Varicent

Varicent is sales commission and incentive compensation software for enterprise RevOps and finance teams, with territory and quota planning, sold by quote.

Varicent works out what every seller is owed and ties that pay to the territories and quotas behind it. Plans, payouts and the questions sellers raise about them sit in one system shared by sales operations, finance and the sellers themselves. The Toronto company of the same name has built it since 2005. After a period inside IBM, Varicent became independent again when a buyback backed by Great Hill Partners and Spectrum Equity closed on 31 December 2019. The Incentives module holds the plan builder, where administrators set up compensation plans without code. They can model a change against revenue and payouts before it takes effect. The module runs SPIFs, MBOs and bonus programs, multi-tier crediting and splits, clawback adjustments and payout approval routing, with an audit trail on every change. Sales Planning designs territories and quotas, and its Sales Planning Assistant tests scenarios and balances capacity. Seller Insights gives reps interactive statements, real-time earnings dashboards and payout forecasts from pipeline, while a Research Assistant fields their pay inquiries. The platform is built for mid-sized and large enterprises whose plans span many territories, quotas and roles. RevOps and sales operations teams design the plans and territories. Finance approves payout runs and reports commission expense under revenue recognition rules, and HR manages merit and bonus programs. Varicent sells the platform as an enterprise subscription, with each deployment scoped and quoted after a demo rather than bought online. A pay cycle starts when closed deals arrive from HubSpot, Microsoft Dynamics or a database such as SQL Server. Varicent credits each deal, calculates what is owed and routes the payout for approval before the results go to payroll and accounting. Reps sign their plan documents in the same place and see open pipeline turn into projected earnings. Planners reopen territory and quota models when a team grows, testing the change before it touches anyone's pay. A fourth module, Channel Incentives, brings partner programs onto the same platform. Varicent fits organizations that set compensation, territories and quotas together and need every payout traced back to its inputs.