radford global sales survey - sales practices report

Proprietary and Confidential

Radford Global Sales Survey

May 2021

Technology

Sales Practices Report

Radford Global Sales Survey - May 2021

© 2021 Aon plc i


TechnologyMay 2021

- Data is presented for all companies in the data sample. For certain elements, data is also broken out by the various countries in which the participating companies are headquartered (five or more companies are required in a given headquarters country for data to be presented).

- Data for geographic differentials is broken out by the countries in which the participating companies have sales personnel (five or more companies are required for a given country to be presented).

- Three or more companies are required in the data sample for results to be presented for a given data element.

Table of Contents

Section One: Metrics Revenue and Sales Employee Headcount Primary Industry Sales Channels Total Sales Compensation Payments - Last Sales Plan Year Quota Attainment Percentage

A-1

Section Two: Sales Incentive Plan B-1 Global Sales Plan and Organization of Sales Teams Quota Setting Sales Cycle Multi-Year Sales Multi Incumbent Sales, Special Performance Incentives for Field Force (SPIFFs), Leave of Absence (LOA) Sales Incentive Structure Incentive Payout Curve Incentive Payment Based on Percent Quota Achievement

ii


© 2021 Aon plc


Table of Contents (continued)

Participant List D-1

Section Three: Pay Practices Base Salary Increases Salary Structures Geographic Differentials Recognition/Award Program Draws

C-1

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© 2021 Aon plc A -

Revenue % current fiscal year projected compared to last fiscal year actual

Last fiscal year actual revenue (USD)

Average Company Count

Sales employee headcount

Sales employee headcount as % of overall employee headcount

6,149,255,485 441

115.3% 178

Revenue and Sales Employee Headcount


Global

1,354,883,598 214

114.7% 111

793 344

18.3% 344

366 335

18.3% 305

All CompaniesHeadquarters Country

Section One: Metrics Technology

- Revenue data for All Companies breakout expressed in USD; for specific country breakouts, revenue data reported in local currency. - Sales employee headcount = number of full-time sales employees included in the sales incentive plan for the current sales plan year.

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© 2021 Aon plc A -


Last fiscal year actual revenue (AUD)




810,292,381 5

0



Global

1

0

2

2

0

0

Companies Headquartered in AustraliaAustralia

Section One: Metrics (continued) Technology


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Last fiscal year actual revenue (CND)




3,426,672,360 21

110.0% 10



Global

4,438,362,590 8

104.1% 5

135 18

12.6% 18

65 16

7.8% 14

Companies Headquartered in CanadaCanada



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Last fiscal year actual revenue (GBP)




8,531,289,436 13

109.8% 7



Global

155,856,412 5

122.6% 3

152 9

16.8% 9

27 9

13.4% 9

Companies Headquartered in United KingdomUnited Kingdom



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Last fiscal year actual revenue (USD)




6,217,554,849 382

115.9% 157



Global

1,321,895,273 196

114.8% 101

833 298

18.9% 298

396 297

19.3% 273

Companies Headquartered in United StatesUnited States



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© 2021 Aon plc A -

Section One: Metrics (continued)

Primary Industry

Animal Health

Electronics/Electrical

0.0%

% Companies

0

0.0%

4.2%

0

28

Financial Technology

Medical Devices

Network Equipment/Products

Other Communications

Other Hardware

Other Life Sciences

5.4% 36

5.4%

10.4%

36

69

3.2% 21

0.5% 3

Company Count

Bio/Pharma-Commercial

Internet/Online Community

Tech Capital Equipment

Telecommunication Infrastructure

Telecommunication Services

Company Count

Semiconductor Components

Software Products/Services

0.6%

0.0%

4

0

7.2% 48

51.8%

2.9%

345

19

1.8% 12

2.9% 19

666

All Companies

Technology

Computer/Peripherals 2.9% 19

Bio/Pharma-Pre-Commercial 0.0% 0

0.0% 0Clinical Research Orgs/CMOs

Other Software Products and Services 1.1% 7

Other Industries 0.0% 0

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© 2021 Aon plc A -

Sales Channels

Direct/End-User

Average % Company Count

Value Added Reseller (VAR)

79.7% 530

% Companies Company Count

Primary Sales Channel

84.1% 580

9.0% 60

2.1% 14

45.1% 130

17.7% 150

Distribution

Retail

E-Commerce

Other

Company Count

6.3% 42 29.6% 175

1.8% 12

0.8% 5

27.0% 51

15.7% 72

0.0% 0 0.0% 0

665 665

% Total Global Sales Per Channel

Government Direct

Original Equipment Manufacturer (OEM)

0.3% 2 10.6% 142

All Companies


Definitions:- Direct/End-User: Sales directly to a service or product's end users; includes education and local or state/sub-national government- Government Direct: Sales directly to the federal/national government or subcontractors- Original Equipment Manufacturer (OEM): Sales to original equipment manufacturers- Value Added Reseller (VAR): Sales to value added resellers or systems integrators- Distribution: Sales to distributors/dealers/agents- Retail: Sales to retailers- E-Commerce: Sales through a website

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© 2021 Aon plc A -


Total Sales Compensation Payments - Last Sales Plan Year

Revenue: Average per sales employee

Revenue: Total


Base Payroll: Total

Base Payroll: Average per sales employee

2,338,077,004 115

3,152,198 113


Global

989,930,176 90

3,433,473 88

78,232,647 267

102,690 256

47,569,297 261

110,392 249

All Companies (in USD)Headquarters Country

Base Payroll: Total as % revenue

On-Target Incentive/Commission: Total

On-Target Incentive/Commission: Average per sales employee

On-Target Incentive/Commission: Total as % revenue

Actual Incentive/Commission: Total

Actual Incentive/Commission: Average per sales employee

Actual Incentive/Commission: Total as % revenue

Actual Incentive/Commission as % On-Target Incentive/Commission

Base + On-Target Incentive/Commission: Total

Base + On-Target Incentive/Commission: Average per sales employee

Base + On-Target Incentive/Commission: Total as % revenue

Base + Actual Incentive/Commission: Total

Base + Actual Incentive/Commission: Average per sales employee

Base + Actual Incentive/Commission: Total as % revenue

6.5% 100 6.5% 81

45,605,795 231

60,457 216

27,390,654 224

65,914 207

4.3% 96 4.1% 74

50,298,167 227

56,177 218

28,583,365 223

62,798 210

4.1% 96 3.9% 76

130,166,048 207

162,336 198

77,866,298 201

177,456 191

10.4% 85 10.6% 68

126,809,764 206

158,943 201

71,835,412 203

173,168 196

10.8% 87 10.4% 70

96.7% 191 99.8% 190

Technology

- Data limited to full-time employees included in the sales incentive plan.- Base payroll includes base salaries and fixed guaranteed extra months pay (e.g., 13th month, 14th month, etc.); for employees in India, also includes fixed regularly paid allowances.- Revenue is limited to total amount generated by full-time employees included in the sales incentive plan last year (may be less than total company revenue).- Data for All Companies breakout expressed in USD; for specific country breakouts, data reported in local currency.

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© 2021 Aon plc A -




Revenue: Total


Base Payroll: Total


112,030,648 4

1,147,100 4


Global

20,101,145 12

124,510 11

7,531,695 10

95,574 9

Companies Headquartered in Canada (in CND)Canada















8.2% 3

9,700,096 11

83,016 10

1,484,605 8

60,479 7

9.3% 4

6,176,580 8

63,870 8

1,269,176 6

62,276 6

7.7% 3

30,084,746 9

201,774 8

4,599,511 7

162,568 6

13.1% 3

20,924,120 6

176,672 6

3,361,423 5

156,977 5

75.8% 7 91.2% 5

Technology


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Revenue: Total


Base Payroll: Total


1,981,006,767 3


Global

2,307,284 4

58,646 4

1,086,223 7

63,548 7

Companies Headquartered in United Kingdom (in GBP)United Kingdom















1,721,413 3

34,340 3

600,090 4

44,804 4

442,379 3

27,228 3

323,247 4

33,711 4

4,747,159 3

95,658 3

1,491,492 4

105,370 4

1,675,482 3

86,614 3

935,327 4

95,707 4

71.1% 3

Technology


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© 2021 Aon plc A -




Revenue: Total


Base Payroll: Total


2,454,832,802 106

3,102,329 105


Global

1,011,961,711 87

3,484,956 86

81,196,604 238

103,830 228

51,789,405 235

113,539 225

Companies Headquartered in United States (in USD)United States















6.5% 94 6.4% 79

49,512,729 207

61,121 193

29,679,420 205

67,091 190

4.2% 89 4.1% 72

51,992,715 205

57,440 196

30,777,462 204

64,309 192

4.0% 91 3.8% 75

140,273,349 186

163,836 178

84,302,453 184

181,081 176

10.5% 79 10.6% 66

128,365,568 187

161,394 182

76,997,796 186

177,427 180

10.8% 83 10.3% 69

97.9% 174 100.5% 175

Technology


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© 2021 Aon plc A -

Quota Attainment Percentage

Distribution: Distribution of companies with individual contributor field sales force as a whole at the following levels of quota attainment:

Overall percentage of quota attainment as a whole


Achieved more than 150% of quota

90.5% 305


Global

92.4% 302

1.0% 3

3.0% 9

1.3% 4

5.3% 16

All CompaniesHeadquarters Country

Achieved 125-150% of quota





Achieved less than 50% of quota

12.1% 37 12.9% 39

14.4% 44

48.2% 147

16.6% 50

43.0% 130

19.7% 60 18.9% 57

1.6% 5 2.0% 6

Company Count 305 302


- Percentage of quota attainment for individual contributor field sales force as a whole for last sales plan year

Distribution: Percent of individual contributor field sales personnel at following levels of quota attainment:

Achieved more than 150% of quota 7.9% 300

8.1% 300

8.1% 302

7.7% 302Achieved 125-150% of quota






12.5% 300 12.9% 302

10.4% 300

28.1% 300

11.2% 302

29.4% 302

15.9% 300 15.3% 302

18.2% 300 17.4% 302


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81.5% 17


Global

84.8% 12

0.0% 0

5.9% 1

0.0% 0

16.7% 2

Companies Headquartered in CanadaCanada







5.9% 1 0.0% 0

0.0% 0

41.2% 7

0.0% 0

50.0% 6

41.2% 7 25.0% 3

5.9% 1 8.3% 1

Company Count 17 12





9.3% 13

2.0% 9







9.6% 13 11.0% 9

8.5% 13

26.2% 13

11.8% 9

33.8% 9

18.7% 13 16.9% 9

20.9% 13 17.0% 9

Company Count 13 9

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80.4% 8


Global

77.5% 8

0.0% 0

0.0% 0

0.0% 0

0.0% 0

Companies Headquartered in United KingdomUnited Kingdom







0.0% 0 0.0% 0

12.5% 1

37.5% 3

25.0% 2

12.5% 1

50.0% 4 50.0% 4

0.0% 0 12.5% 1

Company Count 8 8





12.0% 9

8.3% 9







11.4% 9 11.7% 9

14.4% 9

27.0% 9

23.7% 9

28.0% 9

23.9% 9 26.4% 9

11.9% 9 8.0% 9

Company Count 9 9

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91.0% 265


Global

92.8% 270

1.1% 3

3.0% 8

1.5% 4

5.2% 14

Companies Headquartered in United StatesUnited States







12.1% 32 13.3% 36

15.5% 41

48.3% 128

16.7% 45

43.3% 117

18.5% 49 18.5% 50

1.5% 4 1.5% 4






7.8% 261

8.2% 271







12.4% 261 12.6% 271

10.2% 261

28.1% 261

10.7% 271

29.1% 271

15.8% 261 15.0% 271

18.7% 261 18.3% 271


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© 2021 Aon plc B -

Global Sales Plan and Organization of Sales Teams

Global Sales Plan

No, basic plan provisions vary by country

% Companies

78.2%

12.5%

520

83

Company Count

Organization of Sales Teams

By geographic region

By account

By both geographic region and account

Company Count

9.3% 62

665

22.5% 148

10.2% 67

Company Count

Yes, we have a global sales incentive plan

No, basic plan provisions vary by region (e.g., EMEA, APAC, Americas)

67.3% 442

657

All Companies

Section Two: Sales Incentive Plan

For example, a global plan would have common provisions for whether incentives are paid on a first dollar basis vs. a threshold, whether maximum incentive caps are in place, shape of the incentive payout curve (constant, accelerates, decelerates, etc.), when incentives are earned and paid, sales incentive plan performance measures, etc. Even though quota levels, commission rates, incentive targets and base/incentive mix may vary from country to country, the plan could still be considered a global plan if the basic infrastructure provisions are common to all countries.

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© 2021 Aon plc B -

Quota Setting

Quota measurement increment period

Quarterly

% Companies

74.5%

6.5%

461

40

Company Count

Quotas subject to change during the measurement increment period

Yes, due to external factors only (e.g., economic downturn/upturn)

Yes, due to individual over/under performance only

Yes, due to either external factors or individual performance

Company Count

15.8% 98

619

40.5% 250

1.9% 12

Company Count

Annual

Semi-annual

22.7% 140

618

All Companies

Other

0.6% 4

2.6% 16

Year-to-date (cumulative)

No 35.0% 216

Section Two: Sales Incentive Plan (continued)

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© 2021 Aon plc B -

Sales Cycle: Timing of a typical sales cycle (period of time from first customer contact to order booking)

Distribution of companies by number of months in typical sales cycle:

19 - 23 months

0.2%

0.4%

1

2

12 months

7 - 11 months

6 months

4 - 5 months

3 months

Company Count

0.2% 1

17.4%

9.9%

99

56

19.2% 109

9.9% 56

Over 24 months

24 months

19.0% 108

568

13 - 17 months

4.4% 25

0.9% 5

18 months

Under 3 months 18.7% 106

Number of months in typical sales cycle

% Companies Company CountAll Companies


Average = 6.5 months

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© 2021 Aon plc B -

Multi-Year Sales

Companies with multi-year sales deals

How revenue is received by the company for multi-year sales deals

% Companies

64.5%

35.5%

414

228

Company Count

Pay incentive the first year on the total estimated value of the contract

Pay incentive the first year on the first year estimated value of the contract

Pay incentive the first year on the first year revenue of the contract

Pay part of incentive at booking and part at another time

Company Count

27.1%

413

107

8.9% 35

14.2% 56

Company Count

Yes

No

14.2% 56

395

All Companies

Revenue paid over span of contract

9.9% 41

45.8% 189

Full amount of contract paid up-front

Stagger payout based on revenue flow throughout the contract length 15.7% 62

Portion of revenue paid up-front, remainder paid over span of contract 33.2% 137

How incentives are paid on multi-year sales

None - maintenance not included, or is sold separately

Compensate for first year at same rate

Compensate for first year at different rate

Compensate based on discounted value of contract

Company Count

40.7% 129

26.2% 83

14.5% 46

6.6% 21

317

Other 12.0% 38

How individual contributor field sales force is compensated for maintenance and support contracts exceeding one year


Other 11.1% 46

Pay up-front signing bonus then link remaining incentives to contract length 3.5% 14

Other 16.5% 65

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© 2021 Aon plc B -

Multi Incumbent Sales, Special Performance Incentives for Field Force (SPIFFs), Leave of Absence (LOA)

How credit is distributed for purposes of commission calculation if more than one

Order credit is divided among involved incumbents, but total equals 100%

% Companies

20.4%

14.3%

124

87

Company Count

46.0% 279

Company Count

All incumbents involved get full credit for the sale - may result in double or triple counting

Order credit is divided among involved incumbents and may total more than 100%

607

All Companies

14.3% 87100% of order credit is given to "primary" incumbent

Other 4.9% 30

incumbent is involved in making a sale

Companies with SPIFFs or other cash incentives (other than a company bonus plan or

44.5% 290Yes

No 55.5% 362

cash profit sharing plan) that are outside sales incentive plan


Companies re-setting quotas for commissioned sales personnel out on an approved LOA

Companies re-setting MBO objectives or other non-sales performance objectives for

43.1%

56.9%

263

347

Not applicable - don't use MBOs or other non-sales performance objectives 39.8% 249

Yes

No

Yes 24.4% 153

No 35.8% 224

commissioned sales personnel out on an approved LOA

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© 2021 Aon plc B -

Percent of total sales incentive budget spent on SPIFFs during the last fiscal year

6 - 10% of incentive budget

% Companies

26.7%

53.5%

46

92

Company Count

14.5% 25

Company Count

Under 2% of incentive budget


172

All Companies

4.7% 811 - 20% of incentive budget

21 - 50% of incentive budget 0.6% 1


Over 51% of incentive budget 0.0% 0

Percent of field sales force who received a SPIFF during the last fiscal year


2.2%

16.7%

4

30

Company Count

17.8% 32

Under 2% of incentive budget


180

15.6% 2811 - 20% of incentive budget

21 - 50% of incentive budget 30.6% 55

Over 51% of incentive budget 17.2% 31

Special Performance Incentives for Field Force (SPIFFs)

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Sales Incentive Structure: What sales incentive structure is based on if all or part of sales incentive is based on sales results (e.g., revenue and/or bookings)

Percentage of revenue sold (commission rate)

Percentage of target achieved


Both percentage of target achieved and percentage of revenue sold

Other

Field Sales IndividualContributors

44.6% 281

30.0% 189

20.3% 128

1.3% 8

All Channels% Companies Company Count

Field Sales Management(Directors/Managers)

48.8% 306

23.6% 148

21.4% 134

2.2% 14


Sales Executives(VP and above)

45.9% 281

19.1% 117

21.4% 131

3.1% 19

All Companies

Company Count

Not applicable - sales incentive not based on sales results 3.8% 24

630

4.0% 25

627

10.5% 64

612

Section Two: Sales Incentive Plan (continued) Technology

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© 2021 Aon plc B -






Other


41.3% 210

34.2% 174

21.2% 108

1.2% 6

Direct/End-User/Government Direct Channel% Companies Company Count


46.5% 236

26.6% 135

21.9% 111

2.2% 11



45.3% 224

21.3% 105

22.7% 112

2.8% 14

All Companies

Company Count


509

2.8% 14

507

7.9% 39

494


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Other


59.7% 40

10.4% 7

16.4% 11

1.5% 1

OEM/VAR Channel% Companies Company Count


56.1% 37

9.1% 6

21.2% 14

3.0% 2



47.0% 31

9.1% 6

15.2% 10

6.1% 4

All Companies

Company Count


67

10.6% 7

66

22.7% 15

66


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Other


61.2% 30

10.2% 5

18.4% 9

2.0% 1

Distribution/Retail Channel% Companies Company Count


63.3% 31

10.2% 5

18.4% 9

2.0% 1



51.1% 24

10.6% 5

17.0% 8

2.1% 1

All Companies

Company Count


49

6.1% 3

49

19.1% 9

47


11



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Other


20.0% 1

60.0% 3

0.0% 0

0.0% 0

E-Commerce Channel% Companies Company Count


40.0% 2

40.0% 2

0.0% 0

0.0% 0



40.0% 2

20.0% 1

20.0% 1

0.0% 0

All Companies

Company Count


5

20.0% 1

5

20.0% 1

5


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© 2021 Aon plc B -

Incentive Payout Curve

Constant rate

How incentive payment curve is structured


Rate accelerates

Rate decelerates


35.3% 189

44.4% 238

0.4% 2

All Channels% Companies Company Count


36.1% 190

41.1% 216

3.4% 18



32.0% 156

43.0% 210

10.0% 49

All Companies

Rate accelerates then decelerates

Rate decelerates then accelerates 2.8% 15

12.1% 65

3.0% 16

12.4% 65

2.7% 13

9.8% 48

Company Count

Rate accelerates then decelerates, then accelerates again (S-shaped curve) 5.0% 27

536

4.9% 26

526

4.1% 20

488

Number of times rate changes from the starting rate (if not constant)

1 time

2 times

16.1% 56

28.0% 97

17.4% 59

27.4% 93

18.3% 51

29.0% 81

4 times

3 times 26.8% 93

16.1% 56

27.7% 94

15.9% 54

30.1% 84

12.9% 36

Company Count

5 or more times 13.0% 45

347

11.5% 39

339

9.7% 27

279

Average % quota

Percent of quota at which rate first changes (if not constant)

Distribution of companies by % quota:

Under 80% of quota

90.7% 344

22.4% 77

92.0% 335

20.0% 67

92.5% 279

19.0% 53

80 - 90% of quota

91 - 98% of quota

99 - 101% of quota

6.7% 23

0.6% 2

56.1% 193

6.6% 22

0.6% 2

58.8% 197

5.4% 15

0.4% 1

63.1% 176

106 - 110% of quota

102 - 105% of quota 7.3% 25

3.2% 11

7.5% 25

3.0% 10

7.9% 22

1.1% 3

Company Count

Over 110% of quota 3.8% 13

344

3.6% 12

335

3.2% 9

279


Avg Avg Avg

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Constant rate



Rate accelerates

Rate decelerates


35.9% 159

44.5% 197

0.5% 2

Direct/End-User/Government Direct Channel% Companies Company Count


36.9% 159

40.6% 175

3.5% 15



32.1% 131

44.1% 180

9.8% 40

All Companies



11.5% 51

3.2% 14

12.1% 52

2.9% 12

9.6% 39

Company Count


443

4.6% 20

431

3.4% 14

408


1 time

2 times

15.3% 44

26.0% 75

17.2% 48

25.1% 70

18.2% 42

26.8% 62

4 times

3 times 28.8% 83

16.3% 47

29.7% 83

16.1% 45

31.6% 73

13.4% 31

Company Count


288

11.8% 33

279

10.0% 23

231

Average % quota



Under 80% of quota

90.0% 288

23.6% 68

91.5% 277

20.9% 58

92.2% 232

19.8% 46

80 - 90% of quota

91 - 98% of quota

99 - 101% of quota

6.3% 18

0.3% 1

55.9% 161

6.1% 17

0.0% 0

59.2% 164

4.7% 11

0.0% 0

62.9% 146

106 - 110% of quota

102 - 105% of quota 6.9% 20

3.1% 9

7.2% 20

2.9% 8

7.8% 18

1.3% 3

Company Count


288

3.6% 10

277

3.4% 8

232


Avg Avg Avg

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© 2021 Aon plc B -


Constant rate



Rate accelerates

Rate decelerates


36.7% 18

40.8% 20

0.0% 0

OEM/VAR Channel% Companies Company Count


35.3% 18

39.2% 20

5.9% 3



37.2% 16

27.9% 12

11.6% 5

All Companies



16.3% 8

0.0% 0

15.7% 8

0.0% 0

16.3% 7

Company Count


49

5.9% 3

51

7.0% 3

43


1 time

2 times

26.7% 8

36.7% 11

23.3% 7

40.0% 12

26.1% 6

34.8% 8

4 times

3 times 16.7% 5

13.3% 4

20.0% 6

10.0% 3

21.7% 5

8.7% 2

Company Count


30

6.7% 2

30

8.7% 2

23

Average % quota



Under 80% of quota

91.9% 28

25.0% 7

91.6% 29

24.1% 7

90.1% 22

27.3% 6

80 - 90% of quota

91 - 98% of quota

99 - 101% of quota

7.1% 2

3.6% 1

42.9% 12

6.9% 2

3.4% 1

44.8% 13

9.1% 2

4.5% 1

45.5% 10

106 - 110% of quota

102 - 105% of quota 10.7% 3

3.6% 1

10.3% 3

3.4% 1

9.1% 2

0.0% 0

Company Count


28

6.9% 2

29

4.5% 1

22


Avg Avg Avg

15



© 2021 Aon plc B -


Constant rate



Rate accelerates

Rate decelerates


26.8% 11

51.2% 21

0.0% 0

Distribution/Retail Channel% Companies Company Count


26.8% 11

51.2% 21

0.0% 0



20.6% 7

52.9% 18

11.8% 4

All Companies



12.2% 5

4.9% 2

12.2% 5

2.9% 1

5.9% 2

Company Count


41

4.9% 2

41

5.9% 2

34


1 time

2 times

14.3% 4

39.3% 11

13.8% 4

37.9% 11

12.5% 3

45.8% 11

4 times

3 times 14.3% 4

17.9% 5

13.8% 4

20.7% 6

20.8% 5

12.5% 3

Company Count


28

13.8% 4

29

8.3% 2

24

Average % quota



Under 80% of quota

98.6% 27

3.7% 1

98.5% 28

3.6% 1

99.5% 24

0.0% 0

80 - 90% of quota

91 - 98% of quota

99 - 101% of quota

11.1% 3

0.0% 0

74.1% 20

10.7% 3

3.6% 1

71.4% 20

8.3% 2

0.0% 0

83.3% 20

106 - 110% of quota

102 - 105% of quota 7.4% 2

3.7% 1

7.1% 2

3.6% 1

8.3% 2

0.0% 0

Company Count


27

0.0% 0

28

0.0% 0

24


Avg Avg Avg

16



© 2021 Aon plc B -


Constant rate



Rate accelerates

Rate decelerates


33.3% 1

0.0% 0

0.0% 0

E-Commerce Channel% Companies Company Count


66.7% 2

0.0% 0

0.0% 0



66.7% 2

0.0% 0

0.0% 0

All Companies



33.3% 1

0.0% 0

0.0% 0

0.0% 0

0.0% 0

Company Count


3

33.3% 1

3

33.3% 1

3


1 time

2 times

4 times

3 times

Company Count

5 or more times

Average % quota



Under 80% of quota

80 - 90% of quota

91 - 98% of quota

99 - 101% of quota

106 - 110% of quota

102 - 105% of quota

Company Count

Over 110% of quota


Avg Avg Avg

17



© 2021 Aon plc B -

Incentive Payment Based on Percent Quota Achievement

Percent of target incentive paid at 75% of quota






47.9% 320

71.0% 355

100.0% 380

110.1% 375

All ChannelsAverage % Company Count


48.3% 319

71.2% 353

100.0% 381

110.6% 375



48.6% 300

71.2% 333

100.1% 352

110.9% 346

All Companies


Percent of target incentive paid at 110% of quota 118.8% 375

127.2% 373

120.7% 374

130.0% 371

121.0% 345

130.3% 342



136.0% 372

144.0% 366

139.8% 369

148.4% 361

140.1% 340

149.7% 336



259.4% 339

190.6% 352

266.8% 331

192.1% 327

270.7% 307


- Percent of target incentive that would be paid at various levels of quota achievement.- Data limited to incentives based on sales results (e.g., revenue and/or bookings); excludes incentives based on non-sales results performance measures.

For Applications/Systems Engineering roles on a sales incentive plan, percentage of target incentive paid out at various levels of quota attainment is the same as field sales force

Yes

% Companies

50.8%

49.2%

182

176No

Company CountAll CompaniesAll Channels

18



© 2021 Aon plc B -








47.7% 271

72.1% 289

100.0% 306

109.7% 301

Direct/End-User/Government Direct ChannelAverage % Company Count


48.1% 269

72.2% 287

100.0% 306

110.4% 300



48.5% 257

72.1% 279

100.1% 293

110.9% 287

All Companies



125.9% 301

119.9% 299

129.0% 298

120.7% 287

130.1% 286



134.0% 301

142.6% 299

138.2% 297

147.4% 293

139.7% 285

149.7% 283



259.1% 284

190.3% 289

268.4% 276

192.5% 276

272.5% 264




Yes

% Companies

46.0%

54.0%

134

157No

Company CountAll CompaniesDirect/End-User/Government Direct Channel

19



© 2021 Aon plc B -








49.1% 29

65.4% 37

100.0% 41

110.9% 41

OEM/VAR ChannelAverage % Company Count


49.1% 29

65.4% 37

100.0% 41

111.4% 41



49.0% 26

65.7% 32

100.0% 33

109.6% 33

All Companies



131.9% 40

123.6% 41

132.9% 40

120.0% 33

127.3% 32



142.6% 40

143.7% 37

144.8% 40

146.4% 37

136.7% 32

141.2% 31



239.6% 31

183.1% 35

238.0% 31

179.8% 31

228.5% 26




Yes

% Companies

73.2%

26.8%

30

11No

Company CountAll CompaniesOEM/VAR Channel

20



© 2021 Aon plc B -








49.4% 19

66.2% 27

100.0% 31

112.1% 31

Distribution/Retail ChannelAverage % Company Count


49.4% 19

68.1% 26

100.0% 31

112.4% 31



49.2% 15

68.2% 19

100.0% 23

113.4% 23

All Companies



134.5% 30

124.6% 31

136.1% 30

126.8% 22

138.7% 21



147.0% 29

159.6% 28

149.4% 29

162.5% 28

151.9% 20

164.7% 19



287.6% 22

206.1% 25

289.2% 21

209.7% 17

316.9% 14




Yes

% Companies

69.2%

30.8%

18

8No

Company CountAll CompaniesDistribution/Retail Channel

21



© 2021 Aon plc B -








E-Commerce ChannelAverage % Company Count


50.0% 2

70.7% 3

100.0% 3

108.3% 3



50.0% 2

70.7% 3

100.0% 3

108.3% 3

All Companies



125.0% 3

116.7% 3

125.0% 3



133.3% 3

141.7% 3

133.3% 3

141.7% 3



266.7% 3

183.3% 3

266.7% 3




Yes

% Companies

No

Company CountAll CompaniesE-Commerce Channel

22



© 2021 Aon plc B -

Incentive Payment Maximum


Applications/Systems Engineering positions on a sales incentive plan have the same the maximum incentive level as field sales individual contributors

Yes

% Companies

79.8%

20.2%

75

19No

Company CountAll Companies

At what level of quota achievement are field sales individual contributor plans capped?

Between 100% and 199% achievement

% Companies

17.4%

7.2%

99

41Between 200% and 299% achievement

Company CountAll Companies

Between 300% and 399% achievement 3.5%

1.2%

20

7Above 400% achievement

No maximum 67.4%

3.3%

384

19Other

1



© 2021 Aon plc C -

Base Salary Increases

Sales Executives (VP and above):

Companies typically providing annual base salary increases


Yes No

73.2% 52 26.8% 19

All Companies% Companies Company Count

79.0% 467 21.0% 124


All Companies

78.4% 519 21.6% 143

Global Practice Headquarters Country

(excluding promotion increases and mandatory increases, if any)to employees in the sales organization

Field Sales Management (Directors/Managers):

Yes No

89.4% 59 10.6% 7

85.0% 505 15.0% 89

85.5% 564 14.5% 96

Field Sales Individual Contributors:

Yes No

83.3% 55 16.7% 11

84.4% 499 15.6% 92

84.3% 554 15.7% 103


If increases provided, how base salary increase budgets for sales

Same as other parts of the company More than other parts of the company

94.1% 48 3.9% 2

89.7% 416 2.4% 11

90.1% 464 2.5% 13

employees typically compare to budgets for employees in other parts

Less than other parts of the company 2.0% 1 8.0% 37 7.4% 38



90.7% 49 1.9% 1

90.8% 423 1.1% 5

90.8% 472 1.2% 6




91.7% 44 2.1% 1

90.0% 416 1.3% 6

90.2% 460 1.4% 7


Section Three: Pay Practices

Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in the headquarters country). - Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in the headquarters country for companies where the practice varies by country.

of the company

2



© 2021 Aon plc C -





Yes No

Companies Headquartered in Australia% Companies Company Count

85.7% 6 14.3% 1


All Companies

77.8% 7 22.2% 2

Global Practice Australia



Yes No

100.0% 7 0.0% 0

88.9% 8 11.1% 1


Yes No

100.0% 7 0.0% 0

88.9% 8 11.1% 1




100.0% 6 0.0% 0

100.0% 7 0.0% 0


Less than other parts of the company 0.0% 0 0.0% 0



100.0% 6 0.0% 0

100.0% 7 0.0% 0




100.0% 6 0.0% 0

100.0% 7 0.0% 0


Section Three: Pay Practices (continued)

Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Australia). - Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Australia for companies where the practice varies by country.

of the company

3



© 2021 Aon plc C -





Yes No

Companies Headquartered in Canada% Companies Company Count

85.2% 23 14.8% 4


All Companies

85.7% 24 14.3% 4

Global Practice Canada



Yes No

82.1% 23 17.9% 5

82.8% 24 17.2% 5


Yes No

82.1% 23 17.9% 5

82.8% 24 17.2% 5




95.5% 21 0.0% 0

95.7% 22 0.0% 0





90.5% 19 0.0% 0

90.9% 20 0.0% 0




85.7% 18 0.0% 0

86.4% 19 0.0% 0



Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Canada). - Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Canada for companies where the practice varies by country.

of the company

4



© 2021 Aon plc C -





Yes No

Companies Headquartered in Germany% Companies Company Count

100.0% 3 0.0% 0


All Companies

100.0% 3 0.0% 0

Global Practice Germany



Yes No

100.0% 5 0.0% 0

100.0% 5 0.0% 0


Yes No

100.0% 5 0.0% 0

100.0% 5 0.0% 0




100.0% 3 0.0% 0

100.0% 3 0.0% 0





100.0% 5 0.0% 0

100.0% 5 0.0% 0




100.0% 5 0.0% 0

100.0% 5 0.0% 0



Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Germany). - Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Germany for companies where the practice varies by country.

of the company

5



© 2021 Aon plc C -





Yes No

Companies Headquartered in Netherlands% Companies Company Count

100.0% 5 0.0% 0


All Companies

100.0% 5 0.0% 0

Global Practice Netherlands



Yes No

100.0% 5 0.0% 0

100.0% 5 0.0% 0


Yes No

100.0% 5 0.0% 0

100.0% 5 0.0% 0




100.0% 5 0.0% 0

100.0% 5 0.0% 0





100.0% 5 0.0% 0

100.0% 5 0.0% 0




100.0% 5 0.0% 0

100.0% 5 0.0% 0



Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Netherlands). - Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Netherlands for companies where the practice varies by country.

of the company

6



© 2021 Aon plc C -





Yes No

Companies Headquartered in Switzerland% Companies Company Count

83.3% 5 16.7% 1


All Companies

83.3% 5 16.7% 1

Global Practice Switzerland



Yes No

83.3% 5 16.7% 1

83.3% 5 16.7% 1


Yes No

83.3% 5 16.7% 1

83.3% 5 16.7% 1




100.0% 5 0.0% 0

100.0% 5 0.0% 0





100.0% 5 0.0% 0

100.0% 5 0.0% 0




100.0% 5 0.0% 0

100.0% 5 0.0% 0



Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Switzerland). - Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Switzerland for companies where the practice varies by country.

of the company

7



© 2021 Aon plc C -





Yes No

100.0% 5 0.0% 0

Companies Headquartered in United Kingdom% Companies Company Count

70.8% 17 29.2% 7


All Companies

75.9% 22 24.1% 7

Global Practice United Kingdom



Yes No

100.0% 5 0.0% 0

79.2% 19 20.8% 5

82.8% 24 17.2% 5


Yes No

100.0% 5 0.0% 0

79.2% 19 20.8% 5

82.8% 24 17.2% 5




100.0% 5 0.0% 0

94.1% 16 0.0% 0

95.5% 21 0.0% 0





100.0% 5 0.0% 0

100.0% 17 0.0% 0

100.0% 22 0.0% 0




100.0% 5 0.0% 0

100.0% 17 0.0% 0

100.0% 22 0.0% 0



Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in United Kingdom). - Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in United Kingdom for companies where the practice varies by country.

of the company

8



© 2021 Aon plc C -





Yes No

71.7% 43 28.3% 17

Companies Headquartered in United States% Companies Company Count

78.4% 391 21.6% 108


All Companies

77.6% 434 22.4% 125

Global Practice United States



Yes No

89.1% 49 10.9% 6

84.8% 424 15.2% 76

85.2% 473 14.8% 82


Yes No

81.8% 45 18.2% 10

84.1% 419 15.9% 79

83.9% 464 16.1% 89




92.9% 39 4.8% 2

88.4% 344 2.6% 10

88.9% 383 2.8% 12





88.6% 39 2.3% 1

89.7% 350 1.0% 4

89.6% 389 1.2% 5




89.5% 34 2.6% 1

88.9% 344 1.6% 6

88.9% 378 1.6% 7



Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in United States). - Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in United States for companies where the practice varies by country.

of the company

9



© 2021 Aon plc C -

Salary Structures


Companies with formal salary structures for sales personnel


Yes No

72.0% 59 28.0% 23

All Companies% Companies Company Count

66.1% 367 33.9% 188


All Companies

66.9% 426 33.1% 211

Global Practice Headquarters Country


Yes No

84.7% 72 15.3% 13

78.8% 454 21.2% 122

79.6% 526 20.4% 135


Yes No

82.1% 69 17.9% 15

80.9% 467 19.1% 110

81.1% 536 18.9% 125


Salary structures are for the following

Base salary only Total cash compensation only

43.1% 25 10.3% 6

24.5% 90 16.6% 61

27.1% 115 15.8% 67

Both 46.6% 27 58.9% 216 57.2% 243



38.7% 24 11.3% 7

22.6% 93 18.7% 77

24.7% 117 17.7% 84

Both 50.0% 31 58.7% 242 57.6% 273



36.1% 22 11.5% 7

22.8% 98 18.6% 80

24.5% 120 18.4% 87

Both 52.5% 32 58.5% 251 59.7% 283


Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in the headquarters country).- Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in the headquarters country for companies where the practice varies by country.

10



© 2021 Aon plc C -

Salary Structures




Yes No

Companies Headquartered in Australia% Companies Company Count

85.7% 6 14.3% 1


All Companies

77.8% 7 22.2% 2

Global Practice Australia


Yes No

100.0% 7 0.0% 0

100.0% 9 0.0% 0


Yes No

100.0% 7 0.0% 0

100.0% 9 0.0% 0




16.7% 1 0.0% 0

28.6% 2 0.0% 0

Both 83.3% 5 71.4% 5



16.7% 1 0.0% 0

28.6% 2 0.0% 0

Both 83.3% 5 71.4% 5



16.7% 1 0.0% 0

28.6% 2 0.0% 0

Both 83.3% 5 71.4% 5


Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Australia).- Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Australia for companies where the practice varies by country.

11



© 2021 Aon plc C -

Salary Structures




Yes No

Companies Headquartered in Canada% Companies Company Count

56.0% 14 44.0% 11


All Companies

57.7% 15 42.3% 11

Global Practice Canada


Yes No

76.9% 20 23.1% 6

78.6% 22 21.4% 6


Yes No

76.9% 20 23.1% 6

78.6% 22 21.4% 6




7.1% 1 14.3% 2

6.7% 1 13.3% 2

Both 78.6% 11 80.0% 12



10.5% 2 10.5% 2

10.0% 2 10.0% 2

Both 78.9% 15 80.0% 16



10.5% 2 10.5% 2

9.5% 2 10.0% 2

Both 78.9% 15 85.0% 17


Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Canada).- Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Canada for companies where the practice varies by country.

12



© 2021 Aon plc C -

Salary Structures




Yes No

Companies Headquartered in Germany% Companies Company Count

40.0% 2 60.0% 3


All Companies

40.0% 2 60.0% 3

Global Practice Germany


Yes No

80.0% 4 20.0% 1

80.0% 4 20.0% 1


Yes No

80.0% 4 20.0% 1

80.0% 4 20.0% 1



Base salary only Total cash compensation onlyBoth



33.3% 1 33.3% 1

33.3% 1 33.3% 1

Both 33.3% 1 33.3% 1



33.3% 1 33.3% 1

33.3% 1 33.3% 1

Both 33.3% 1 33.3% 1


Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Germany).- Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Germany for companies where the practice varies by country.

13



© 2021 Aon plc C -

Salary Structures




Yes No

Companies Headquartered in Netherlands% Companies Company Count

75.0% 3 25.0% 1


All Companies

60.0% 3 40.0% 2

Global Practice Netherlands


Yes No

75.0% 3 25.0% 1

80.0% 4 20.0% 1


Yes No

75.0% 3 25.0% 1

80.0% 4 20.0% 1




66.7% 2 0.0% 0

66.7% 2 0.0% 0

Both 33.3% 1 33.3% 1



66.7% 2 0.0% 0

66.7% 2 0.0% 0

Both 33.3% 1 33.3% 1



66.7% 2 0.0% 0

66.7% 2 0.0% 0

Both 33.3% 1 33.3% 1


Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Netherlands).- Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Netherlands for companies where the practice varies by country.

14



© 2021 Aon plc C -

Salary Structures




Yes No

Companies Headquartered in Switzerland% Companies Company Count

50.0% 2 50.0% 2


All Companies

40.0% 2 60.0% 3

Global Practice Switzerland


Yes No

60.0% 3 40.0% 2

50.0% 3 50.0% 3


Yes No

60.0% 3 40.0% 2

50.0% 3 50.0% 3



Base salary only Total cash compensation onlyBoth



0.0% 0 66.7% 2

0.0% 0 66.7% 2

Both 33.3% 1 33.3% 1



0.0% 0 66.7% 2

0.0% 0 66.7% 2

Both 33.3% 1 33.3% 1


Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in Switzerland).- Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in Switzerland for companies where the practice varies by country.

15



© 2021 Aon plc C -

Salary Structures




Yes No

100.0% 6 0.0% 0

Companies Headquartered in United Kingdom% Companies Company Count

60.9% 14 39.1% 9


All Companies

69.0% 20 31.0% 9

Global Practice United Kingdom


Yes No

100.0% 6 0.0% 0

65.2% 15 34.8% 8

72.4% 21 27.6% 8


Yes No

100.0% 6 0.0% 0

69.6% 16 30.4% 7

75.9% 22 24.1% 7




50.0% 3 16.7% 1

28.6% 4 7.1% 1

35.0% 7 10.0% 2

Both 33.3% 2 64.3% 9 55.0% 11



50.0% 3 16.7% 1

28.6% 4 7.1% 1

35.0% 7 10.0% 2

Both 33.3% 2 64.3% 9 55.0% 11



50.0% 3 16.7% 1

33.3% 5 6.7% 1

38.1% 8 10.0% 2

Both 33.3% 2 60.0% 9 55.0% 11


Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in United Kingdom).- Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in United Kingdom for companies where the practice varies by country.

16



© 2021 Aon plc C -

Salary Structures




Yes No

70.6% 48 29.4% 20

Companies Headquartered in United States% Companies Company Count

66.8% 314 33.2% 156


All Companies

67.3% 362 32.7% 176

Global Practice United States


Yes No

82.9% 58 17.1% 12

79.5% 387 20.5% 100

79.9% 445 20.1% 112


Yes No

79.7% 55 20.3% 14

81.6% 398 18.4% 90

81.3% 453 18.7% 104




40.4% 19 8.5% 4

24.8% 78 17.5% 55

26.9% 97 16.3% 59

Both 51.1% 24 57.6% 181 56.8% 205



33.3% 17 11.8% 6

23.0% 81 19.3% 68

24.3% 98 18.4% 74

Both 54.9% 28 57.7% 203 57.3% 231



30.6% 15 12.2% 6

23.0% 84 19.5% 71

23.9% 99 19.1% 77

Both 57.1% 28 57.5% 210 59.1% 238


Results shown separately below for:- All Companies: Includes companies where the practice is global plus those where the practice varies by country (in which case answer pertains to practices in United States).- Global Practice: Limited to companies where the practice is global.- Headquarters Country Practice: Limited to the practice in United States for companies where the practice varies by country.

17



© 2021 Aon plc C -

Geographic Differentials

Sales compensation adjusted based on geographic location in a given country for

the same/similar sales positions

Company CountCountries Where Have Sales Personnel

AMER: Argentina

AMER: Brazil

AMER: Canada

AMER: Chile

AMER: Colombia

AMER: Costa Rica

AMER: Mexico

AMER: Peru

AMER: Puerto Rico

AMER: United States

APAC: Australia

APAC: China

APAC: Hong Kong

APAC: India

APAC: Indonesia

APAC: Japan

APAC: Malaysia

APAC: New Zealand

APAC: Pakistan

APAC: Philippines

If yes, compensation components adjusted

Company Count

Target incentives/commission rate onlyBase salary only BothYes No

22

54

148

21

23

11

56

11

4

377

126

103

59

87

23

101

38

30

8

29

36

106

196

38

46

18

84

19

18

258

172

117

111

128

44

165

72

64

7

49

7

15

42

5

3

1

15

2

0

144

31

45

20

23

7

30

9

5

1

8

1

2

3

1

1

1

2

1

0

8

4

2

1

2

1

0

2

1

0

3

15

37

100

16

20

10

39

9

3

222

91

55

37

61

15

70

27

25

8

18


Results shown for each country in which survey participants have sales personnel

18



© 2021 Aon plc C -





APAC: Singapore

APAC: South Korea

APAC: Taiwan

APAC: Thailand

APAC: Vietnam

EUR: Austria

EUR: Belgium

EUR: Bulgaria

EUR: Czech Republic

EUR: Denmark

EUR: Estonia

EUR: Finland

EUR: France

EUR: Germany

EUR: Greece

EUR: Hungary

EUR: Ireland

EUR: Italy

EUR: Luxembourg

EUR: Netherlands


Company Count


105

72

51

26

16

36

46

9

28

52

4

44

117

142

13

11

47

77

7

97

172

117

101

59

30

81

106

12

49

84

6

71

182

206

18

29

104

130

11

162

28

29

21

4

4

7

10

2

8

11

0

9

29

40

2

3

11

20

0

22

3

1

1

1

1

2

2

0

1

1

0

3

4

2

1

1

1

2

0

4

73

41

28

20

12

27

34

8

19

40

4

31

84

99

11

7

36

53

8

70



19



© 2021 Aon plc C -





EUR: Norway

EUR: Poland

EUR: Portugal

EUR: Romania

EUR: Russia

EUR: Slovakia

EUR: Spain

EUR: Sweden

EUR: Switzerland

EUR: Turkey

EUR: Ukraine

EUR: United Kingdom

MEA: Algeria

MEA: Bahrain

MEA: Egypt

MEA: Israel

MEA: Kuwait

MEA: Morocco

MEA: Oman

MEA: Qatar


Company Count


28

42

16

17

40

10

83

73

63

26

5

192

2

6

10

41

5

7

4

8

53

72

37

26

62

14

124

111

109

47

9

251

4

4

16

69

5

10

4

10

6

12

1

4

15

2

18

19

10

8

0

50

0

1

1

9

0

0

0

0

1

2

1

1

2

1

2

3

2

1

0

7

1

0

0

0

0

1

0

0

22

28

15

13

23

8

63

50

50

17

6

134

1

5

10

32

5

7

4

8



20



© 2021 Aon plc C -





MEA: Saudi Arabia

MEA: South Africa

MEA: UAE


Company Count


19

34

58

36

57

94

2

5

14

1

2

3

16

27

41



21



© 2021 Aon plc C -

Recognition/Award Program

Companies with recognition or award program for sales positions

No

% Companies

43.4%

6.5%

288

43

Trips

Special clubs (e.g., President's club)

Plaques/trophies

Merchandise (e.g., jewelry, gift certificates, jackets, etc.)

Dinners

Sports/theatre/special event tickets

50.1% 332

47.3%

70.3%

156

232

51.8% 171

37.9% 125

Company Count

Yes, global program

Yes, but program varies by country

29.1%

10.6%

96

35

All Companies

Recognition/award program provides for the following non-cash incentives to

First-class air travel or travel clubs 5.2% 17

individual contributor sales personnel

Other 1.8% 6

Percentage of quota a sales representative needs to achieve to qualify

110.7%

Percentage of individual contributor field sales force that qualified for trips or clubs last fiscal year

For companies providing trips or clubs:


Company Count 330

Average % =

16.5%Average % =

171

157

22



© 2021 Aon plc C -

Draws

Companies permitting draws against sales incentives

% Companies

42.6% 266

Company Count

Yes, global program

All Companies - Overall

Draws against sales incentives permitted

Field Sales Positions

24.7% 149

% Cos / # Cos % Cos / # Cos % Cos / # Cos % Cos / # Cos % Cos / # Cos % Cos / # Cos

All Companies - By Position

Yes, at hire

Yes, ongoing after hire

Yes, both at hire and ongoing

No

Draws recoverable or non-recoverable

Recoverable

Non-recoverable

Both

/

2.2% 13/

7.5% 45/

28.5% 177/

2.4% 15/

9.0% 56/

34.2% 212/

3.5% 22/

10.8% 67/

16.6% 50/

1.0% 3/

7.9% 24/

17.1% 69/

1.2% 5/

7.9% 32/

17.4% 74/

1.9% 8/

7.5% 32/

65.7% 397/ 60.0% 372/ 51.5% 319/ 74.5% 225/ 73.8% 298/ 73.2% 311/

34.8% 70/

37.8% 76/

27.4% 55/

34.2% 82/

40.8% 98/

25.0% 60/

32.6% 95/

39.9% 116/

27.5% 80/

33.3% 25/

32.0% 24/

34.7% 26/

35.3% 36/

35.3% 36/

29.4% 30/

34.5% 38/

38.2% 42/

27.3% 30/

Apps/Syst Engrg Positions (on sales incentive plan)

Exec (VP+) Management Indiv Contrib Exec (VP+) Management Indiv Contrib

Yes, but program varies by country 7.2%

50.2%

45

313No

Companies that continue to pay draws to sales personnel out on a Leave of Absence

Yes 28.7%

71.3%

87

216No


Length of draw period for companies permitting draws against sales incentives

Less than 1 month 0.0%

59.4%

0

1801-3 months

4-6 months 22.8%

2.3%

69

77-9 months

10-12 months 5.9%

9.6%

18

29Other

1



© 2021 Aon plc D -

Participant List

10X GENOMICS

8X8

A PLACE FOR MOM

A10 NETWORKS

ABSOLUTE SOFTWARE

ACACIA COMMUNICATIONS

ACCELA

ACCURAY

ACI WORLDWIDE

ACTIAN

ACUTUS MEDICAL

ADAPTIVE BIOTECHNOLOGIES

ADDEPAR

ADMINISTRATIVE SERVICES

ADOBE SYSTEMS

ADVANCED ENERGY INDUSTRIES

ADVANCED MICRO DEVICES

ADVANTEST AMERICA

AFFIRM

AFTERPAY TOUCH

AGILEBITS

AGORA LAB

AKAMAI TECHNOLOGIES

ALARM.COM

ALGOLIA

ALIGN TECHNOLOGY

ALKAMI TECHNOLOGY

ALLEGRO MICROSYSTEMS

ALLIED TELESIS

ALLSCRIPTS

ALTERYX

AMBARELLA

AMBRY GENETICS

AMDOCS

AMPLIENCE

AMPLITUDE

ANALOG DEVICES

ANAPLAN

ANIKA THERAPEUTICS

ANRITSU

APP ANNIE

APPDIRECT

APPEN BUTLER HILL PTY LTD

APPFOLIO

APPIAN

APPLE

APPLIED MATERIALS

APTEAN

APTTUS

ARCTIC WOLF NETWORKS

ARISTA NETWORKS

ARMOR

ARTICULATE GLOBAL

ASCEND LEARNING

ASM INTERNATIONAL

ASML

ASPEN TECHNOLOGY

AT&T

ATHENAHEALTH

ATLASSIAN INC

AUTODESK

AUTOMATTIC

AVAILITY

AVALARA

AVAST SOFTWARE S.R.O.

AVETTA

2



© 2021 Aon plc D -

Participant List

AVIAT NETWORKS

AVID TECHNOLOGY

AVIDXCHANGE

AXCELIS TECHNOLOGIES

AXWAY

BACKBLAZE

BAI COMMUNICATIONS

BECTON DICKINSON

BEHAVOX

BELKIN INTERNATIONAL

BELL CANADA

BIGCOMMERCE

BILL.COM

BIO-RAD LABORATORIES

BIO-TECHNE

BIOCARE MEDICAL

BIOFIRE DIAGNOSTICS

BLACKBAUD

BLACKBERRY LIMITED

BLACKBOARD

BLACKHAWK NETWORK

BLACKLINE

BLEND LABS

BLOOMREACH

BLUE JEANS NETWORK

BMC SOFTWARE

BOX

BRANCH

BRAVURA SOLUTIONS

BROADCOM

BROOKS AUTOMATION - SEMICONDUCTOR AUTOMATION

BRUKER

C3.AI

CADENCE DESIGN SYSTEMS

CALIX

CALYPSO TECHNOLOGY

CANDELA

CANON CANADA

CANON MEDICAL SYSTEMS USA INC

CANON USA

CAPSULETECH

CARBON

CARDINAL HEALTH

CARDIVA MEDICAL

CARDLYTICS

CARTA

CASTLIGHT HEALTH

CELESTICA INTERNATIONAL LP

CENTURYLINK

CERENCE

CERIDIAN HCM

CERNER

CHANGE HEALTHCARE

CHANNELADVISOR

CHARTBOOST

CHECK POINT SOFTWARE TECHNOLOGIES

CHECKR

CIENA

CIKLUM

CIRRUS LOGIC

CISCO SYSTEMS

CITRIX SYSTEMS

CLASSY

CLEVER DEVICES

CLOUDCALL

CLOUDERA

3



© 2021 Aon plc D -

Participant List

CLOUDFLARE

CLOUDINARY

CLOUDREACH EUROPE LTD

COLLECTIVE HEALTH

COLLIBRA

COMET TECHNOLOGIES

COMMSCOPE

CONFLUENT

COOPERSURGICAL

COOPERVISION

COPPERLEAF TECHNOLOGIES

CORELOGIC

COSTAR GROUP

COUCHBASE

COUPA SOFTWARE

COURSERA

CREE

CRITEO

CROWDSTRIKE

CS DISCO

CSG SYSTEMS

CURRICULUM ASSOCIATES

CURVATURE

CYBERARK

D-WAVE SYSTEMS

DASSAULT SYSTEMES

DAT SOLUTIONS

DATABRICKS

DATAIKU

DATAMINR

DATASTAX

DEALERSOCKET

DEEM

DELTA ELECTRONICS AMERICAS

DELTEK

DEPUTY

DEXCOM

DHI GROUP

DIALOG SEMICONDUCTOR

DIEBOLD NIXDORF INC.

DIGI INTERNATIONAL

DIGICERT

DIGITAL GUARDIAN

DILIGENT

DIODES

DISPATCH IT

DNANEXUS

DOCEBO INC

DOCUSIGN

DOLBY LABORATORIES

DOMAINTOOLS

DOMINO DATA LAB

DOTDASH

DRAEGER MEDICAL

DRIFT

DRUVA

DUCK CREEK TECHNOLOGIES

DUDA

DXC TECHNOLOGY

DYSON LTD

EARLY WARNING SERVICES LLC

ECOBEE

EDWARDS LIFESCIENCES

EGAIN

EGGPLANT

EGNYTE

4



© 2021 Aon plc D -

Participant List

ELASTICSEARCH

ELEMENT AI

ENDACE MEASUREMENT SYSTEMS

ENDURANCE INTERNATIONAL GROUP

ENTRUST DATACARD

ENVESTNET

ENVOY

EPICOR SOFTWARE

EPSON AMERICA

EQUINIX

ERICSSON NORTH AMERICA

ESET NORTH AMERICA

ESRI

ESSILOR OF AMERICA

EVENTBRITE

EVERBRIDGE

EVO PAYMENTS

EXABEAM

EXACT SCIENCES

EXPANSE

EXPERIAN NORTH AMERICA

EXTREME NETWORKS

F5 NETWORKS

FIDELITY NATIONAL INFORMATION SERVICES

FIIX

FINANCIALFORCE.COM

FITBIT

FLIPP CORPORATION

FORCEPOINT

FORGEROCK

FORMAGRID DBA AIRTABLE

FORMFACTOR

FOUNDATION MEDICINE

FRAME.IO

FREEAGENT

FRESHBOOKS

FUJITSU EMEA

FUJITSU NETWORK COMMUNICATIONS

FULLSCREEN

GATAN

GENESYS TELECOM LABS

GHOST MANAGEMENT GROUP, LLC DBA WEEDMAPS

GIGAMON

GITHUB

GITLAB INC

GLOBAL HEALTHCARE EXCHANGE

GOCARDLESS

GODADDY.COM

GONG

GOPRO

GRAMMARLY

GRAPHCORE

GREEN DOT

GUARDANT HEALTH

GUIDEWIRE SOFTWARE

GUILD EDUCATION

GUSTO

HARMAN CONNECTED SERVICES

HARMONIC

HASHICORP

HEALTH CATALYST

HEALTH SCHOLARS

HEAP

HERE

HEWLETT-PACKARD ENTERPRISE

HEXAGON PPM

5



© 2021 Aon plc D -

Participant List

HIGHER LOGIC

HIGHSPOT

HILL-ROM HOLDINGS

HITACHI VANTARA

HOLLISTER

HOOTSUITE

HOUZZ

HP INC

HUBSPOT

ICERTIS

ICIMS

IFS NORTH AMERICA

IGEL TECHNOLOGY GMBH

II-VI INCORPORATED

IMAGINATION TECHNOLOGIES LTD

IMPERVA

IMPINJ

INDEED.COM

INFINEON TECHNOLOGIES AG

INFINERA

INFOBLOX

INFORMATICA

INKLING SYSTEMS

INPHI

INSPIRE MEDICAL SYSTEMS INC.

INSULET

INTAPP

INTEL

INTELEPEER

INTERACTIONS

INTERCOM

INTERCONTINENTAL EXCHANGE

INTERMEDIA.NET

INTERSECT ENT

INTERSYSTEMS

INTERVIEWSTREET INCORPORATION DBA HACKERRANK

INTUIT

INTUITIVE SURGICAL

INVISIONAPP

INVOCA

IPC SYSTEMS

IRHYTHM TECHNOLOGIES

IRIDEX

IROBOT

IVALUA

JAMA SOFTWARE

JAMF

JELLYVISION

JENZABAR

JOBVITE

JOHNSON & JOHNSON

JUNIPER NETWORKS

K2

KARL STORZ ENDOSCOPY-AMERICA

KASPERSKY LAB ZAO

KEEPTRUCKIN

KERRIDGE COMMERCIAL SYSTEMS

KEYSIGHT TECHNOLOGIES

KHOROS LLC

KINAXIS

KIOXIA AMERICA INC.

KIRA

KLA CORPORATION

KNOWLES

KOKUSAI ELECTRIC CORP

KONICA MINOLTA BUSINESS SOLUTIONS, U.S.A., INC

6



© 2021 Aon plc D -

Participant List

KYRIBA

LACEWORK

LAIRD CONNECTIVITY

LAIRD PERFORMANCE MATERIALS

LAM RESEARCH

LATTICE SEMICONDUCTOR

LENOVO

LEVER

LIFENET HEALTH

LIMINEX DBA GO GUARDIAN

LINKEDIN

LITTELFUSE

LIVEPERSON

LIVEVOX

LOB.COM

LOGITECH

LOGMEIN

LOOKOUT

LUCID HOLDINGS

LUCID SOFTWARE

LUCIDWORKS

LUMENTUM

LUTRON ELECTRONICS

LYFT

M1 LIMITED

MAGNITE

MALWAREBYTES

MANHATTAN ASSOCIATES

MAPBOX

MARKFORGED

MARQETA

MARVELL SEMICONDUCTOR

MASERGY COMMUNICATIONS

MASIMO

MATHWORKS

MATTSON TECHNOLOGY

MAXIM INTEGRATED PRODUCTS

MAXLINEAR

MAXON COMPUTER GMBH

MCAFEE

MEDALLIA

MEDIAMATH

MEDIATEK

MERCURY SYSTEMS

MESSAGEBIRD

METAPACK

METRICSTREAM

MICRO FOCUS SOFTWARE

MICROCHIP TECHNOLOGY

MICRON TECHNOLOGY

MICROSOFT

MICROVENTION

MIMECAST

MITCHELL INTERNATIONAL

MITEK USA INC.

MITEL NETWORKS CORPORATION

MIXPANEL

MKS INSTRUMENTS

MOBILEIRON

MOLEX

MONSTER WORLDWIDE

MOODYS

MOTOROLA SOLUTIONS

NAGRA USA, LLC

NANOSTRING TECHNOLOGIES

NATERA

7



© 2021 Aon plc D -

Participant List

NAVEX GLOBAL

NCR

NEC CORP OF AMERICA

NEOTRACT

NETAPP

NETCRACKER TECHNOLOGY CORP

NETGEAR

NETSCOUT SYSTEMS

NEUROPACE

NEW RELIC

NEXPERIA

NEXTDOOR

NEXTGEN HEALTHCARE

NEXTHINK SA

NOKIA TECHNOLOGIES OY

NOVOCURE

NTT GLOBAL DATA CENTERS AMERICAS

NUANCE COMMUNICATIONS

NUTANIX

NUVASIVE

NVIDIA

NXP SEMICONDUCTORS

OANDA

OFS FITEL

OKTA

OLYMPUS CORPORATION OF THE AMERICAS

OMADA HEALTH

OMNICELL

OMNIVISION TECHNOLOGIES

ON SEMICONDUCTOR

ONESPAN

ONESTREAM SOFTWARE

ONTO INNOVATION INC.

OPEN SYSTEMS AG

OPEN TEXT

OPTIMIZELY

ORACLE

ORIGAMI RISK

OSISOFT

OUTSYSTEMS

PACIFIC BIOSCIENCES

PAGERDUTY

PALO ALTO NETWORKS

PANASONIC CORPORATION NORTH AMERICA

PANTHEON

PAR TECHNOLOGY CORP

PATREON

PATSNAP PTE LTD

PAX LABS

PAYCOR

PAYLOCITY

PAYPAL

PEGASYSTEMS, INC.

PELOTON INTERACTIVE

PERMUTIVE

PFU AMERICA

PHILIPS HEALTHCARE

PHOCAS SOFTWARE

PHREESIA

PING IDENTITY

PINTEREST

PLEO TECHNOLOGIES A/S

PLEX SYSTEMS

PLURALSIGHT

PODIUM

POLY

8



© 2021 Aon plc D -

Participant List

POWER INTEGRATIONS

PROCEPT BIOROBOTICS

PROCORE

PROGENITY

PROGRESS

PRONTOFORMS

PROOFPOINT

PROS

PSEMI CORPORATION

PUBMATIC

PURE STORAGE

Q2

QAD

QLIK TECHNOLOGIES

QORVO US INC

QUADIENT

QUALCOMM

QUALYS

QUANTUM

QUEST SOFTWARE

QUIDEL

QUMULO

RACKSPACE US INC

RAPID7

REALPAGE

RECEIPT BANK

RECSOLU DBA YELLO

RED HAT

REDDIT

REFINITIV

RENAISSANCE LEARNING

RESIDEO

RESMED

RIBBON COMMUNICATIONS

RICOH USA

RINGCENTRAL

RIPPLE LABS

RISK MANAGEMENT SOLUTIONS

RIVERBED TECHNOLOGY

ROCHE DIAGNOSTICS

ROCHESTER ELECTRONICS

ROCKLEY PHOTONICS

ROHM SEMICONDUCTOR USA

ROKU

ROSETTA STONE

SABRE CORPORATION

SAGE GROUP

SAILPOINT TECHNOLOGIES

SALESFORCE.COM

SALESLOFT

SALSIFY

SAMSARA NETWORKS

SAMSUNG ELECTRONICS CANADA

SAMSUNG SEMICONDUCTOR INC

SCANDIT AG

SEAGATE TECHNOLOGY

SEEK LIMITED

SEKISUI DIAGNOSTICS GROUP

SEMTECH

SENSATA TECHNOLOGIES

SENSEONICS

SENTINELONE

SERVICEMAX

SERVICENOW

SERVICETITAN

SHARETHROUGH

9



© 2021 Aon plc D -

Participant List

SHARP ELECTRONICS CORPORATION

SHENTEL MANAGEMENT COMPANY

SHOPIFY

SHURE

SI-BONE

SIEMENS AG

SIERRA WIRELESS

SILICON LABORATORIES

SILK ROAD MEDICAL

SIMILAR WEB

SINGAPORE TELECOMMUNICATIONS

SIRTEX MEDICAL HOLDINGS

SKYWORKS SOLUTIONS

SLACK TECHNOLOGIES

SMARTSHEET

SMITHS GROUP PLC

SNAP

SNOW SOFTWARE

SNOWFLAKE COMPUTING

SNYK

SOFTWARE AG

SOLARWINDS

SOLID GEAR

SOMALOGIC

SONENDO

SONICWALL

SONOS

SONOVA US CORPORATE SERVICES LLC

SONY CORPORATION OF AMERICA

SOPHOS

SPARTA SYSTEMS

SPIRENT COMMUNICATIONS

SPLUNK

SPOK

SPORTRADAR AG

SPREEDLY

SPRINKLR

SPS COMMERCE

SQUARE

STAAR SURGICAL COMPANY

STARTECH.COM

STMICROELECTRONICS INTERNATIONAL NV

STRATUS TECHNOLOGIES

SUGARCRM

SURMODICS

SURVEY MONKEY

SYNAPTICS

SYNIVERSE TECHNOLOGIES

SYNOPSYS

T-MOBILE

TAIWAN SEMICONDUCTOR MANUFACTURING

TALEND

TANDEM DIABETES CARE

TATA COMMUNICATIONS AMERICA INC

TDK INVENSENSE

TE CONNECTIVITY

TELESIGN

TELUS

TENABLE

TERADATA

TERADICI

TEXAS INSTRUMENTS

THE KNOT WORLDWIDE

THE TRADE DESK

THEMIS SOLUTIONS INC DBA CLIO

THOUGHTSPOT

10



© 2021 Aon plc D -

Participant List

TIBCO SOFTWARE INC

TIVO CORPORATION

TOAST

TOKYO ELECTRON EUROPE LIMITED

TOKYO ELECTRON US HOLDINGS

TOP VICTORY ELECTRONICS - TAIWAN LTD

TOPCON POSITIONING SYSTEMS

TOSHIBA GLOBAL COMMERCE SOLUTIONS

TRACELINK

TRADESHIFT

TRADIFYHQ

TRANSACTION NETWORK SERVICES

TRANSUNION LLC

TRELLISWARE TECHNOLOGIES

TREND MICRO

TRIMBLE

TRINTECH

TRIPWIRE

TRUECAR

TRUELAYER

TSYS

TWILIO

TWITTER

TYK TECHNOLOGIES

TYLER TECHNOLOGIES

UBER TECHNOLOGIES

UIPATH

UMC

UNITY TECHNOLOGIES

US-504`1

USERTESTING

VEECO INSTRUMENTS

VERACYTE

VERIZON BUSINESS

VERIZON COMMUNICATIONS

VERTAFORE

VERTEX

VIASAT

VIAVI SOLUTIONS

VIEWPOINT

VISIER

VMWARE

VOCERA COMMUNICATIONS

VONAGE HOLDINGS CORP

VUNGLE

WANDISCO

WATERS

WESTERN DIGITAL

WEX

WIDEORBIT LLC

WINDSTREAM COMMUNICATIONS

WISETECH GLOBAL

WIX.COM

WORKDAY

WORKIVA

WP ENGINE

WRIKE, INC.

XACTLY

XILINX

XPERI

YARDI SYSTEMS

YELP

YEXT

ZEBRA TECHNOLOGIES

ZERTO

ZIPWHIP

radford global sales survey - sales practices report

Documents