Julio Martínez shared his perspective on how well-designed variable compensation can drive collaboration and company-wide alignment. Drawing on Abacum’s own experience, he explained how linking incentives to a single, shared metric—such as Net New ARR—encourages teams to think beyond their individual functions and work collectively toward growth. Julio emphasized that incentives must be significant enough to motivate (around 20% at Abacum), designed to reward over performance without caps, and withheld when targets aren’t met. This approach, he noted, fosters true accountability and teamwork, rather than token rewards.

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