{"id":114706,"date":"2025-08-14T12:55:19","date_gmt":"2025-08-14T10:55:19","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/?p=114706"},"modified":"2025-08-28T15:28:15","modified_gmt":"2025-08-28T13:28:15","slug":"come-evolve-il-sistema-incentivante-nella-subscription-economy","status":"publish","type":"post","link":"https:\/\/www.akeron.com\/vulki\/come-evolve-il-sistema-incentivante-nella-subscription-economy\/","title":{"rendered":"Come evolvono i sistemi di Sales Incentives nella Subscription Economy"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"114706\" class=\"elementor elementor-114706\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-80b442e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"80b442e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-980babd\" data-id=\"980babd\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-44c1ee8 elementor-widget elementor-widget-text-editor\" data-id=\"44c1ee8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><span class=\"TextRun SCXW181531655 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW181531655 BCX8\">Nell\u2019era della <\/span><\/span><span class=\"TextRun SCXW181531655 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW181531655 BCX8\">Subscription Economy<\/span><\/span><span class=\"TextRun SCXW181531655 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW181531655 BCX8\">, i modelli tradizionali di sales incentive mostrano i loro limiti. La customer <\/span><span class=\"NormalTextRun SpellingErrorV2Themed SCXW181531655 BCX8\">experience<\/span><span class=\"NormalTextRun SCXW181531655 BCX8\"> non si esaurisce con la firma di un contratto: il valore si distribuisce nel tempo, lungo un percorso di relazione, fidelizzazione e crescita dell\u2019account. Per questo le imprese sono chiamate a <\/span><\/span><span class=\"TextRun SCXW181531655 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW181531655 BCX8\">ripensare la Sales <\/span><span class=\"NormalTextRun SpellingErrorV2Themed SCXW181531655 BCX8\">Compensation<\/span><\/span><span class=\"TextRun SCXW181531655 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW181531655 BCX8\">, passando da logiche transazionali a sistemi che premiano la qualit\u00e0 e la sostenibilit\u00e0 della relazione commerciale.<\/span><\/span><span class=\"EOP SCXW181531655 BCX8\" data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559685&quot;:720,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p><h3 aria-level=\"2\"><b><span data-contrast=\"none\">Dal one-shot alla relazione continuativa<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;134245418&quot;:true,&quot;134245529&quot;:true,&quot;335559685&quot;:720,&quot;335559738&quot;:299,&quot;335559739&quot;:299}\">\u00a0<\/span><\/h3><p><span data-contrast=\"auto\">Nel modello tradizionale, la vendita era un evento puntuale: il venditore riceveva una commissione una tantum. Oggi, invece, l\u2019engagement con il cliente si sviluppa lungo tutto il ciclo di vita: dall\u2019acquisizione al rinnovo, dall\u2019adozione all\u2019espansione. Gli incentivi devono riflettere questa trasformazione.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p><p aria-level=\"3\"><b><span data-contrast=\"none\">Nuove direttrici di incentivazione:<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;134245418&quot;:true,&quot;134245529&quot;:true,&quot;335559738&quot;:281,&quot;335559739&quot;:281}\">\u00a0<\/span><\/p><ul><li><b><span data-contrast=\"auto\">Commissioni ricorrenti<\/span><\/b><span data-contrast=\"auto\"> basate su metriche come Annual Contract Value (ACV) e retention.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/li><li><b><span data-contrast=\"auto\">Premi legati al Customer Lifetime Value (CLV)<\/span><\/b><span data-contrast=\"auto\">, che valorizzano la durata e il valore complessivo della relazione.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/li><li><b><span data-contrast=\"auto\">Focus sulla qualit\u00e0<\/span><\/b><span data-contrast=\"auto\">: incentivi orientati alla riduzione del churn e alla selezione di clienti con alto potenziale di rinnovo.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<br \/><\/span><\/li><\/ul><h3 aria-level=\"2\"><b><span data-contrast=\"none\">Oltre la vendita: collaborazione e crescita dell\u2019account<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;134245418&quot;:true,&quot;134245529&quot;:true,&quot;335559738&quot;:299,&quot;335559739&quot;:299}\">\u00a0<\/span><\/h3><p><span data-contrast=\"auto\">In un modello \u201cas-a-service\u201d, il successo non dipende solo dalla chiusura della vendita iniziale, ma dalla capacit\u00e0 di generare <\/span><b><span data-contrast=\"auto\">upsell, cross-sell e rinnovi<\/span><\/b><span data-contrast=\"auto\">. Per questo i sistemi di Sales Compensation devono incentivare anche il lavoro congiunto tra Sales e Customer Success, riconoscendo il valore del supporto post-vendita e della collaborazione cross-funzionale.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p><h3 aria-level=\"2\"><b><span data-contrast=\"none\">Omnicanalit\u00e0 e complessit\u00e0 della vendita moderna<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;134245418&quot;:true,&quot;134245529&quot;:true,&quot;335559738&quot;:299,&quot;335559739&quot;:299}\">\u00a0<\/span><\/h3><p><span data-contrast=\"auto\">Il cliente oggi interagisce con i brand su pi\u00f9 touchpoint, spesso in modo non lineare: prova in negozio, acquista online, riceve assistenza via call center. Questo scenario richiede modelli di incentivazione in grado di gestire:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p><ul><li><b><span data-contrast=\"auto\">Multitouch attribution<\/span><\/b><span data-contrast=\"auto\">, che riconosca i contributi di ogni fase e funzione lungo il customer journey.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/li><li><b><span data-contrast=\"auto\">KPI integrati e tracciamento avanzato<\/span><\/b><span data-contrast=\"auto\">, con dati provenienti da CRM, e-commerce, POS, customer service e marketing automation.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/li><li><b><span data-contrast=\"auto\">Gestione equa dei canali<\/span><\/b><span data-contrast=\"auto\">, grazie a modelli di revenue sharing o compensation pool per ridurre i conflitti tra vendite dirette e indirette.<\/span><p>\u00a0<\/p><\/li><\/ul><h3 aria-level=\"2\"><b><span data-contrast=\"none\">Verso un modello di Sales Compensation efficace<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;134245418&quot;:true,&quot;134245529&quot;:true,&quot;335559738&quot;:299,&quot;335559739&quot;:299}\">\u00a0<\/span><\/h3><p><span data-contrast=\"auto\">In sintesi, per essere realmente competitivo nella Subscription Economy, un sistema di Sales Incentive deve:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p><ul><li><span data-contrast=\"auto\">Premiare l\u2019acquisizione sostenibile e la retention;<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/li><li><span data-contrast=\"auto\">Integrare i dati lungo l\u2019intero journey;<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/li><li><span data-contrast=\"auto\">Bilanciare gli incentivi tra canali e team;<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/li><li><span data-contrast=\"auto\">Valorizzare la relazione nel tempo, non solo la prima vendita.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<br \/><br \/><\/span><\/li><\/ul><p><span data-contrast=\"auto\">La Subscription Economy non richiede solo un cambiamento nelle metriche, ma una <\/span><b><span data-contrast=\"auto\">nuova mentalit\u00e0 di compensation<\/span><\/b><span data-contrast=\"auto\">: orientata al valore continuo, alla collaborazione e alla crescita del cliente.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335559738&quot;:240,&quot;335559739&quot;:240}\">\u00a0<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1f88b52 elementor-widget elementor-widget-spacer\" data-id=\"1f88b52\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! 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elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">Vuoi saperne di pi\u00f9?<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5c1ca9f elementor-widget elementor-widget-spacer\" data-id=\"5c1ca9f\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1d97cf3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1d97cf3\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-3a9b643\" data-id=\"3a9b643\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b3a8a9d elementor-widget elementor-widget-image\" data-id=\"b3a8a9d\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! 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La customer experience non si esaurisce con la firma di un contratto: il valore si distribuisce nel tempo, lungo un percorso di relazione, fidelizzazione e crescita dell\u2019account. Per questo le imprese sono chiamate a ripensare la Sales Compensation, passando da logiche [&hellip;]<\/p>\n","protected":false},"author":5,"featured_media":115605,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[285],"tags":[],"post_folder":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Come evolvono i sistemi di Sales Incentives nella Subscription Economy - Vulki Software Platform<\/title>\n<meta name=\"description\" content=\"La Subscription Economy non richiede solo un cambiamento nelle metriche, ma una nuova mentalit\u00e0 di compensation.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.akeron.com\/vulki\/come-evolve-il-sistema-incentivante-nella-subscription-economy\/\" \/>\n<meta property=\"og:locale\" content=\"it_IT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Come evolvono i sistemi di Sales Incentives nella Subscription Economy - 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