3-day payouts. 60 comp plans. Zero shadow accounting.

We hired a RevOps team to fix commissions and found ourselves still reviewing them in Finance every cycle. Visdum ended that. The number in Salesforce is the number the rep sees, the number the plan pays out, and the number that lands in NetSuite. One number, four teams, three days.

Yati Agarwal — CFO, Sirion

01 · The company‍

‍Sirion, at the moment the back-office started to strain

Sirion is the global leader in AI-powered enterprise contract lifecycle management. Its platform manages over 5 million contracts worth more than $450 billion across 70+ countries, backed by investors including Tiger Global and Peak XV. Enterprise finance leaders know the name because Sirion sits inside the workflows that touch their largest agreements.

But the part of Sirion's story that matters to a finance leader isn't the scale it reached; it's the speed it got there. In the twelve months after its extended Series C, Sirion's sales team went from roughly 10 people to more than 75, split across Pre-Sales, Sales, Inside Sales, and Alliances, and stretched across time zones by a growing offshore team. That's the moment most finance teams recognise: the business is winning, and the back-office systems that worked fine at 10 reps quietly stop working at 75.

02 · The trigger

Four sales teams, one breaking spreadsheet

For Sirion, commissions broke first. Four verticals meant four different plan logics, and the offshore team layered on harder computation and distribution. Every cycle, someone in Finance exported closed-won opportunities from Salesforce, matched them against invoice and payment data from NetSuite, then re-imported both into individual spreadsheets before reconciling by hand. Because CRM and ERP data never translated cleanly into those sheets, reps couldn't see how their numbers were built.

The scale of what Finance and RevOps were absorbing every cycle:

So reps did what reps always do when they can't trust the statement: they kept their own. Shadow accounting spread across the floor. Some managers were maintaining personal tracking spreadsheets for their team's earnings, cross-referencing them against Finance's numbers when disputes arose. Annual targets and quarterly payouts ran through the same fragile shared sheets, and the comp plan grew opaque to the very people it was meant to motivate. Sirion had hired a RevOps team to fix exactly this, but reconciliation and calculation kept landing back on Finance.

03 · The evaluation

What Sirion looked for in a commission system

Sirion wasn't shopping for a better spreadsheet. They wanted a system that could keep evolving as the team kept growing, one transparent enough to end the shadow accounting for good, and one that could sit natively on top of both Salesforce and NetSuite without adding another manual reconciliation step.

04 · The decision

The verdict

The published reasoning: What settled the decision wasn't a demo; it was proof. During evaluation, Sirion loaded their own plans and Q2 data into Visdum and watched payouts calculate correctly against numbers Finance had already validated. Visdum's native integration with both Salesforce and NetSuite closed the loop that had forced all the manual exporting. Every calculation traced back to the source opportunity in Salesforce and the source invoice in NetSuite. Reps, managers, Finance, and RevOps could all see the same number, built from the same data, at the same time.

05 · The implementation

From Q2 evaluation to Q3 go-live

Implementation ran through Q3 2022. The Salesforce integration authenticated in a session, opportunity data and team credit splits flowing from Salesforce Opportunity Splits directly into Visdum without remapping. The NetSuite integration followed the same pattern: invoice posting and payment events syncing on a defined cadence, so commissions triggered when invoices were paid, not when opportunities were closed.

The heavier lift was plan configuration. 60+ variations across four verticals meant Sirion's RevOps team spent the bulk of implementation modeling plan logic in Visdum's rule builder, versioning plans by effective date, and validating each configuration against historical payout data.

The honest moment: The first parallel run surfaced discrepancies. Not in Visdum's math, but in the shadow spreadsheets. Several plan interpretations that had drifted between managers, corrected quietly cycle after cycle, showed up as differences when Visdum applied the documented plan consistently. Sirion used the parallel run to reconcile those interpretations back to one authoritative version. By the time Q3 payouts ran through Visdum for the first time, every plan variation had a single, documented, versioned source of truth.

06 · What success looks like

Growth the comp process can keep up with

Today Sirion runs its entire commission process for 75+ reps on Visdum. 60+ unique plan variations across four teams and multiple geographies, all synced to Salesforce and NetSuite so Finance and RevOps stop chasing bad data. Payout runs dropped from 15 days to 3. The 12-day reduction gave back roughly 60 hours per cycle across Finance and RevOps combined, hours that had previously been spent exporting, matching, reconciling, and correcting.

Every rep, manager, and admin gets their own login and 100% visibility into their plan, confidential where it needs to be, transparent everywhere it matters. The built-in query chatbot cut comp-question resolution from weeks to 48 hours and keeps every answer in one place, so Sales, RevOps, and Finance stay in sync. Shadow accounting stopped. Not because it was banned, but because reps could trace every dollar of their statement back to a specific Salesforce opportunity and a specific NetSuite invoice.

"Two things happened after we went live. First, the commission line on our P&L became forecastable in a way it hadn't been before, because plan logic and invoice data were finally connected. Second, the number of commission-related questions arriving at Finance dropped to almost zero. That second one is what I really measure. It means the system is working."

Yati Agarwal, CFO, Sirion

Because reps now use the deal estimator to forecast their own pipeline and pay, CRM hygiene improved on its own. The numbers they're paid on are the numbers they keep clean. The sales team scaled 7×. The payout process got shorter. That's the test every growing finance team should hold a commission tool to.

07 · Advice to peers

Three questions, answered by the person who made the call

When should a finance leader stop treating commissions as a spreadsheet problem?

The moment you're maintaining multiple plan versions across managers, or the moment reps start keeping their own numbers, whichever comes first. Both are signals that the system of record has broken, even if the payouts are still landing. By the time Finance is spending more than a few days per cycle reconciling, the operational cost is already higher than the software cost. What we didn't see coming was the trust cost. Reps who kept shadow spreadsheets for a year didn't stop keeping them the day the payouts became accurate. It took two clean cycles for that behavior to unwind.

What should teams look for in a commission system beyond the calculation engine?

Integration depth is the thing most teams underweight. Any tool can run the math once the data lands cleanly. The difference is whether the data lands cleanly automatically or whether someone in Finance is still moving CSVs. We evaluated tools that claimed Salesforce and NetSuite integration and turned out to mean "we can import a CSV export from each." Native integration means the calculation happens on live data from both systems without a human step in between. That's what makes the payout cycle drop from 15 days to 3.

What surprised you most about the outcome?

How much time went back into strategic work. When 60 hours per cycle stopped being spent on reconciliation, RevOps got its actual job back. Territory design, quota setting, plan iteration. The work Finance hired us to do in the first place. The commission system wasn't just faster; it freed the team to focus on the reasons the plans were designed the way they were.