Articles by Kevin Cohn
How to Structure Executive CompensationKevin provides a framework for structuring executive compensation across every function: • On-Target Earnings • Base/Variable Split • Plan Goals • Measurement Period • Payout Frequency • Decelerators & Floors; Accelerators & Caps
- How Should You Charge for Your Software?
Kevin provides a case study of a pricing change he made that increased ASP and revenue retention, but was difficult for his sales team to explain to customers. Kevin then came up with a new framework for pricing change decisions that incorporates the buyer's experience.