B2B Renewal and expansion commissions for AEs (2020)
When AEs are responsible for renewal and expansion revenue, we found the following.
- Commission on renewals are either paid at the same rate (37% of respondents) or at a lower rate (55% of respondents) than new business.
- Expansion commissions, on the other hand, are much more likely to be paid at the same rate (85% of respondents) as new business.
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Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
