arr

quota

Setting Sales Quota in SaaS

ARR-based quota seems straightforward until you add expansion, usage-based pricing, and multi-product lines. Most SaaS companies set quota from the revenue target down. The ones that get it right build it from territory data up.

draws

Draws in SaaS Sales Commission Plans

SaaS revenue recognition timing creates cash flow gaps that look like draw problems but aren't. Here's when draws actually make sense — and when they don't.