Customer Story

Challenges

Sales teams were responsible for driving distribution, licensing, and partner growth across emerging African markets—but lacked structured motivation, payout clarity, and data visibility. Manual processes slowed deal movement, reduced rep confidence, and created inconsistencies in performance.

• ‍Slow distribution & partnership deal closures: Manual approvals for retail partnerships, carrier distribution, and platform placements delayed expansion. ‍
• No clarity on quarterly revenue incentives or commission rules: Reps lacked visibility into quota attainment, stretch goals, and payout timelines. ‍
• Difficulty expanding into new markets & territories: High-risk regions offered minimal structured incentive support, reducing expansion velocity. ‍
• Complex enterprise & B2B licensing cycles: Long sales cycles weren’t tied to reward milestones, lowering motivation for large contract pursuits. ‍
• Weak upsell and cross-sell momentum: Reps weren’t consistently incentivized to grow existing accounts or expand into new product lines. ‍
• Minimal activation of channel partners & indirect sales: No multi-stage reward structure to motivate partner onboarding, training, or sales productivity.

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Personas Involved

• ‍Sales Representatives & Account Executives: Track commissions, view quotas, monitor deal progress, and earn rewards for closures, upsells, and partner activations via Compass. ‍
• Sales Managers & Regional Directors: Monitor pipeline performance, approve incentives, track attainment, and drive territory expansion. ‍
• Business Development & Partnerships Teams: Secure distribution, app store listings, carrier deals, and channel relationships. ‍
• Revenue Operations (RevOps): Configure incentive rules, manage territories, generate payout logs, and ensure policy compliance. ‍
• Finance Teams: Validate commissions, manage payouts, and maintain audit readiness. ‍
• Program Admin / Super Admin: Govern system access, manage versioning, oversee integrations, and ensure incentive consistency.

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The solution

To drive predictable revenue growth and accelerate market expansion, the company implemented Xoxoday Compass as its unified sales incentive engine. The platform brought clarity and automation to every part of the sales cycle—rewarding distribution deal closures, quarterly revenue milestones, territory expansion, B2B licensing wins, upsell performance, and channel partner activation.  

With seamless integrations across the sales stack, Xoxoday Compass delivered real-time visibility and error-free commission workflows, helping sales teams stay motivated, aligned, and consistently focused on high-impact outcomes.

• ‍Performance-based incentives for distribution deal closures: Xoxoday Compass automated reward logic for retail partnerships, carrier integrations, platform placements, and regional distribution agreements, accelerating expansion and boosting rep motivation. ‍
• Quarterly revenue incentives for predictable growth: Compass enabled tiered incentives for quarterly revenue milestones, quota achievements, and stretch target attainment, fostering consistent sales momentum. ‍
• Territory expansion & new market entry rewards: Reps received structured incentives for entering emerging markets, onboarding new retailers, and acquiring first-mover partnerships, increasing geographic reach. ‍
• Enterprise & B2B licensing commissions: Compass automated commissions for bulk licenses, enterprise gaming bundles, institutional partnerships, and subscription contracts, motivating teams through long sales cycles. ‍
• Upsell & cross-sell incentive programs: Sales teams earned rewards for expanding product adoption, upgrading account tiers, and cross-selling additional titles, increasing average revenue per client. ‍
• Multi-stage channel partner activation incentives: Compass introduced incentives for partner acquisition, onboarding, training completion, and sustained sales productivity, accelerating channel ecosystem growth. ‍
• Seamless integration with sales tech stack: Xoxoday Compass integrated smoothly with CRM, ERP, sales pipeline platforms, contract management tools, communication channels, analytics systems, and payout processors, syncing deal closures, revenue milestones, partner activity, and commission triggers in real time. This automated incentive computation, reduced manual errors, and improved transparency for both reps and managers.

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Impact

• ‍2.3× faster partnership and distribution deal closures, driven by performance-linked incentives.
• ‍41% increase in quarterly revenue attainment, powered by clear, automated milestone tracking.
• ‍2.2× growth in enterprise & B2B licensing revenue, supported by structured commission workflows.
• ‍36% faster expansion into new markets, incentivizing high-risk region penetration.
• ‍3.4× increase in upsell and cross-sell conversions, driven by targeted incentive programs.
• ‍KES 624 million in automated sales commissions processed in one year, ensuring trust, speed, and accuracy.
• ‍29% improvement in channel partner activation & productivity, fueled by multi-stage partner incentives.

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Conclusion

By adopting Xoxoday Compass, the mobile gaming platform transformed its sales performance ecosystem with automated commissions, structured incentives, and real-time visibility. Deal closures accelerated, territory expansion improved, and B2B licensing revenue grew significantly.  

Our solution enabled sales teams to operate with confidence and clarity—reducing disputes, increasing motivation, and fueling growth across Kenya and the wider African market.