[iseletsk]

I think there are two conversations going on at the same time. One is "per project" fee, where charging less upfront to charge more later on is just ... wrong. I don't think the article is about that case.

Yet, in SaaS world, when you sell per seat to a large company, you can either: 1. get a small deal / a few seats, and then expand (because your product is great) 2. try to land as big of a deal as possible from the get go.

The typical sales comp structure is forcing salespeople to go for #2, as they don't get as much money for expansion. My understanding is that the article is arguing for changing the comp structure to make #1 as exciting as #2 for the sales person. And that is the whole point. The chances to get the deal, and time to get the deal when sales person goes for #1 are much better than in case #2. IMHO: Makes a lot of sense.