A Comp Neutral Model is Best Practice for Marketplace Success - What's your organization's view?

jbm Tackle Employee
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edited March 8 in Cloud Go-To-Market

64% of ISVs we polled have a comp neutral model (up from 54% last year).

When we look at our customer base and see companies struggle to adopt a successful Marketplace motion, or have trouble transacting, the most common underpinning is the lack of a comp neutral model. 

Ensuring sellers aren’t negatively impacted by Marketplace fees is critical. We often times observe a quick uptick in transactions once companies shift to comp neutral. We’ve even helped customers pitch a comp neutral model to their leadership and finance teams. 

I’m curious to learn, if you’re comp neutral, how did you convince your organization to adopt this model? If you’re not comp neutral, what are the blockers you’re facing?