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Pre-Sales Compensation Calculator
Team
Custom
APAC
EMEA
GEE-VE Strategists
ISE - EMEA
ISE - MM/Commercial
ISE - PubSec
Japan
LATAM
MM/Commercial
PSA - GSI & SPA
PSA - Hybrid
PSA - MSP
US & Canada (excl Fed)
US PubSec
Upsell Existing
Upsell with Churn
New Logo + Multi-Year
New Logo Only
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User Profile
OTE
ⓘ
On-Target Earnings. Total annual compensation (salary + variable) if quota is fully met.
$
Salary
ⓘ
Fixed base pay. Always 80% of OTE. Auto-calculated.
$
OTV
ⓘ
On-Target Variable. The commission portion of OTE. Always 20% of OTE. Auto-calculated.
$
Dual-Measure
ⓘ
Enable dual-measure mode. OTV is split across two quotas, each with independent PCR and uplift rates.
Off
Primary Measure Label
Secondary Measure Label
OTV Split
ⓘ
Percentage of OTV allocated to each measure. Must total 100%. Default is 80/20.
%
/
%
NARR Quota
ⓘ
Annual Net ARR quota target assigned to the SE. The total NARR you must retire to hit 100% attainment.
$
PCR
ⓘ
Per-Commission Rate. Base rate earned per dollar of NARR. Calculated as OTV / NARR Quota.
NARR Quota Credit
ⓘ
Cumulative NARR retired year-to-date across all prior deals, before this deal. Used to determine current quota attainment.
$
NARR Quota Attainment
ⓘ
Current quota attainment percentage before this deal. Calculated as NARR Quota Credit / NARR Quota.
%
L3
NARR Quota
ⓘ
Primary measure NARR quota target.
$
L3
Quota Credit
ⓘ
Cumulative NARR retired YTD within your primary measure, before this deal.
$
L3
Attainment
%
L2
NARR Quota
ⓘ
Secondary measure NARR quota target.
$
L2
Quota Credit
ⓘ
Cumulative NARR retired YTD within your secondary measure, before this deal.
$
L2
Attainment
%
L3
PCR
L2
PCR
Uplift Rates
Uplift values for this team are pending. Enter values manually.
New Logo Uplift
ⓘ
Additive modifier applied when the deal is a new logo (no existing contract). Only applies when New Logo toggle is on.
Multi-Year Uplift
ⓘ
Additive modifier applied when the deal is a multi-year contract (3+ years). Only applies when Multi-Year toggle is on.
Accelerated PCR
ⓘ
Additive modifier applied only to NARR that exceeds 100% quota attainment. Triggers the accelerator on overachievement.
RARR Rate
ⓘ
Bonus commission rate applied to Renewed ARR. Paid on top of standard NARR-based commission.
L3
L2
New Logo Uplift
ⓘ
Additive modifier applied when the deal is a new logo. L3 and L2 have independent uplift values.
Multi-Year Uplift
ⓘ
Additive modifier applied for multi-year contracts. L3 and L2 have independent uplift values.
Accelerated PCR
ⓘ
Additive modifier applied only to NARR above 100% attainment. Each measure has its own accelerated rate.
Deal Details
IARR
ⓘ
Incumbent ARR. The ARR on the customer's expiring contract. Set to zero for new logos.
$
Renewed ARR
ⓘ
ARR being renewed on the new opportunity. The portion of IARR that carries over. Zero for new logos.
$
CARR
ⓘ
Churned ARR. Module or license churn from the expiring contract. Informational only — NOT used in the NARR or commission calculation.
$
NARR
ⓘ
Net new ARR on this deal (new modules or new logo ARR). Combined with Renewed ARR to form Day 1 ARR.
$
New Logo
ⓘ
Toggle on if this is a new logo deal (no existing contract). When enabled, New Logo Uplift is added to the commission rate.
No
Multi-Year
ⓘ
Toggle on if this is a 3+ year contract. When enabled, Multi-Year Uplift is added to the commission rate.
No
Deal is within my L3 region
ⓘ
When on, this deal earns commission on both measures (primary rolls up to secondary). When off, commission is earned on secondary measure only.
Yes
Deal B
IARR
$
Renewed ARR
$
CARR
$
NARR
$
New Logo
No
Multi-Year
No
Deal is within my L3 region
Yes
Commission Breakdown
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Enter OTE, NARR Quota, and deal details to see results.