AE Compensation Plan Benchmarks

Percent Variable Compensation @ OTE

Percentage of an AE’s on-target earnings that is variable

Median

25^th-75^th percentile

N=155

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Histogram

% Variable Comp @ OTE vs. Segment Quota Attainment

% Variable Comp @ OTE vs. AE Quota Attainment

Percent Variable Compensation at OTE	% of Participants	N
<33%	12.3	19
33%-49%	23.2	36
~50%	48.4	75
>50%	16.1	25

GraphTable

% Variable Compensation at OTE	Sequence	Median % Quota Capacity Achieved	N
<33%	1	66.7	13
33%-49%	2	79.2	26
~50%	3	81.6	52
>50%	4	92.8	20

GraphTable

% Variable Compensation at OTE	Sequence	Median % of AEs Delivering 75% of Quota or Higher	N
<33%	1	60.0	10
33%-49%	2	66.0	24
~50%	3	60.0	43
>50%	4	72.5	18

GraphTable