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How are quotas set for SaaS with usage-based pricing?

That’s the question, I’m talking to a SaaS startup that has usage based pricing model. One of my assignments is to figure out a relatively better quota metric for myself. Any savages here sell tools like twilio, Zapier or any other SaaS tool? What does your quota look like and how does it work?

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1
sales101
WR Officer
+5
Senior Account Executive
We get attainment rather than booking quota on their first month billed and also another month down the line too, which usually means you get some nice upsell down the track, so although you can only see bookings in salesforce, your quota is actually measured on attainment inc upsell 🕵️😂
Savagedoge
Politicker
+7
Account Executive
Can you elaborate, @sales101 ? Tell me like I’m a 5 year old, please?
sales101
WR Officer
+5
Senior Account Executive
Basically you have a quota- say $1000 per month.
In your customers first month of billing they bill at $500 you're at 50% attainment. However if you have a customer you closed 6 months ago upsell an extra $200, you actually finish on $700 or 70%- does that make more sense?
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Chep
WR Officer
+10
Business Development Team Lead
We get paid out on meetings delivered, legitimate opportunities created, and closed wons
Savagedoge
Politicker
+7
Account Executive
Interesting. How does each of these weigh in your quota specifically?
sam
Politicker
+2
Sales Operations
Kyle Poyar at OpenView has a lot of posted articles about usage based pricing models. Maybe not specifically quota/comp but should help give you overall more insight into the business model
Savagedoge
Politicker
+7
Account Executive
I’ll go take a look at em, appreciate it.
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+40
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