Case Study

Dedrone fosters greater team trust with transparent and accurate commissions.

San Francisco, CA
Information Technology
Hours saved per month
Errors from miscalculations


Bo Du is a senior sales operations manager at Dedrone, which has sales teams in the U.S., Europe, and the Middle East. When asked to describe what it was like to calculate and distribute sales commissions before implementing CaptivateIQ, he used the following adjectives:

Cumbersome, confusing, error-prone

In Q1 of 2020, Bo spent at least 20 hours over the course of 2 weeks poring over spreadsheets.

It was a very manual process completely based on Excel. I knew it would not scale efficiently.


Hoping to find a more efficient solution, Bo explored three sales commissions platform companies, including CaptivateIQ.

I would describe the CaptivateIQ team as proactive, professional, and adaptive. CaptivateIQ was very impressive in terms of being able to customize their platform to our needs. We actually changed our mind about implementation quite a few times, and [they] were very open to changes and helped create a solution to fit our requirements.

After implementing CaptivateIQ, Bo decided to give the platform a spin using the previous quarter’s data. The results?


We actually re-ran our data on CaptivateIQ for Q1 after we implemented the solution to see if we had made any errors, and we were able to correct previous erroneous payments. We found that some sales reps had been mistakenly underpaid.

This is a common problem for many companies that still rely on multiple linked spreadsheets and manual calculations. In fact, studies have found that 88% of spreadsheets contain errors.


If you’re a leader of any organization, you know how important it is for multiple stakeholders to feel comfortable with and excited about a new solution. That’s why we designed CaptivateIQ to be intuitive and easy for anyone to use.

Very specifically, our accounting team says CaptivateIQ is very user-friendly. It speaks volume because anything can be user-friendly after 6 months if you just get used to it. But one of our accountants had just downloaded data from CaptivateIQ for the first time and she was very happy about how easy it was after just her first time using it.


Additionally, Bo notes that with CaptivateIQ, there is a stronger sense of trust among the Dedrone team because of the increased transparency.

It definitely creates a sense of trust. Before I implemented this, reps complained they didn’t know how they were getting paid and some people didn’t even know what their compensation structure was! Now, they have clear metrics and they can see what their percentage goals or quotas are and how they’re getting paid.


So, what does Dedrone’s sales commissions management look like today with CaptivateIQ?

Accurate, efficient, transparent

We’re thrilled to have been able to help Bo and his teammates manage their sales commissions more efficiently, effectively, and in a way that engenders more trust and transparency. If you’re like Bo and looking for a solution that saves hundreds of hours a year and brings teams closer together, let us know