Kincaid's questions to Paylocity Holding Corp (PCTY) leadership • Q4 2025
Question
An analyst from Citizens Bank asked about the incentive structure for Paylocity's sales representatives, specifically what they are compensated most for selling and how incentives might change with the launch of 'Paylocity for Finance'.
Answer
Executive Chairman Steve Beauchamp explained that sales reps are primarily incentivized by new recurring revenue. For 'Paylocity for Finance,' the model involves the general sales rep referring opportunities to a team of experts and receiving a portion of the commission, creating a strong incentive to cross-sell the high-value offering without changing the core compensation structure.