Day 17 Comp models are ....fun

I have yet to find someone that would do this or any job for free, so we get paid and pay people.  Sales comp is complex but at least there is a line from (sell more) to (Make more).  When we are going to a put technical role, like a developer, you could set up roadmap items and timelines.  Now, I manage a customer-facing, post-sales technical team for a mostly SAAS software.  So the logical thing would be to measure the usage at the point of the request, then measure again at the point of disconnect. What if we resolve a technical hurdle but that just gets them past the POC, but not FULL production.  Then how might you measure it, and when?  Now sales teams have a language for this, Deal size, addressable licence, upside, or even delta of the deal. This exists because we cannot force a person into a deal when they will make zero commission.  How could I force a team member to help a customer that is already fully deployed but not as much performance as they were expecting? Not that I know the answer yet, but it is something I think about normally.....