

Businesses need to navigate the intricacies of revenue recognition standards, such as ASC 606 or IFRS 15, to ensure accurate and compliant commission calculations.

The challenge lies in aligning the recognition of commission revenue with the recognition of subscription revenue.

Since subscription revenue is recognized over the subscription term, commissions need to be allocated accordingly. This requires accounting for factors such as the timing of payments, subscription start dates, and any changes in subscription terms or pricing.

3. Commission adjustments and clawbacks

Subscription businesses may need to adjust commissions due to various factors, such as customer cancellations, refunds, or changes in contract terms. This requires the ability to accurately track and manage commission adjustments and clawbacks.

Moreover, you might need to make adjustments when customers downgrade their subscriptions, request refunds, or encounter billing disputes.

Luckily, effective commission management tools can automate these adjustments and ensure that sales reps are compensated correctly based on the updated subscription terms.

4. Subscription upgrades and downgrades

Managing the associated commission adjustments can be challenging when customers upgrade or downgrade their subscription plans.  

Sales reps should be appropriately rewarded for successfully upselling or cross-selling customers to higher-tier plans. Conversely, commission calculations need to account for the reduction in revenue generated from customers who downgrade their subscriptions.

Maintaining accurate and transparent commission structures that align with subscription changes is vital for fair compensation and motivation for sales reps.

5. Managing reseller or partner commissions

Subscription-based businesses often work with resellers or partners who play a role in acquiring and retaining customers. Managing and tracking commissions for these resellers or partners can be demanding.

It involves accurately capturing and validating sales data, calculating commissions based on agreed-upon terms, and ensuring timely and accurate payouts.

Effective partner management tools and integration with reseller systems can simplify the process, streamline communication, and ensure fair and transparent commission settlements for all parties involved.

Top 4 Sales Commission Tools

Here’s a quick look at the top 4 sales commission tools you can use to effectively manage sales commissions and optimize sales performance within your organization:

1. ElevateHQ

ElevateHQ is a commission automation tool designed for small to medium-sized businesses. It offers a range of features that help streamline and automate commission management processes.

Key features:

  • Track commissions: A unified dashboard that lets you keep a tab on commission earnings.
  • Log deals: Use custom objects to log their sales directly in Elevate, making it a system of record.
  • Perform What-if analysis: Simulate possible scenarios to see your potential earnings.
  • Useful nudges: To provide timely and personalized reminders and suggestions to sales representatives.
  • Set up audit trails: Users can set up audit trails, approval flows, override rules, and access controls to ensure compliance and accuracy in the commission process.

Pricing:

Pricing plans start at $25/month per user.

2. Performio

Performio is an enterprise-grade incentive compensation management software that automates and simplifies calculating and managing sales commissions.

Key features:

  • Can handle complex commission structures and business rules with ease.
  • Calculate sales commissions by automating the process and eliminating the need for manual spreadsheet calculations.
  • Performance dashboards and analytics to track sales performance, commission earnings, and other key metrics.
  • Incentive plan simulations to model different commission structures and scenarios to optimize their incentive plans.

Pricing:

Book a demo to get in touch.

3. Xactly Incent

Xactly Incent is a cloud-based platform that helps organizations improve their sales performance and motivate their sales teams.

Key features:

  • Design and manage sales compensation plans.
  • Automates commission calculations – reducing errors that can occur with manual calculations.
  • Provides dashboards and customizable reports to help users monitor their progress.
  • Offers real-time reporting and analytics, allowing sales organizations to track their performance and identify areas for improvement.

Pricing:

Request a quote to get the exact pricing.

4. CaptivateIQ

CaptivateIQ is a sales commission software that helps businesses transform their sales commissions from an expense into a driver for their organization.

Key features:

  • Design and customize commission plans based on your requirements, including different commission structures, tiers, thresholds, and more.
  • Provides sales reps with transparent commission dashboards.
  • Automates commission calculations, saving time and reducing errors
  • Offers multiple integrations to help businesses consolidate commission-related data from multiple sources.


Pricing:

Contact sales for custom pricing.

Wrapping Up

In conclusion, subscription-based businesses face unique commission challenges that arise from the complexity of their revenue models and the dynamics of recurring revenue recognition.

To overcome these challenges, businesses need to implement effective commission management strategies and leverage technology solutions designed specifically for subscription-based models.

Automation, accurate data tracking, transparency, and timely commission calculations and payouts are key factors in ensuring fair and motivating compensation for sales reps while aligning with the dynamics of the subscription business.

Once done, you’ll be able to incentivize your sales teams, optimize revenue generation, and drive long-term growth and customer retention!

Make payouts right every time with ElevateHQ

Move from manual to automated and error-free commission calculations with our platform.

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