Page 14 - ELA - Enterprise Licence Agreement

Sales Compensation Example

Staggered CUWL Upfront CUWL Sale Collab EA Sale
Sale

Deal profile Deal profile Deal profile
• $3M product deal • $3M product deal • $3M Collaboration
• Invoiced over 3 • Invoiced in year 1
• Delivered in year 1 Enterprise
years Agreement deal
• Delivered over 3 Quota retirement • Invoiced in year 1
• Year 1: $3M • Delivered over 3
years • Year 2: none years
• Year 3: none
Quota retirement Quota retirement
• Year 1: $1M • Year 1: $3M
• Year 2: $1M • Year 2: none
• Year 3: $1M • Year 3: none

Account teams get the benefit of an upfront CUWL Sale
Account teams also have the benefit of 3/5 years of services compensation as TCV

Customers get the benefit of paying and deploying over time