Make x Qobra: Transparent, flexible, and scalable commission plans

At Make, variable compensation plans are not just a compensation tool. They are a strategic pillar, closely linked to the company's objectives, vision, and growth trajectory.

In a rapidly expanding international organization, the ability to structure, adapt, and manage commission plans is essential to supporting the performance and motivation of Go-To-Market teams.

Before Qobra, Make managed its commissions using spreadsheets and Google Docs. This manual model limited control, transparency, and scalability.

This case study shows how Make transformed its commission structure into a transparent, flexible, and performance-oriented system.

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Context: supporting international growth with complex plans

Multiple, interconnected plans

At Make, several roles make up the Go-To-Market organization:

• Solutions Engineers
• Account Executives
• Sales Directors
• Business Development Representatives

Each has a specific compensation plan, often connected to other roles or accelerator mechanisms.

This complexity makes managing variable compensation particularly sensitive.

As the team grows internationally, the need for a robust and scalable tool becomes apparent.

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Challenges encountered before Qobra

A manual process that was difficult to control

Before Qobra, management relied on:

• Spreadsheets
• Google Docs
• Salesforce exports
• Manual checks

Managing accelerators and monthly checks was complex.

Each month, teams had to:

• Extract data from Salesforce
• Build dashboards
• Manually verify each item
• Ensure that payments were correct

This model was time-consuming and exposed the organization to the risk of error.

A lack of transparency and overall control

In an environment with multiple interconnected plans, it was difficult to guarantee:

• Clear visibility for each employee
• Overall consistency in payments
• Quick control of amounts paid

To support a growing organization, it became essential to have a tool that could scale and provide complete transparency to teams.

A major challenge in terms of motivation and attractiveness

Make knew that it needed to:

• Implement four or five different plans on a global scale
• Motivate teams in a context of rapid growth
• Ensure fair and understandable compensation

A manual system could not support this ambition.

The company was looking for a solution capable of supporting its long-term development.

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The deployment of Qobra: transparency, modularity, and strategic management

Fully transparent commission plans

With Qobra, every member of the Go-To-Market team has access to the platform.

At a glance, everyone can:

• See their current performance
• Understand their compensation plan
• View their current variable compensation

Transparency is immediate.

The platform becomes a central point of access to information, strengthening team confidence.

Reusable and easily adaptable templates

Qobra allows Make to manage different plan templates.

Teams can:

• Reuse existing templates for similar roles
• Adjust only certain parameters
• Adapt plans without rebuilding the entire system

This modularity is essential to support an international and evolving organization.

A strategic view for management

For management, Qobra offers a global dashboard.

In an instant, it is possible to:

• View total payment amounts
• Check consistency with actual performance
• Control financial commitments

Commissioning becomes a strategic management tool, not just an operational one.

Detailed access for Ops teams

Individual statements allow you to:

• Analyze sales opportunities
• Verify meetings or transactions taken into account
• Respond immediately to questions

Every detail is accessible with a single click.

Operations teams gain responsiveness and accuracy.

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A driver of motivation and performance

Restore trust through transparency

The clarity of the system strengthens the confidence of sales teams.

Understanding how compensation works stimulates engagement.

Transparency reduces friction and strengthens alignment.

A measurable impact on performance

Since implementing Qobra, Make has seen a 15-20% increase in goal achievement.

Real-time visibility:

• Fuels motivation
• Encourages overperformance
• Strengthens results orientation

Variable compensation becomes an active driver of performance.

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Strategic benefits for Make

Support international growth

Plans can be deployed and adjusted globally.

Ensure complete transparency

Every employee understands their plan and can track their progress.

Manage payments with precision

Management has a comprehensive, consolidated view.

Sustainably boost performance

Visibility and clarity reinforce daily motivation.

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Conclusion: transforming complexity into a competitive advantage

The Make case study shows that manual commission management quickly becomes a hindrance:

• Time-consuming process
• Limited control
• Lack of transparency
• Difficulty scaling

With Qobra, Make has structured a system that is:

• Transparent
• Modular
• Scalable
• Aligned with its growth strategy

Variable compensation becomes a strategic lever capable of supporting international expansion and sustainably fueling 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