D
Duress · FY27

Commission calculator

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FY27 commission calculator

Build a deal and see who earns what

FY27 locked
Deal builder
📱
APP
$204 / lic / yr
🦅
FALCON
$384 / lic / yr
🔭
EAGLE
$455 / lic / yr
100 = $38,400 SW ACV
SW ACV = licences × $384 / lic (FALCON, AU weighted avg)
$ /device
= $50,000 HW total
Total HW = devices × $/device. No multi-year multiplier.
M2M
1 yr
2 yr
3 yr
4 yr
5 yr
Self-sourced / outbound
Logged in HubSpot at deal creation. Earns 15% instead of 10%.
Reseller / channel deal
Commission halved on all components.
$375,000 Chanel $375k · Jess / Miles / Lachlan $175k
$250,000 67% of quota
Deal summary
$38,400
SW ACV
$0
HW
$42,240
TCV
1.1×
Multiplier
Who earns what
Account executive $0
Customer success $0
Accelerator status
Commission structure reference
Base rates
Software ACV: 10%
Hardware: 10% (no multiplier)
Self-sourced: 15%
Reseller deal: 50% of above
Multi-year multipliers
M2M 1.0× · 1yr 1.1×
2yr 1.2× · 3yr 1.3×
4yr 1.4× · 5yr 1.5×
No multiplier on hardware
Accelerators (quarterly)
0–100% quota: base rate
100–110%: 1.5× base
110–120%: 2.0× base
120%+: 2.5× base
CS ownership tiers
Flat renewal: 4% of ARR
Small expansion ≤$50k: 8%
Large expansion >$50k: 1.5% sourcing fee
M2M → annual: 12% of uplift
Land window
AE retains expansion rights for 12 months from close. After that, ownership follows deal size and complexity.
Pre-close split letter
Required on deals >$1M TCV.
Default: 60% originator / 40% contributor. No letter = held in RevOps.
FY26 production under the new FY27 structure
What would each rep have earned in FY26 if the new structure had been in place? SW ACV derived from invoiced TCV ÷ contract term. Multi-year multipliers applied per deal. Accelerators excluded — applying quarterly quotas to prior-year production would be misleading. Source: Duress Group Deals Detail Jul 2025 – Jun 2026 (interim to 26 Jun 2026).
Rep Deals FY26 TCV SW ACV (derived) FY26 actual comm New structure comm Delta
Chanel Kaczmarek 219 $1,580k $955k $53k $111k +$58k
Adam Gergis (UK) 13 $2,067k $509k — $71k —
Lachlan Papley 68 $301k $146k $0 $18k +$18k
Jessica Lithoxoidis (ramping Feb '26) 13 $14k $13k $0 $1.5k +$1.5k
Miles Jones (ramping Feb '26) 8 $18k $9k $0 $1k +$1k
Active reps only. Karl (equity, no commission), Peter/Bradley/Fed excluded. $4,097k $1,632k $53k $203k +$77k
Chanel +$58k
Old structure earned $53k on $1.58M TCV (8% above $912k target, capped $75k). New structure: $111k on $955k SW ACV — no threshold, no cap, multipliers applied. Her actual numbers are already above her FY27 commit.
Lachlan structural fix
Earned $0 in FY26 under the old TCV-threshold structure despite closing 68 deals. New structure pays from $0 — every deal earns, which changes the incentive from quarter-end sandbagging to pipeline velocity.
Adam — AUD proxy
$2.07M TCV includes OCS Group (£975k, 5yr) converted to AUD. Old structure was a separate GBP-based agreement — not directly comparable. New structure shows $71k on AUD-equivalent ACV with 1.5× OCS multiplier.
Accelerator upside not modelled
Applying FY27 quarterly quotas to FY26 production would be misleading. If Chanel's FY26 production ($955k ACV) were spread evenly across quarters vs a $587k/quarter quota, she'd hit the 100% threshold in Q1 and run 1.5–2× accelerator in Q2–Q4 — materially higher than $111k.
NRR industry benchmarks
Net Revenue Retention = (Starting ARR + Expansion − Contraction − Churn) ÷ Starting ARR. Measures how much the existing book grows or shrinks independent of new logo sales. Sources: SaaStr, KeyBanc SaaS Survey, Bessemer BVP Cloud Index (2024/25 benchmarks).
NRR band Rating Typical profile
130%+ World-class Snowflake, Twilio — consumption-model or deep platform expansion
120–130% Best-in-class Enterprise SaaS with strong expansion motion and low churn
110–120% Strong Mid-market SaaS — growing book, controlled churn. Duress target zone.
100–110% Median SMB-weighted books — common, not alarming; expansion offsets modest churn
<100% Contracting Net churn — book shrinks without new logos. Structurally unsustainable.
Duress expansion signal
Expansion ARR ($3.18M) already exceeds new logo ARR ($2.06M) — the land-and-expand engine is working. The NRR risk is on the contraction side: $1.5M ARR sits on expired contracts with no current paper.
The renewal paper gap
21% of contracts formally renewed within 90 days; 79% roll without paper. Those count as at-risk in strict NRR accounting. Getting current paper on rollover customers is the single biggest NRR lever.
Realistic target
SMB-weighted safety/B2B verticals at Duress's customer profile: 105% NRR is the team gate; 108% individual target leaves headroom. Best-in-class comparable books run 112–118%.
What moves the number
1. Renewal paper on rollover customers. 2. Expansion tiers in CS comp (8% small / 1.5% sourcing fee large). 3. Contraction monitoring — 1,594 degraded licences is the leading indicator to track monthly.