Apply / Commission Structures / Bonus Layers
Kicker
A rate bump or fixed bonus layered on top of the standard plan to drive a specific outcome.
Bonus Layers
Beginner
How it works
A kicker is an extra rate boost or one-time bonus on a recurring plan that doesn't change the base mechanics. Common kickers: multi-year contract kicker, new-logo kicker, large-deal kicker. Often used in the form 'normal rate plus 2 percentage points if X is true'.
Formula
Commission = (base_rate + kicker_rate) x revenue (when condition met)
Worked example
Example. Base rate 10%. 2% kicker on multi-year contracts. A 3-year, $100K ACV deal earns 12% x $100K = $12K instead of $10K.
Pros & cons
Pros
- Drives strategic behavior without rebuilding the plan
- Easy to communicate
- Reversible if it doesn't work
Cons
- Adds plan complexity
- Requires data on the kicker condition
- Risk of overcomplicating top of rate card
Best for
- Multi-year contract incentives
- Strategic product mix
- New logo focus periods