Desafíos

Sales teams across SEA faced growing complexity in managing long-cycle, multi-service enterprise deals.

• Slow deal velocity due to extended approvals, regional coordination, and multi-stakeholder negotiations

• Limited visibility into incentive earnings, reducing motivation during long sales cycles

• Fragmented performance tracking across countries, currencies, and sales motions

• Overemphasis on volume-based pipeline, leading to lower-quality opportunities

• Under-penetration of existing enterprise accounts, with limited cross-sell and expansion focus

• Late-stage renewals, increasing churn risk and revenue unpredictability

These challenges impacted sales efficiency, forecasting accuracy, and revenue growth across the region.

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Personas Involved

• Enterprise sales representatives

• Account managers and strategic account owners

• Sales development representatives (SDRs)

• Regional sales managers

• Sales operations and revenue leadership

• Finance and incentive governance teams

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The solution

Xoxoday Compass was deployed as a centralized sales performance and incentive automation platform to unify incentives, visibility, and governance across SEA.

• Automated incentive lifecycle: Compass replaced spreadsheets with automated commission calculations, approvals, and payouts across multiple countries and currencies.

• Real-time performance visibility: Sales reps and managers gained live dashboards showing targets, pipeline progress, deal velocity, and expected earnings.

• Gamified engagement: Leaderboards, milestone nudges, and short-burst SPIFFs kept teams motivated during long enterprise sales cycles.

• Pipeline intelligence: Compass enabled incentive alignment with opportunity quality, rewarding pipeline health over raw volume.

• Expansion and renewal tracking: Account managers were guided to prioritize renewals and upsell opportunities through clearly visible earning milestones.

• Governance and accuracy: Built-in approval workflows and audit trails reduced disputes and ensured incentive compliance across regions.

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Impact

The incentive transformation delivered measurable improvements across sales productivity and revenue outcomes:

• 25% reduction in deal closure time, driven by real-time performance nudges and milestone-based incentives

• 31% increase in new enterprise logo wins across priority SEA markets

• 28% growth in cross-sell revenue from existing enterprise accounts

• 35% improvement in pipeline quality, with higher conversion from qualified opportunities

• 22% increase in revenue per sales representative, driven by expansion-focused incentives

• 3× faster incentive payout cycles, improving trust and sales satisfaction

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Conclusion

By modernizing its sales incentive ecosystem with Compass, the SEA-based IT services firm transformed how its sales teams pursued growth. Clear visibility, automated governance, and gamified incentives aligned sales behavior with strategic outcomes, accelerating deal velocity, deepening enterprise relationships, and driving sustainable revenue growth across Southeast Asia.