Rachel Parrinello

Rachel Parrinello, an expert at The Alexander Group specializing in pricing strategies, dives into the fascinating world of usage-based pricing models in the B2B SaaS industry. She discusses the evolution of sales compensation, emphasizing the need for plans that incentivize customer engagement stages. Rachel introduces the ILAER model to highlight how to align sales incentives with organizational goals. She also touches on hybrid sales roles and the complexities of motivating teams while retaining customer relationships. A riveting talk on modern sales strategies!

Ted Grossman and Rachel Parrinello delve into the challenges of transitioning to XaaS models, compensating for enabling services, aligning payouts with goals, and navigating sales technology complexities. They emphasize the importance of aligning pay structures to organizational goals and driving strategic decisions with XaaS sales compensation.

Rachel Parrinello, Alexander Group Principal, discusses building a best in class sales compensation program. Topics include target compensation, pay mix, pay for performance curves, avoiding caps, excessive payouts, windfall policies, and tying payments to persuasion events.