Customer Story

Challenges

The marketplace faced operational and performance friction as seller acquisition and partnership revenue scaled:

• Commission delays and disputes impacted motivation: Manual spreadsheets caused errors and slowed down commission releases. Reps lacked clarity on how their earnings were calculated.
• Seller acquisition performance was inconsistent: Teams focused on easy wins, leading to low-value partnerships and an inconsistent supply base.
• Strategic, high-value deals were deprioritized: Sales teams lacked structured incentives for closing larger contracts or long-term agreements.
• Regional performance varied widely: Territories like KSA and UAE dominated, while Qatar, Kuwait, and Oman lagged due to lack of competitive structure.
• Account growth opportunities went untapped: Existing sellers received limited category expansion efforts due to absence of growth-linked incentives.
• Pipeline visibility and activity volume declined: Cold outreach, meetings, demos, and follow-ups lacked incentive reinforcement, reducing momentum.

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Personas involved

• Sales Representatives: Merchant acquisition and brand onboarding

• Business Development Managers: Category-level and enterprise partnerships

• Territory Leads: UAE, KSA, Qatar, Oman, Kuwait

• Commercial Leadership: CCO, regional directors, area managers

• Revenue Operations: Commission governance, data validation

• Partnership Success Teams: Account growth & renewal ownership

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Solution

The organization implemented Xoxoday Compass fully automated sales incentive and commission management system powered by:

• ‍Commission Automation: Real-time, rule-driven compensation replaced spreadsheets. Earnings were linked directly to revenue, contract slabs, exclusivity clauses, and category performance.
  Reps received instant earning visibility via scorecards and calculators.
• Merchant Acquisition Bonuses: Incentives were mapped to seller category quality, brand relevance, and onboarding completeness—encouraging reps to prioritize high-value merchants.
• Contract Value Bonuses: Sales teams earned additional bonuses for securing longer contract terms, higher revenue commitments, and multi-category supply partnerships.
• Territory Performance Contests: GCC-wide contests introduced competitive momentum. Each territory had leaderboards and SPIFFs aligned with local commercial priorities.
• Strategic Account Growth Rewards: Growth bonuses rewarded deeper partnerships, category expansion, and exclusive brand deals—nudging BD teams to invest in long-term relationships.
• Pipeline & Activity Bonuses: Cold outreach, meetings booked, demos done, and qualified leads were tied to activity-based incentives, ensuring steady pipeline across all quarters.

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Impact

The performance and automation-led commercial transformation delivered measurable uplift:

• 44% faster merchant deal closures across GCC
• 31% increase in high-value seller acquisitions
• 3× improvement in commission accuracy and dispute resolution time
• 38% uplift in territory-level performance through structured contests
• 29% growth in strategic account revenue contribution
• 2.8× increase in weekly sales & BD activity volume (meetings, outreach, demos)

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Conclusion

By deploying a scalable, automated sales incentive system aligned to GCC market dynamics, the eCommerce marketplace transformed its commercial engine. Real-time visibility, automated commissions, regional contests, and strategic deal incentives created a high-performance culture, accelerating seller onboarding, boosting partnership revenue, and strengthening competitive edge across the Gulf.

This approach enabled leadership to drive consistent revenue momentum while giving sales teams clarity, motivation, and trust in the system—all critical for winning in the GCC’s fast-evolving digital commerce landscape.