Makes the world go round. The topic of Pre-Sales Engineering Compensation Plans is always an interesting one.
If only most companies would put half the effort and thought into the Pre-Sales Engineering compensation plan that they put into the sales plan we'd all be better off and motivated.
Here are some best practices, insider tips and lessons learnt over the past twenty years through my experiences of designing, implementing and then defending Pre-Sales Engineering compensation plans. Even if you are an individual contributor at some massive software or hardware company it is still worthwhile to understand the behavior your plan is trying to incent, and if you are aligned with the expected behavior of the salesforce.
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