How Didomi Provides Its Sales Teams with Reliable and Transparent Commissions — Customer Story

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

"I've been at Didomi for a little over a year now and I'm on the sales team. Didomi is a French solution created about 4 years ago that helps companies collect, store and broadcast consent."

Mathieu, Account Executive at Didomi

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

"For sales teams, having that visibility on a deal you can sign brings the motivation to go after more deals and keep performing."

Raphaël Boukris, VP Sales & Co-Founder at Didomi

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

"Before Qobra, it was all very manual: we'd export the data from Salesforce, reprocess it, rebuild the right columns, redo the calculations. And commissions are still a very sensitive topic."

Mathieu, Account Executive at Didomi

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.

"I used to verify almost 100% of the pay slips I received. I had this little reflex of double-checking commissions."

Florian, Sales at Didomi

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.

"Instead of checking my progress twice, I check it just once in Qobra, because Qobra is connected directly to Salesforce."

Mathieu, Account Executive at Didomi

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.

"The best sales reps pay close attention to their variable. I used to get lots of questions; now they can just look at their dashboard and see exactly how much they're going to earn."

Raphaël Boukris, VP Sales & Co-Founder at Didomi

Simplified processing of commissions on pay slips

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

"An undeniable benefit is being able to pull all the commissions in one click directly onto the sales reps' pay slips."

Raphaël Boukris, VP Sales & Co-Founder at Didomi

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