Microsoft Corp., Oracle Corp. and IBM—looking tostoke demand for cloud computing services—are said to beshifting incentives for their sales representatives, pushing themto ensure customers become active users over the long haul.

Microsoft in July revamped the way it pays its salesstaff to tie incentives to how much customers actually usecloud-based software—rather than how many sign a contract for cloudservices, according to sales chief Judson Althoff. Oraclehas been rolling out new rewards for at least some employeesthat also are connected to customers' use of its cloud services,according to people familiar with the matter. And InternationalBusiness Machines Corp. in the past year has restructured its cloudsales team and tied compensation more closely to usage, accordingto other people with knowledge of the matter.

Traditionally, companies would ink large software deals based onfactors such as the number of a customer's devices—and notactual subsequent use of the products.

Complete your profile to continue reading and get FREE access to Treasury & Risk, part of your ALM digital membership.

  • Critical Treasury & Risk information including in-depth analysis of treasury and finance best practices, case studies with corporate innovators, informative newsletters, educational webcasts and videos, and resources from industry leaders.
  • Exclusive discounts on ALM and Treasury & Risk events.
  • Access to other award-winning ALM websites including and

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.