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BrowserStack Case Study

  • Client:

    BrowserStack
  • Industry:

    Enterprise Software
  • Headquarters:

    Mumbai, India
  • Size:

    501-1000 employees
  • Client:

    BrowserStack
  • Industry:

    Enterprise Software
  • Headquarters:

    Mumbai, India
  • Size:

    501-1000 employees

BrowserStack is the world’s leading software testing platform that powers over two million tests every day across 15 global data centers made the switch to Performio's incentive compensation management solution.

About

BrowserStack is the world’s leading software testing platform powering over two million tests every day across 15 global data centers. They help Microsoft, Twitter, Barclays, Expedia, and over 25,000 customers deliver quality software at speed by moving testing to the BrowserStack Cloud. Their platform provides instant access to 2,000+ real mobile devices and browsers on a highly reliable cloud infrastructure that effortlessly scales as testing needs grow. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

The Challenge

BrowserStack has been rapidly growing year over year and they were relying on Google docs and Excel to manage commission payments. The sales ops team would calculate payments in Excel and update a separate Google Doc that was shared with each individual team member with achievement and commission totals. While finance owned the overall process, it required a lot of heavy lifting on the part of the sales operations team to execute individual sheets for the more than 200 members of the go-to-market team. Team members were unsatisfied because they could not view their achievement totals in real-time and did not have the granular details to see how each deal was impacting their commission each month.

The Solution

Because of their amazing product, BrowserStack was scaling at a rapid rate and needed to hire an additional 150 sales team members by the end of summer 2020. They knew that they would not be able to rely on Google docs to manage this kind of growth any longer. In the Spring before the hiring spree, the sales operations team decided to look for a solution to automate the sales comp process. They evaluated multiple vendors and ultimately had to make a decision between Performio and Xactly.

“After evaluating demos of both products and seeing how they handled our corner cases, we selected Performio because it could better handle the complexities of our specific use cases,” said John Gragnola, Head of Global Sales Operations, BrowserStack. “Other key elements that stood out for us with Performio were better pricing, stronger customer support, and an implementation team based in California.”

The Results

Today, BrowserStack processes commission payments using Performio for 225 sales reps across the company globally and they expect this number will grow by more than 60% in the first quarter of 2021. With Performio, Browserstack has cut the time it takes to complete the monthly commission payment process in half by eliminating the manual calculations while simultaneously increasing sales team member satisfaction by providing each individual member with an easy way to view their commission payments at any time.

Due to BrowserStack’s land and expand strategy, AEs will own renewals for a book of business as well as an incremental net new ARR attainment target. This means that each AE has unique rates for each tier of their accelerator table based on the renewals they have each quarter.

“Reps love the transparency of Performio,” said Gragnola. “It has really given them a lot of confidence in the process.” BrowserStack’s finance team has also found tremendous value in Performio. They can easily access estimates for commission payments at any point during the month to help with budgeting. "We have had a great experience with Performio and the Performio Professional Services team,” said Gragnola. “We had a very complex implementation and the team was great to work with and provided solutions that solved these complexities. Whenever we had any issues arise or questions about administering the tool, the PS team was quick to troubleshoot and provide timely answers. Their tireless efforts delivered a smooth rollout of the tool and ensured the project was a success for our company."

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