Webinar (Tuesday, March 10): How ElevenLabs and n8n Run Commissions at Scale with Qobra
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4
days per month saved
100%
reliable commissions
123%
individual performance
4
days per month saved
100%
reliable commissions
123%
individual performance
Spendesk is a business expense management solution that brings control, visibility and automation to finance teams.
Sales Headcount
300
Client Since
March 2023
At Spendesk, variable compensation is a pillar of the performance model. It applies to a wide range of teams: CSMs, Account Executives, BDRs/SDRs, Onboarding and Partnerships teams, spread across France, Germany, Spain, Italy, and the United Kingdom.
Commissions are not just a compensation mechanism. They are a direct lever for motivation, alignment, and performance. To be effective, they must be based on clear objectives, understandable mechanics, and impeccable transparency.
Before Qobra, this level of requirement was difficult to achieve.
This case study shows how Spendesk moved from complex manual management to a structured system that builds trust and performance.
At Spendesk, commissions represent a significant portion of the Revenue teams' compensation. In a multi-country, multi-business environment, commission management must be:
The slightest friction can impact motivation, trust, and collective performance.
Before Qobra, commission management was mainly based on Google Sheets.
Commissions were calculated using Google Sheets spreadsheets, with regular exports from Salesforce and Looker.
The process involved:
For approximately 200 employees, this process represented nearly a week of work each month.
This operational burden heavily mobilized the Revenue Operations teams and slowed down validations.
Although dashboards existed in Salesforce and Looker, they did not allow for accurate tracking of the impact on commissions.
Employees did not have a clear, up-to-date view of:
However, real-time visibility is crucial for managing performance. Without it, variable compensation loses some of its incentive power.
A manual and complex process automatically increases the risk of human error.
These potential errors led to:
When variable compensation is not perceived as completely reliable, it can become a source of tension instead of a driver of engagement.
For Spendesk, three criteria were decisive in choosing Qobra:
In a rapidly changing organization, it was essential to have a tool that was:
Qobra met these requirements.
Monthly commission management has gone from about a week to three days for 200 employees.
Revenue Operations teams have become more efficient:
On the management side, monitoring is now simplified. A few logins per month are enough to verify that the Salesforce integration is working properly and that the data is consistent.
End-of-month validation no longer generates complex discussions.
One of the most significant impacts is the return of confidence.
Transparent calculations and process automation have eliminated recurring errors.
The result:
Variable compensation is once again perceived as fair and controlled.
Qobra combines:
Changes to plans or objectives can be made quickly, without having to rebuild complex files.
This flexibility is essential to support a growing international organization.
Qobra is not limited to automating calculations.
Integration with Slack and email notifications introduce a gamification dimension:
This dynamic directly contributes to team motivation.
In 2022, Spendesk achieved an average individual performance of 123%.
Qobra is one of the links that supports this dynamic by providing visibility, trust, and continuous stimulation.
Transparency and automation reinforce the credibility of the commission system.
Reduced management time frees up Revenue Operations teams for more strategically valuable tasks.
Real-time visibility and notification mechanisms maintain a dynamic of continuous performance.
Qobra aligns multi-country, multi-role, and multi-commission plan teams within a single, reliable, and flexible system.
The Spendesk case demonstrates that a manual commission system quickly reaches its limits in a growing organization.
When management relies on spreadsheets:
With a dedicated platform like Qobra:
At Spendesk, Qobra has helped establish an essential foundation: trust.
And trust is an essential prerequisite for outperformance.
