Didomi x Qobra: Reliable and accessible commission plans for performance

At Didomi, variable compensation is a strategic lever for sales teams. Commissions represent a significant portion of the compensation for SDRs and Account Executives, and play a key role in motivation and performance.

For this lever to work effectively, commission plans must be reliable, accessible, and easy to manage. Before Qobra, Didomi managed its commissions using Excel. This system quickly reached its limits in a growing organization.

This case study shows how Didomi centralized, standardized, and made its commission system accessible, turning it into a real driver of performance and trust.

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Context: a sales organization focused on the reliability of variable compensation

Variable compensation is a key focus for top performers

At Didomi, the best salespeople keep a close eye on their variable compensation. They want to:

• Understand their commission plans in detail
• Regularly track their progress
• Verify the consistency of the amounts paid

In this context, the reliability and transparency of the system are essential.

Before Qobra, commission management was based on Excel.

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Challenges encountered before Qobra

Decentralized commission plans

With Excel, commission plans were scattered.

Each team or plan could exist in a separate file, which led to:

• Fragmented management
• Risk of inconsistencies
• Increasing complexity over time

This decentralization made it difficult to see the big picture and increased the risk of errors.

A manual and time-consuming process

The process was entirely manual:

• Exporting data from Salesforce
• Cleaning and reprocessing data
• Reorganizing data into the correct columns
• Recalculating commissions

This process required time and precision. With a topic as sensitive as compensation, even the smallest error could cause tension.

Verifying amounts was part of the daily routine. Some salespeople systematically checked their commissions when they received their pay slips.

This reflex illustrates a lack of confidence in the reliability of the system.

Lack of visibility for teams

Sales reps regularly requested information about the status of their variable compensation.

Without a centralized tool connected in real time:

• Data was not immediately accessible
• Managers were frequently asked for information
• Teams lacked autonomy

In a competitive sales environment, instant access to information is a key motivator.

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The deployment of Qobra: centralize, improve reliability, and make information accessible

Adaptable and controlled commission plans

Didomi has several commission plans, adapted to different roles and objectives.

With Qobra, teams can:

• Set up different plans
• Adjust the rules as needed
• Modify conditions without rebuilding files

The platform offers the flexibility necessary to support the evolution of the sales organization.

The Deal Desk feature: manage exceptions without complexity

Thanks to the Deal Desk feature:

• Transactions are retrieved automatically
• Exceptions can be managed on the margin
• It is possible to move a transaction from one quarter to another
• Partner commissions can be adjusted

The system remains automated while allowing for occasional adjustments, without relying on external support.

This ability to manage special cases is essential in complex sales organizations.

Immediate and reliable visibility for salespeople

With Qobra, each salesperson can consult their dashboard and see:

• Their achievement level
• The estimated amount of their commissions
• The evolution of their performance

The direct connection with Salesforce guarantees consistent and up-to-date data.

One of the most visible effects is a drastic reduction in commission-related questions. Verifications are carried out upstream with Sales Ops at the beginning of the quarter, and then teams can rely on Qobra as their single source of truth.

Trust is established.

Simplified processing of commissions on pay slips

Qobra allows commissions to be integrated directly into pay slips with a single click.

This operational gain:

• Simplifies the work of the Sales Ops and Finance teams
• Reduces the risk of transcription errors
• Speeds up the closing process

Centralizing data secures the entire chain, from calculation to payment.

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Strategic benefits for Didomi

Restoring confidence in variable compensation

Sales reps no longer need to systematically check their commissions. The reliability of the system reinforces management's peace of mind and credibility.

Providing a single source of truth

Plans are no longer decentralized. Qobra centralizes all rules, data, and results.

Saving operational time

Automation reduces manual handling and simplifies exception management.

Empowering sales teams

Salespeople can track their performance in real time, without having to rely on a manager for information.

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Conclusion: reliability and accessibility as pillars of performance

The Didomi case shows that an Excel-based system quickly reaches its limits:

• Scattered plans
• Manual process
• Constant checks
• Lack of visibility

With Qobra, Didomi structured its commission system around three key principles:

• Centralization
• Reliability
• Accessibility

Variable compensation becomes a clear, transparent, and controlled management tool.

It ceases to be a sensitive subject and becomes a lever for motivation and sustainable performance.

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Qobra in a few figures

• More than 250 client companies (Doctolib, Payfit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.)
• More than 20,000 users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.)
• International presence: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland, and Czech Republic