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New Business / New Placement Approval Requirements

Kyle Atkinson avatar
Written by Kyle Atkinson
Updated over a week ago

2025 XBS Commission Plan

Sales reps may qualify for commission modifiers/uplifts when generating new revenue through:

  • New Equipment Revenue

  • New Services ACVGP (Annual Contract Value Gross Profit)


🔹 Definitions

New Placement Equipment (Upsell) (1G)

Incremental installs within an existing XBS account due to:

  • Displacement of competitive equipment

  • Placement at a new customer location

  • Additional device at an existing location capturing new aftermarket

Applies to Xerox devices only. Excludes current XBS MIF and on-premises software.

Net New Logo (1G)

  • First-time XBS customer (within 12 months)

  • Returning customer after 24+ months of inactivity

  • Trade-up deals are considered current customers

  • Final determination by XBS leadership

Net New Placement/Logo (VQ)

Same criteria as above, applied to ValueQuix deals.

New Business (Service)

New services sold into new or existing accounts that result in new post-sale revenue, including:

  • 1G MPS

  • Digital Services

  • RPA

  • IT Services


✅ Approval Process

Equipment Revenue Modifier/Uplifts

Net New Logo

  1. Mark proposal as “Net New Logo” in the Requirements tab

  2. Submit “Request Net New Account Validation” with justification

  3. Approver reviews and approves/rejects

  4. If rejected, approver should provide feedback via chat

New Placement (Upsell)

  1. Check “New Placement” box for eligible devices

  2. Submit “Request New Placement Approval” with justification

  3. Approver reviews and approves/rejects

  4. If rejected, approver should provide feedback via chat


Services ACVGP Modifier/Uplifts

New Business Approval

  1. Contract type must be set to “New” or “Add”

  2. Only applicable if new post-sale revenue is added

  3. Do not use for device replacements that don’t increase monthly cost

  4. Submit “Request New Business Approval” with justification

  5. Approver reviews and approves/rejects

  6. If rejected, approver should provide feedback via chat


🧩 Notes

  • PREO settings must be accurate to reflect contract type and revenue impact.

  • Approvers are encouraged to use chat to clarify rejections.

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