Microsoft, Oracle, IBM Are Said to Alter Pay to Push Cloud Sales

(Bloomberg) — Microsoft Corp., Oracle Corp. and IBM — looking to stoke demand for cloud computing services — are said to be shifting incentives for their sales representatives, pushing them to ensure customers become active users over the long haul.

Microsoft in July revamped the way it pays its sales staff to tie incentives to how much customers actually use cloud-based software — rather than how many sign a contract for cloud services, according to sales chief Judson…

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