research
If you’re evaluating a draw program, the useful question is not whether draws are good or bad. It is what problem the draw is solving, how the arrangement is structured, and which parts of the conversation are hard rules versus market convention. That matters because draws sit in an
comp-design
Accelerators increase a rep's commission rate once they hit a threshold. Done right, they drive outsized performance. Done wrong, they overpay for results you would have gotten anyway.
research
Eighty-two percent of SaaS companies use commission accelerators. That single data point from ICONIQ Growth's compensation benchmarking study tells you where the industry landed after decades of experimentation: nonlinear pay works. But the research on how it works -- and how it fails -- is more nuanced than