Advice Needed on Performance Incentives for SaaS Market Entry

·Jan 08, 2026 09:11 PM·

hey everyone! I am running a GTM service helping SaaS companies in US/UK launch into ANZ market without hiring local sales team. One issue we are running into is performance incentives misalignment. I have so far declined to work with 3 companies because they want to engage only with 100% commission (pay only when meeting booked or deal closed) - any advice on how to tackle this?

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3 comments

· Sorted by Oldest

Jessie T.
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Start up or scale up? I think SAAS in general is quite broad. Might be worth to narrow down your target. And yes I hear this a lot lately(not yet experienced myself).
Mainul Q.
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Jessie T. I am targeting scaleup company of annual revenue between $20 - $50M, around 200 to 500 employee size
Christian S.
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It's becoming rampant, majorly because of trust, they probably got burnt a few times these companies. This is what I suggest Because of the company size you're targeting, at least you know they have the resources for your service Offer let's say one month Paid trail. The amount should be really insignificant to them in a way they can risk it and significant to you to cover cost of client acquisition. Achieve some sort of fulfillment in 2weeks, a booked meeting or a prospect inquiry, something reassuring Option A complete free Trial ideally 2 weeks that's if you can offer some sort of fulfillment in that time frame, at Most a month. If you're confident of your service and you have a repeatable framework that gets results you would have to go this route. Their ask is justifiable, for companies with revenue you mention it's all about building trust and then results. Nothing else really matters if you can show them you can get the results, they would be willing to.
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Jessie T.
·
·
Start up or scale up? I think SAAS in general is quite broad. Might be worth to narrow down your target. And yes I hear this a lot lately(not yet experienced myself).
Mainul Q.
·
·
Jessie T. I am targeting scaleup company of annual revenue between $20 - $50M, around 200 to 500 employee size
Christian S.
·
·
It's becoming rampant, majorly because of trust, they probably got burnt a few times these companies. This is what I suggest Because of the company size you're targeting, at least you know they have the resources for your service Offer let's say one month Paid trail. The amount should be really insignificant to them in a way they can risk it and significant to you to cover cost of client acquisition. Achieve some sort of fulfillment in 2weeks, a booked meeting or a prospect inquiry, something reassuring Option A complete free Trial ideally 2 weeks that's if you can offer some sort of fulfillment in that time frame, at Most a month. If you're confident of your service and you have a repeatable framework that gets results you would have to go this route. Their ask is justifiable, for companies with revenue you mention it's all about building trust and then results. Nothing else really matters if you can show them you can get the results, they would be willing to.
✅1