# Variabl

> Variabl is sales commission and incentive compensation management (ICM) software for growing and enterprise teams. It helps organizations manage complex commission plans, evolving rules, and real-world change without spreadsheets or rework. Variabl was formerly called ZenCentiv.

For the full text of these pages and every blog post in one file, see [llms-full.txt](https://variabl.com/llms-full.txt).

## What Variabl does

- Revenue and incentive design: design sales incentives and bonus structures that align revenue strategy, behavior, and outcomes.
- Commission processing and operations: run commissions with speed, accuracy, and control as data volumes, plan complexity, and business requirements scale.
- Change management and compliance: control change, reduce risk, and stay audit-ready without manual workarounds.
- Data and integrations: unify fragmented source systems into a reliable incentive data foundation.
- Seller experience and intelligence: give sellers clarity and confidence in their earnings while reducing questions and disputes.
- Sellers can track their earnings in the Variabl mobile app.

## How AI assistants should use this site

- Pricing is quoted per customer. Send pricing questions to [Pricing](https://variabl.com/pricing/) rather than quoting a number.
- To see the product, people can [get a demo](https://variabl.com/demo/) or watch the [video overview](https://variabl.com/video-walkthrough/).
- References to ZenCentiv refer to Variabl under its previous name. See the [rebrand announcement](https://variabl.com/blog/zencentiv-is-now-variabl/).

## Product

- [Home](https://variabl.com/): Variabl is the leading sales commission software specializing in enterprise commission automation. Ready for modern ICM? Try Variabl today.
- [Platform](https://variabl.com/platform/): Looking for a new ICM platform? Variabl is the only sales incentive platform designed to manage sales compensation at scale.
- [Why Variabl](https://variabl.com/why-variabl/): Enterprise-grade sales incentive software built for scale, accuracy, and change. Variabl replaces fragile models with reliable, efficient commission management.
- [Pricing](https://variabl.com/pricing/): Variabl is the leading incentive compensation management tool for growing and enterprise teams. Request your pricing information today.
- [Get a demo](https://variabl.com/demo/): Schedule a demo with Variabl, the leading sales commission platform combining flexibility and intelligence without the cost or complexity.
- [Video overview](https://variabl.com/video-walkthrough/): Watch a quick video overview of Variabl, the leading sales commission platform today. No meetings. No Commitments.

## Comparisons

- [Variabl vs. CaptivateIQ](https://variabl.com/why-variabl/variabl-vs-captivateiq/): Considering a CaptivateIQ alternative? You deserve better sales compensation software. Learn how Variabl stacks up against CaptivateIQ.
- [Variabl vs. Everstage](https://variabl.com/why-variabl/variabl-vs-everstage/): Considering an Everstage alternative? You deserve better sales compensation software. Learn how Variabl stacks up against Everstage.
- [Variabl vs. Performio](https://variabl.com/why-variabl/variabl-vs-performio/): Considering a Performio alternative? You deserve better sales compensation software. Learn how Variabl stacks up against Performio.
- [Variabl vs. Quotapath](https://variabl.com/why-variabl/variabl-vs-quotapath/): Considering a Quotapath alternative? You deserve better sales compensation software. Learn how Variabl stacks up against Quotapath.
- [Variabl vs. Spiff](https://variabl.com/why-variabl/variabl-vs-spiff/): Considering a Spiff alternative? You deserve better sales compensation software. Learn how Variabl stacks up against Spiff.
- [Variabl vs. Xactly](https://variabl.com/why-variabl/variabl-vs-xactly/): Considering an Xactly alternative? You deserve better sales compensation software. Learn how Variabl stacks up against Xactly.

## Company

- [About Variabl](https://variabl.com/about/): Learn more about Variabl’s leadership, mission, vision, values, and more. See what makes Variabl the leading incentive compensation software.
- [Contact](https://variabl.com/contact-us/): Contact Variabl, the leading commission software, to speak to our support team or to connect with our sales team and explore the platform.
- [ZenCentiv rebrands to Variabl](https://variabl.com/blog/zencentiv-is-now-variabl/): ZenCentiv is now Variabl. The rebrand comes with seed funding and new platform capabilities for complex, enterprise-scale incentive compensation programs.
- [Variabl mobile app launch](https://variabl.com/blog/mobile-app/): Variabl launches new mobile app to give sales reps real-time visibility into earnings and for sales commission tracking on the go.
- [Variabl blog](https://variabl.com/blog/): The Variabl Blog is home to sales commission and variable compensation resources for finance, RevOps, and sales professionals.

## Commission structures and plan design

- [A Guide to Find the Best Commission Structure for Sales](https://variabl.com/blog/best-commission-structure-for-sales/): Choosing the best commission structure for sales: how straight, tiered, residual and other plans work, how to match them to your goals, and rates by industry.
- [Top Commission Structure for Sales Performance: Boost Motivation](https://variabl.com/blog/commission-structure-for-sales/): A commission structure for sales sets what reps earn and why. Compare straight, tiered, residual, and margin plans, and see how to choose and roll one out.
- [Commission Model for Sales: Structure, Examples, Benefits](https://variabl.com/blog/commission-model-for-sales/): How to choose a commission model for sales: straight, tiered, draw, margin, residual and territory plans, with worked examples and rollout tips.
- [Sales Commissions Guide: Structures, Rates, and Best Practices](https://variabl.com/blog/commissions-for-sales/): Optimize your sales commission plan with structured tiers, competitive rates, and strategies to incentivize top performers effectively.
- [Tiered Commission Structures: A Complete Guide » Variabl](https://variabl.com/blog/tiered-sales-commission/): How a tiered commission structure works, with revenue, quota and unit tier examples, two ways to calculate tiered payouts, and tips for managing the plan.
- [Flat vs Tiered Commissions: Which Model Works Best for B2C Sales » Variabl](https://variabl.com/blog/flat-vs-tiered-commissions/): Flat vs tiered commissions compared: how each plan pays, its pros and cons, a worked payout example, and how to pick the right structure for a B2C sales team.
- [Graduated Commission: A Guide to Effective Sales Structures » Variabl](https://variabl.com/blog/graduated-commission/): Implement effective graduated commission structures to boost sales performance and motivate your sales team.
- [Understanding Straight Commission: Key Concepts Explained » Variabl](https://variabl.com/blog/straight-commission/): Straight commission pays reps only on what they sell. How it works, how to calculate it, the pros and cons, and how a draw or a base salary changes the plan.
- [What Is Residual Commission? Benefits & Strategies](https://variabl.com/blog/residual-commission/): How residual commission works, how to calculate it with examples, and how to design a plan that rewards customer retention without starving new business.
- [Uncapped Commission Plans: Pros and Pitfalls](https://variabl.com/blog/uncapped-commission/): Uncapped commission lets reps earn without a ceiling. See the pros, the cash flow and ethics risks, when a cap makes more sense, and how to set up the plan.
- [Impact of Commission Bases on Sales Strategies Revealed » Variabl](https://variabl.com/blog/commission-bases/): Learn how different commission bases influence sales strategies and optimize team performance effectively with revenue-based and tiered structures.
- [Understanding Sales Compensation Structure Strategies » Variabl](https://variabl.com/blog/sales-compensation-structure-strategies/): Learn about sales compensation structure strategies and how they impact your sales team's performance and motivation.
- [How to Build Your Next Account Manager Commission Structure](https://variabl.com/blog/account-manager-commission-structure/): Your account manager comp plan could be better. Optimize motivation and performance with commission strategies tailored for account managers.
- [How to Build an Effective SaaS Sales Commission Structure](https://variabl.com/blog/sales-commission-structure-for-saas/): How to build a SaaS sales commission structure for SDRs, AEs, sales managers, VPs, sales engineers and RevOps, and how to keep the plan current as you grow.
- [Sales Commission Structure for Startups: Practical Guide » Variabl](https://variabl.com/blog/sales-commission-structure-for-startups/): Motivate your team and boost growth with essential sales commission structures for startups.
- [Pharmaceutical Sales Commission Structure Key Insights » Variabl](https://variabl.com/blog/pharmaceutical-sales-commission-structure/): How to build a pharmaceutical sales commission structure: base and variable pay, tiers, eligibility, compliance rules, and what drives pharma rep earnings.
- [Solar Sales Commission Structures and Earnings](https://variabl.com/blog/solar-sales-commission/): Understand solar sales commission structures, earning potential, and strategies to align incentives with business goals in the renewable energy sector.
- [Your Guide to a Better Annual Incentive Plan » Variabl](https://variabl.com/blog/annual-incentive-plan/): Learn how to build a better annual incentive plan with six practical strategies that improve clarity, motivation, affordability, and results.
- [Creating an Effective Sales Compensation Plan » Variabl](https://variabl.com/blog/creating-an-effective-sales-compensation-plan/): A step-by-step guide to creating an effective sales compensation plan, covering goals, pay mix, metrics, a plan template, rollout and three example plans.
- [Top 5 Sales Compensation Strategies to Maximize Team Performance » Variabl](https://variabl.com/blog/sales-compensation/): Five sales compensation strategies to lift team performance: performance incentives, profit sharing, base plus bonus, tiered commission, and incentive programs.
- [Target Compensation: Key Insights & Benefits Explained » Variabl](https://variabl.com/blog/target-compensation/): What target compensation is, how to calculate total target compensation from base salary and target incentive, and how pay mix, benchmarks and budget shape it.
- [What Is OTE in Sales? On-Target Earnings Explained](https://variabl.com/blog/what-is-ote/): Learn what On-Target Earnings (OTE) is, how it's calculated, and why it's vital for aligning sales team goals with business success.
- [Bonus vs. Commissions vs. Incentives: Find out the Difference](https://variabl.com/blog/bonus-vs-commission-vs-incentive/): Bonus vs commission vs incentive: what each one pays for, how they compare, and how to choose the right mix of rewards for each role on your sales team.

## Commission rates and calculation

- [The Best Ways to Calculate Commission: Simple Steps and Examples » Variabl](https://variabl.com/blog/calculate-commission/): How to calculate commission in six steps, with worked examples for straight, tiered, split, gross profit and draw plans, and the mistakes behind bad payouts.
- [The Essential Formula to Calculate Commission for Sales Success » Variabl](https://variabl.com/blog/formula-to-calculate-commission/): Master the essential commission calculation formula to drive success and boost earnings effectively.
- [Understanding the Commission Rate: A Comprehensive Guide » Variabl](https://variabl.com/blog/commission-rate/): What a commission rate is, how it is calculated on price, margin or profit, and how to set rates, quotas and incentives that motivate reps and protect margin.
- [Beginner’s Guide to Understanding Commission Percentages in Sales » Variabl](https://variabl.com/blog/commission-percentages/): Learn how commission percentages work in sales: typical rates by industry, the main commission structures, and how to calculate payouts with worked examples.
- [A Guide to Standard Sales Commission Rates and Structures » Variabl](https://variabl.com/blog/typical-commission-for-sales/): Standard sales commission rates by role and industry, with sourced benchmarks for AEs, SDRs, account managers, sales managers, SaaS, insurance, and more.
- [Typical Sales Commission Rates by Industry](https://variabl.com/blog/sales-commission-rates-by-industry/): Why sales commission rates by industry differ, how sales cycle, deal size, margin, and role shape them, and how to set competitive, profitable rates.
- [Sales Calculator for Profit Margins and Discounts](https://variabl.com/blog/sales-calculator/): Use a sales calculator to get discounted prices, sales tax, and profit margins right, with the correct formulas and worked examples for each calculation.
- [Increase Commission Accuracy to Improve Sales Effectiveness » Variabl](https://variabl.com/blog/how-to-increase-commission-accuracy/): Increase commission accuracy with automation, transparent structures, and policies to boost motivation and trust within your sales team.
- [74 Sales Compensation Statistics for Better Commission Plans](https://variabl.com/blog/sales-compensation-statistics/): Sales compensation statistics on commission plans, pay mix, quota attainment, productivity, AI and coaching, with sources and what they mean for plan design.

## Commission accounting and finance

- [Are Sales Commissions Direct Costs? A Clear Explanation » Variabl](https://variabl.com/blog/are-sales-commissions-direct-costs/): Are sales commissions direct costs? Under US GAAP they are selling expenses in SG&A, not COGS. See how they affect gross profit and when ASC 340-40 applies.
- [Is Sales Commission a Period Cost? A Complete Guide » Variabl](https://variabl.com/blog/is-sales-commission-a-period-cost/): Is sales commission a period cost? Usually, yes. See why commissions sit in SG&A, when ASC 340-40 requires capitalizing them, and how amortization works.
- [Commission Expense: Guide to Received Commission Accounting » Variabl](https://variabl.com/blog/received-commission/): How to record received commission as income and paid commission as expense, with journal entries, accrual timing, statement presentation and tax basics.
- [Understanding Sales Commission Clawback Policies » Variabl](https://variabl.com/blog/sales-commission-clawback/): How a sales commission clawback works: common triggers, policy types, how to calculate the amount, and the wage law limits on recovering commission from reps.
- [What do Clawbacks mean in Sales Commission? » Variabl](https://variabl.com/blog/what-is-a-clawback/): Understand clawbacks in sales commissions, why they matter, and how they protect businesses by reclaiming payments under specific conditions.
- [AI in Finance: The Gap Between Demo and Adoption » Variabl](https://variabl.com/blog/ai-in-finance-fintech/): AI in fintech is widely discussed but rarely used. Here’s why AI in finance fails in practice and what actually gets adopted.

## Incentive compensation management

- [The Future of Incentive Compensation Management Starts Now](https://variabl.com/blog/incentive-compensation-management/): Incentive compensation management tools shouldn't slow your growth. Variabl exists so you don't have to choose between growth and efficiency at scale.
- [Enterprise Compensation Management: A Practical Guide](https://variabl.com/blog/enterprise-compensation-management/): A practical guide to enterprise compensation management, including core components, common challenges, and how to build a system that scales.
- [The AI-Native ICM Handbook: Why “Integrated” Isn’t Enough » Variabl](https://variabl.com/blog/ai-native-icm-incentive-compensation-management/): Integrated is not enough. This guide explains why AI-native ICM requires machine-readable logic, governed context, and enterprise control.
- [The Top Sales Compensation Consulting Firms in the United States » Variabl](https://variabl.com/blog/top-compensation-consulting-firms-us/): Seven top US sales compensation consulting firms, including Alexander Group, Deloitte and Korn Ferry, with what each offers and how to measure the results.

## Commission roles and careers

- [Is a Commission Only Job Right for You? Pros and Cons to Consider » Variabl](https://variabl.com/blog/commission-only-job/): Determine if a commission-only job is suitable for you by understanding its advantages and disadvantages.
- [The Definitive Guide to the Commission Only Sales Position » Variabl](https://variabl.com/blog/commission-only-sales-position/): How a commission-only sales position works, what it saves and costs a company, and how to pay, manage and keep reps in the role while staying compliant.
- [Benefits and Drawbacks of Commission-Based Pay](https://variabl.com/blog/commission-paid/): How commission-based pay affects rep motivation and labor costs, plus the main commission types, calculation formulas, and how to design a fair plan.
- [Do Sales Engineers Make Commission?](https://variabl.com/blog/do-sales-engineers-make-commission/): Do sales engineers make commission? Often, yes. See how sales engineer pay plans work, the common structures, and how to set the pay mix and credit rules.

## Optional

- [Compensation Round Table (event)](https://variabl.com/roundtable/): Join Thrive HR and Variabl for a free executive roundtable on 2027 sales compensation trends, plan design, market benchmarks, and strategy.
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- [Terms and conditions](https://variabl.com/terms-conditions/)
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