Popmenu replaces a legacy software with Everstage to get higher returns and improve their sales performance

The Challenge

Popmenu was using a legacy platform that couldn't accommodate their evolving commission program, and didn't provide the desired visibility to their sales team.

Team Popmenu frequently took new approaches with their commission program and felt that they had pigeonholed themselves with the previous software. They needed to modify and update their existing commission plans often while also launching SPIFs (Sales Performance Incentive Funds) regularly to reach their goals. The previous platform didn't support these requirements. Katrina Reeves, the Senior Accounts Payable and Receivable Specialist, resorted to calculating SPIFs on an Excel spreadsheet, which took up several hours of her time every month. Additionally, handling clawbacks on the previous platform was a cumbersome task during every payout cycle.

Team Popmenu aimed to rebuild their commission program by the end of Q4 2022, and wanted to do it on a platform that worked for them in achieving their business goals. Nate Johns, Head of Revenue Operations, stated that their goal was to drive results through their commission program by setting up commission structures that incentivize the right behaviors, and offer visibility to their sales team regarding their earnings.

They were searching for a commission partner that could provide a space for their sales team to easily understand the payout data and plan structure without requiring Operations intervention. Additionally, to build trust and credibility in their commission program, they wanted strong integrations with their tech stack to maintain accurate data for commission calculations.

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“We chose Everstage because the proof of concept showed that it was capable of doing what we needed to do. The folks working on our plans have a deep understanding of sales commissions and are constantly looking to provide value to customers. We were getting a tool that's consistently being improved.”

Nate Johns

Head of Revenue Operations

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The Solution

Team Popmenu uses Everstage to swiftly update their plans, launch SPIFs throughout the year, and provide their sales team with full context of their payouts.

Go-live in 7 weeks

Popmenu aimed to have Everstage implemented and ready for rollout before the new year. With Everstage's unified implementation and support, Popmenu was set and ready in just 7 weeks. The swift and frictionless implementation was possible because a dedicated group of solution engineers and customer success managers worked with Team Popmenu from the proof-of-concept to the implementation phase. Most of the requirements were clear during Popmenu's evaluation of Everstage itself, which helped the solution engineers quickly set up Everstage within the dedicated timeframe.

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“There was a seamless handoff between the POC into the implementation; we had the majority of the work spelled out. Everstage kept pace with how fast we wanted to do it. I don't usually say this about implementations, but I don't feel like there were any hiccups at all.”

Nate Johns

Head of Revenue Operations

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“I can't speak enough praises for the team; they brought it all together. It was especially such a turmoil time because we had just changed our commission plans. They had the knowledge, and they were confident that they could implement it.”

Katrina Reeves

Senior Accounts Payable and Receivable Specialist

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Popmenu's experience with implementing their previous vendor took twice as long as the established timelines, during which they were still working with Excel spreadsheets. When they did go live, it was confusing to use as there wasn't much clarity in navigating the platform and understanding its setup. In comparison to their previous vendor, Team Popmenu found Everstage to be more straightforward. Since the Everstage implementation team comes with a strong background in sales compensation, they were able to offer value beyond just setting up the account. They worked with customers to ensure that their incentive program was aligned with their goals.

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“The consultation through implementation was incredible. The team asked questions about why we're doing it a certain way and our goals behind it to provide suggestions, which wasn’t the case with our previous implementation. It was more of them pushing the buttons, and us telling them what buttons to push.”

Nate Johns

Head of Revenue Operations

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Quick plan changes and SPIF setups

Previously, plan modifications and running SPIFs on legacy software were the primary pain points for Popmenu, which were resolved with Everstage. The plan designer is 100% no-code and logic-based, making it extremely easy to understand and flexible enough to accommodate the nuances of any commission plan, regardless of complexity.

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“We've moved more into a self-service model and we've really been able to use the tool to maximize our investment. There’s one SPIF that isn't supposed to roll out until the end of the quarter. People have already begun selling it, and we're able to track it for this quarter already. So, it's definitely sped up the time for us to make changes in our go-to-market strategy.”

Nate Johns

Head of Revenue Operations

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Adjusting the commission plans now takes only a 15-20 minute meeting to ensure they are built correctly. Similarly, when it comes to SPIFs, Katrina was able to build them herself since the system is straightforward and does not require knowledge of SQL or other coding languages.

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“It's really simple. It makes so much sense the way that the plans are built with the if-thens. You just have to know which sheets you're pulling data from, and I just referenced the existing plans that the team made. So, I found it very easy.”

Katrina Reeves

Senior Accounts Payable and Receivable Specialist

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The Result‍

Popmenu has reduced their processing time by 30 days during every payout cycle and is seeing an improvement in their sales performance and revenue growth.

Commission processing duration reduced from 45 to 15 days

In addition to quickly launching SPIFs and updating their plans, Popmenu has also been able to level up in terms of their commission processing speed. With their previous software, there was a 45-day delay after the month ended for the sales team to receive their payouts. It took the entire next month to calculate and validate payouts. With Everstage, they've reduced the duration to 15 days. Sales reps know what they get paid for each opportunity, and Popmenu can understand faster how they're closing their months.

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“Everstage has improved our commission processing speed. Previously, I was spending anywhere from 3 to 6 hours per week. On Everstage, I spend about an hour, hour and a half the whole month on commissions. It's allowed us to think more outside the box about the changes we want to make in the future as we are confident that Everstage will be able to do it.”

Katrina Reeves

Senior Accounts Payable and Receivable Specialist

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Improved sales performance

Popmenu has observed a boost in the morale of their sales team since they've been able to view where they're currently at in terms of their quota, and how much quota remains to meet their personal financial goals. Having visibility into which deals to win to hit the next accelerator or make enough money for a personal expense really drives people. The transparency the sales reps have also facilitated conversations throughout the quarter on exactly what they need to do to make more money and meet or exceed their targets.

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“We use Everstage a lot for our one-on-one conversations throughout the quarter, where we're looking at where our pipeline is headed. For instance, we set a goal for how much reps want to make that month, and track that for them. Those are a bit more motivating conversations instead of just seeing where they're at.”

Nate Johns

Head of Revenue Operations

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Impact on revenue goals

Popmenu had complete clarity on what they were setting out to achieve with their commission program, and Everstage helped them progress towards their goals. Everstage isn't just about processing and paying out commissions; it is designed to drive the desired business results and contribute to revenue growth.

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“We were able to get really specific about our Q1 goals. With sales reps being able to see their progress and us having the visibility into how we’re moving towards our goals in real-time, we truly understand where we're at as a company. I can also report that we've been able to hit these five goals that we weren't always hitting before. So, Everstage has had a big impact there.”

Nate Johns

Head of Revenue Operations