Compensation

SHORT TERM BONUS

(STB) 2023
Published by Globant Press, ©2023,
GLOBANT CONFIDENTIAL & PROPRIETARY
Compensation

Agenda
● STB Philosophy

● Eligibility for STB

● General Definitions

● KPIs Definition & Calculation

● Terms and Conditions

Compensation

STB
Philosophy
 Compensation

STB Philosophy

● Strengthen the company’s values and culture.

● Foster employee development.

● Reinforce our business strategy.

● Pay for performance and results achievement

Compensation

STB is a form of
●
Globant Total Target Compensation (TTC)
variable pay tied to
Company & Personal
Performance
Short Term Bonus
(Target Incentive = % of base pay)
● Incentive Target % is
defined as a % of Total Target
Compensation
Annual Base Salary
Base Pay
● Position & Seniority
will determine the
Incentive Target %
Compensation

Eligibility
for STB
Compensation
Compensation

Eligibility Criteria
General Criteria:

● All Globers holding the positions defined in this handbook, between January 1, 2023,
and December 31, 2023 (the plan period).
● Both, full & part-time positions are eligible.
● Globers must work continuously for a minimum of 3 full calendar months during the plan
period.
● Deadline to be eligible: New hires & changes of position must be effective on or before
October 1st, 2023.
● The payment will be proportional to the length of time worked during the calendar year.
I.e if you are hired in June, we will calculate the portion of bonus from June to December.
● Globers eligible for STB are not eligible for the Top Performers Bonus.
Compensation
Compensation

Eligibility Criteria
Stay & Leaves of Absence:
● In case of any paid leave (i.e. PTO), it won’t reduce the STB calculation.
● In the case of any kind of parenting leave, it will not reduce the STB calculation.
● In case of any unpaid leave, that period will not be taken into account for the calculation, thus reducing the STB.
● The time that you may have spent in Talent Pool will not reduce the KPI (Key Performance Indicator) achievement
calculation.
● If a Glober resigns or is dismissed for any reason before the payment date, they become ineligible to receive the Short
Term Bonus.
Relocations:
● In case of a relocation, Globant will pay the STB in the country/company of the Glober at the time of payment, and
proportional to the employment conditions. I.e. a Glober that works in Colombia and moves to Spain from October on, the
STB calculation will be: January - September in COP (converted to EUR), and October - December in EUR.
Compensation
Compensation

Eligibility Criteria for Tech Leaders (TL)

● TL seniority must be Sr level or higher.
● Only Globers from Technology can be tagged as TLs in Glow.
● TL must be tagged in Glow for a minimum of 3 continuous months within the calendar year.
○ A month is taken into consideration as long as the Glober has been tagged in GLOW for at least 15 days
○ Glober must have at least 1 month marked as TL before October 1st, 2023.
● The team needs to have at least 3 FTEs assigned each month to be considered eligible, using the sum of all members in
the team, including the TL.
● TL must be certified with Lvl 1 or higher under Maturity Program during the eligibility period.

To keep in mind:
● TL GLOW information is taken from “MyTeam>Teams”, not from “Pod Journey”.
● If TL reaches seniority Level 4, TL eligibility factors will no longer be taken into consideration.
● If the TL is assigned to the "Default" team, it will not be considered as an eligible Team for FTEs eligibility criteria.
● TL STB adjustments and exceptions can only be requested up to 15 days after a month has been closed.
Compensation

General
Definitions
 Compensation 2023 Bonus Calculation

Payout

Your Account*/Area Your Feedback Globant Results Gender Diversity

Performance Result (KPI) X Result** X Multiplier*** X Accelerator

Your Account Your Individual

performance Globant performance
performance

* Account includes, but is not limited to, Account, Portfolio, Region, where applicable.
** Feedback Result is the final combination of your PA, Feedback for Leaders and final Manager Feedback
*** GRM is based on Globant's annual financial performance. Does not apply if you have Globant Result in your Area KPIs.
 Compensation Payout Calculation

The payout calculation will be based on the following factors:

● Annual Base Salary of the plan period, as the sum of the 12 monthly salaries paid during the period (in local
currency).
● Incentive Target %: percentage in effect for each position held during the plan period.
● If during plan period a Glober receives a promotion effective i.e. May 1, the incentive target % will change
accordingly and proportionally.

New Globers joining the plan in the middle of the period and employees changing from fulltime to part time or vice versa
will see their payout prorated to reflect effective presence.
Compensation

PAYOUT DETAILS

● Important: As you already know, the calculation is based in part on KPI achievements according to your assignments. Please
check MyPerformance regularly to validate your assignments and track your results.

● For Sales positions only, a percentage of H1 bonus (that will be determined by Globant) may be paid as an advanced payment
during the month of October exclusively upon individual request:
○ Advanced payment will be made with no accelerators for H1, but accelerators will be considered for the full
bonus calculation.
○ If, as a result of the full year calculation, the advance payment is greater than the final payout, the excess
amount will be deducted from the salary according to legal provisions, and/or through a specific plan agreed
with the Glober.

● Income tax will be deducted when payout is fully completed and/or according with local regulations.

● Globant expects to pay STBs (or the balance of a STB for anyone that received an advance) in April 2024, subject to terms and
conditions of this handbook.

● A portion of the Short Term Bonus can be paid in LTIs, as determined by Globant in its sole discretion. If Globant chooses to pay a
portion of STB by granting LTIs (Long Term Incentives), vesting conditions will be defined at the time of grant.
Compensation 2023 Bonus Calculation

Payout

Your Account*/Area Your Feedback Globant Results Gender Diversity

Performance Result (KPI) X Result** X Multiplier*** X Accelerator

Your Account Your Individual

performance Globant performance
performance

* Account includes, but is not limited to, Account, Portfolio, Region, where applicable.
** Feedback Results is the final combination of your PA, Feedback for Leaders and final Manager Feedback
*** GRM is based on Globant's annual financial performance. Does Not apply if you have Globant Result in your Area KPIs.
Compensation STB Plan Detail
Performance Results
FEEDBACK RESULTS*
Manager Feedback score will be calculated based on the following guidelines:

Continuous At Globant, we consider performance as a continuous process.

Scoring is the consolidated result calculated from all the
Evaluation performance evaluations created by Leaders in BetterME for a
Score specific period of time.

Feedback for Leaders is a key moment to strengthen our leadership

Feedback for capacity within the company. For Globers, it is an opportunity for
Leaders being responsible for leadership growth giving confidential
meaningful feedback through BetterMe.

*Each Manager will have the opportunity to review feedback results.

Compensation Feedback Results*

50% 50%

Continuous Inclusive Competence

Performance Feedback for
Evaluation Leaders (FFL)
Evaluation You need to achieve 3.9 in
Score the inclusive competence

+ to receive 100% of your

achievement on FFL. If your
0.00 to 0.20: 0% =< 3.49 : 0% results in this competence
Performance
0.201 to 0.60: 80% Performance
3.50 to 3.89 : 80% are below 3.9, your total
Evaluation
0.601 to 1.00: 100% Evaluation
3.90 to 4.39 : 100%
FFL Achievement will be
1.001 to 1.40: 102.5% 4.40 to 4.69 : 105%
1.401 to 1,80: 105% >4.70 : 110%
reduced in 20pp
1.801 to 2.00: 110% (percentage points).

*Each Manager will have the opportunity to review feedback results.

Compensation 2023 Bonus Calculation

Payout

Your Account*/Area Your Feedback Globant Results Gender Diversity

Performance Result (KPI) X Result** X Multiplier*** X Accelerator

Your Account Your Individual

performance Globant performance
performance

* Account includes, but is not limited to, Account, Portfolio, Region, where applicable.
** Feedback Results is the final combination of your PA, Feedback for Leaders and final Manager Feedback
*** GRM is based on Globant's annual financial performance. Does Not apply if you have Globant Result in your Area KPIs.
 Globant Results Multiplier

Globant Results Multiplier (GRM) is based on

Globant's annual financial performance. GRM
does Not apply if you have Globant Results in your
Area KPIs.
Compensation 2023 Bonus Calculation

Payout

Your Account*/Area Your Feedback Globant Results Gender Diversity

Performance Result (KPI) X Result** X Multiplier*** X Accelerator

Your Account Your Individual

performance Globant performance
performance

* Account includes, but is not limited to, Account, Portfolio, Region, where applicable.
** Feedback Results is the final combination of your PA, Feedback for Leaders and final Manager Feedback
*** GRM is based on Globant's annual financial performance. Does Not apply if you have Globant Result in your Area KPIs.
Compensation

Gender Diversity Accelerator

At Globant we have an active role to promote Diversity, Equity and Inclusion and as part of our Be Kind to your
Peers Pillar and we are committed to achieving 50% women and non-binary people in management positions.

To achieve this, we all need to be involved and that’s why we all share the following KPI for 2023. This KPI will be
measured throughout your TDC, Studio, or Portfolio accordingly. If you are part of a Staff Area, it will be measured
throughout Globant overall.

Accomplished = 1.05
Gender
Diversity
Not Accomplished =1.00
Compensation 2023 Bonus Calculation

Payout

Your Account*/Area Your Feedback Globant Results Gender Diversity

Performance Result (KPI) X Result** X Multiplier*** X Accelerator

Your Account Your Individual

performance Globant performance
performance

* Account includes, but is not limited to, Account, Portfolio, Region, where applicable.
** Feedback Results is the final combination of your PA, Feedback for Leaders and final Manager Feedback
*** GRM is based on Globant's annual financial performance. Does Not apply if you have Globant Result in your Area KPIs.
Your Account /
Area Performance Result

Please find below a section with the

details of your position KPIs and the
description of each ot them.
 Compensation

KPIs
Per Position
 Compensation Sales
Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight

Region Operating Margin

Region Revenue 40% 30% Globant Results 30%
CBO (OM)

Managing Country Operating Margin Products &

Country Revenue 45% 35% Region Revenue 10% 10%
Director (Country) (OM) Platforms Revenue

Products &
Managing Director Portfolios Revenue 45% Portfolios OM 35% Region Revenue 10% 10%
Platforms Revenue
(Portfolios) / EVP Sales

Managing Director Reinvention and

Studio Revenue 60% Studio OM 40%
Enterprise Platforms

Client Partners Products &

Account Revenue 50% Account PM 40% 10%
Client Associate Platforms Revenue

VP Sales / Solutions Sales

Portfolio / Account Portfolio / Account
Specialist / Solutions Architect / 60% 40%
Revenue PM
Presales
 Compensation Operations & Delivery
Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight KPI 5 Weight
Globant
CDO Globant Revenue 40% Globant OM 30% Globant Results 20% Maturity & 10%
Accuracy

Region Maturity & 5% P&P

SVP Delivery Region Revenue 45% Region OM 30% 10% Attrition 5%
Accuracy 5% Revenue

Portfolio/ Account
Portfolio/ Account Portfolio/ P&P
VP Delivery 45% 30% Maturity & 5% 10% Attrition 5%
Revenue Account OM Revenue
Accuracy 5%

Portfolio/ Account
Delivery Directors(DD) Portfolio/ Account Portfolio/
50% 40% Maturity & 5%
Delivery Managers Revenue Account PM
Accuracy 5%
(DM)

DDs & DMs Portfolio/ Account Portfolio/

60% 40%
Reinvention Studios Revenue Account PM

Operations Manager/ Portfolio/ Account Portfolio/ Portfolio/ Account

50% 40% 10%
Specialist SSR / SR Revenue Account PM Accuracy

PM SSR / SR Certified
Tech Leads / Agile Account Revenue 50% Account PM 40% Account Maturity 10%
Coach
 Compensation Technology
Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight KPI 5 Weight

Globant
Global CTO 50% Globant GM 40% Globant Results 10%
Revenue

Region
Regional CTOs 55% Region OM 30% P&P Revenue 10% Attrition 5%
Revenue
Portfolio/
Portfolio/ Portfolio /
VP Technology Account 45% 30% 10% P&P Revenue 10% Attrition 5%
Account PM Account Maturity
Revenue
Studio Conversion Budget
Studio Partners 30% 40% Matching Index 15% 15%
Revenue Rate Compliance

Budget Area 20%

Tech Partners TDC Revenue 15% HC Billed 15% Matching Index 25% Attrition 10%
& Dojo 15%
Studio Partners Enterprise Platforms: Studio
60% Studio PM 40%
Salesforce, PO, SAP & Oracle Revenue

VP Tech / Tech Director / Tech Studio

60% Studio PM 40%
Manager Reinvention Studios Revenue

Direct Revenue
Business Hacking Associate 50% 50%
Revenue Contribution

Direct Revenue
Business Hacking Mgr - Dir - Partner 40% 60%
Revenue Contribution
Compensation Technology

Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight KPI 5 Weight

TDs, TMs, Product Manager,

ALIGNED TO ASSIGNMENT INTO 1) STUDIO, 2) TDC, 3) ACCOUNT & 4) PORTFOLIO
Product Director, SME, Game
Producer

Conversion
1) Studios Studio Revenue 40% 40% Matching Index 20%
Rate

2) TDCs TDC Revenue 20% HC Billed 20% Matching Index 30% Attrition 10% Budget Dojo 20%

Portfolio/
Portfolio/ Portfolio /
3) Account / Portfolio Account 50% 30% 20%
Account PM Account Maturity
Revenue
Compensation Brand / Marketing

Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight KPI 5 Weight KPI 6 Weight

Regional MKT PR (T 1 & 2

Won Product
Directors/Managers Revenue 40% 5% ISQ Leads 10% 10% Hires 10% Coverage) 25%
Opportunities Revenue
US
Regional MKT
PR (T 1 & 2
Directors/Managers Won Product
Revenue 40% 5% ISQ Leads 10% 5% Hires 20% Coverage) 20%
LATAM/EMEA Opportunities Revenue

Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight KPI 5 Weight

Inbound PR (T 1 & 2 Internal

Global Comms ISQ Leads 15% 20% Hires 20% 35% 10%
Recruiting Leads Coverage) Comms
Director
Compensation Brand / Marketing

Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight KPI 5 Weight KPI 6 Weight

Won Be Kind
EVP Marketing & Revenue 40% 5% ISQ Leads 20% Product 10% Hires 15% 10%
Opportunities Leads
Brand

Won Analyst
SVP Marketing & Revenue 40% 10% Content ISQLs 10% NPS 10% 10% ISQ Leads 20%
Opportunities Reports
Brand

Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight KPI 5 Weight

Client Cases Quality of Analyst

Analyst Relations Revenue 40% Won Opps 10% 10% 20% 20%
& Events Coverage Reports
Director

* See Definition Slide

Compensation Inside Sales

Performance (100%)
Position / Role
KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight

Inside Sales Team Team Won Opps Team Converted

10% 30% 25% Team ISQLs 35%
Manager Revenue Amount Leads

Regional Region Region Won Region

10% 30% 25% Region ISQLs 35%
Leader Revenue Opps Amount Converted Leads

Portfolios Portfolio Portfolio Won Portfolio Portfolio

10% 30% 25% 35%
focal (Only NA) Revenue Opps Amount Converted Leads ISQLs

Individual
Inside Sales Individual
Won Opps 30% 30% Individual ISQLs 40%
Rep. Converted Leads
Amount
Compensation Staff Areas

Position/Role Performance (100%)

KPI 1 Weight KPI 2 Weight KPI 3 Weight

People, Finance, Capacity and

other Staff Areas
Area KPI 100%
(All eligible roles except for
Budget Owners)

People, Finance, Capacity and

other Staff Areas Budget
Area KPI 80% 20% 100%
(Staff Sr. Managers & Compliance
Directors Budget Owners)
Compensation Globant X
Performance (100%)

Category KPI 1 Weight KPI 2 Weight KPI 3 Weight KPI 4 Weight

Staff Business
Globant X Revenue (*) 20% EBITDA Compliance 30% CAPEX Compliance 30% 20%
(Globant X Governance team) KPIs

Sales
Platform Revenue 70% Product KPIs 30%
(Growth & MVP)

Production CAPEX
Platform Revenue 30% Product KPIs 30% EBITDA Compliance 25% 15%
(Growth & MVP) Compliance

Marketing
Platform Revenue 50% Marketing KPIs 50%
(Growth & MVP)
Platform Leaders CAPEX
Platform Revenue 40% Product KPIs 20% EBITDA Compliance 25% 15%
(Growth & MVP) Compliance

Marketing
Marketing KPIs 100%
(Proof of Concept)

Platform Leaders (Proof Budget (OPEX +

Product KPIs 50% 50%
of Concept) CAPEX) Compliance

Production Budget (OPEX +

Product KPIs 70% 30%
(Proof of Concept) CAPEX) Compliance

* In case the platform is discontinued or defunded, the Glober will apply to a partial result for the part of the year assigned to the mentioned
platform.
Compensation

KPIs
Definition
 Globant Results

Actuals versus Budget for:

● Revenue
● Net Income
● Operating Income
● Accelerators
○ Threshold for Achievement is 80%
○ Accelerates/decelerates 50% every 1%
above/below 100%
 Revenue
REVENUE Based on Account performance results, considering market agreements.

●Revenue: Threshold for Achievement is 80%. If revenue achievement is below 80%, final payout will be 0%.
●Revenue Accelerator:
○ above target, accelerates 50% overachievement (capped to 150% Achievement)
●Revenue Decelerator:
○ If achievement is between 90% - 100%, it will decelerate 50% of the underachievement. i.e. If achievement is 95% the final
result will be 92.5%
●If achievement is between 80% - 90%, the final result will be 50%.

Revenue Achievement Deductions (Applies to all Sales & Delivery Positions with Revenue KPI)
Debt
● For revenue achievements, we will deduct all outstanding debt over 60 days net of down payments.
● We will exclude all outstanding debt over 365 days
● Furthermore, the quarter with the highest debt will be used for the calculation of the KPI
● Debt from new acquired companies will be considered from the first day of acquisition
Unbilled Invoices (a.k.a. Revenue Provisions)
● For revenue achievements, we will deduct all open unbilled revenue provisions with aging over 90 days
● We will exclude all outstanding unbilled revenue provision over 365 days
● Furthermore, the quarter with the highest unbilled revenue balance will be used for the calculation of the KPI
● Unbilled revenue from new acquired companies will be considered from the first day of acquisition
● Note: Milestones from Fixed Price projects will be excluded from this calculation.
 Revenue Examples

Final Achievement
Target Actual* Revenue Achv Over/Under Acc/desc Achievement Final Achievement Capped
$1,000,000 $1,400,000 140.00% 40.00% 60.0% 160.0% 160.0% 150.0%
$1,000,000 $1,330,000 133.00% 33.00% 49.5% 149.5% 149.5% 149.5%
$1,000,000 $1,200,000 120.00% 20.00% 30.0% 130.0% 130.0% 130.0%
$1,000,000 $1,150,000 115.00% 15.00% 22.5% 122.5% 122.5% 122.5%
$1,000,000 $1,100,000 110.00% 10.00% 15.0% 115.0% 115.0% 115.0%
$1,000,000 $1,050,000 105.00% 5.00% 7.5% 107.5% 107.5% 107.5%
$1,000,000 $1,010,000 101.00% 1.00% 1.5% 101.5% 101.5% 101.5%

$1,000,000 $1,000,000 100.00% 100.0% 100.0% 100.0% 100.0%

$1,000,000 $990,000 99.00% -1.00% -1.5% 98.5% 98.5% 98.5%
$1,000,000 $980,000 98.00% -2.00% -3.0% 97.0% 97.0% 97.0%
$1,000,000 $950,000 95.00% -5.00% -7.5% 92.5% 92.5% 92.5%
$1,000,000 $910,000 91.00% -9.00% -13.5% 86.5% 86.5% 86.5%
$1,000,000 $900,000 90.00% -10.00% -15.0% 85.0% 85.0% 85.0%

$1,000,000 $890,000 89.00% 89.00% 89.0% 50.0% 50.0%

$1,000,000 $850,000 85.00% 85.00% 85.0% 50.0% 50.0%
$1,000,000 $800,000 80.00% 80.00% 80.0% 50.0% 50.0%
$1,000,000 $790,000 79.0% -21.0% 79.0% 0.0% 0.0%

Debt and Unbilled Evolution

*Actual = Revenue Results - Highest Quarter Debt - Highest Quarter Unbilled. Eg:
Q1 Q2 Q3 Q4
- Revenue Results = 10,000,000
- Highest Quarter Debt = 1,000,000 Debt +60 Days $800,000 $450,000 $1,000,000 $600,000
- Highest Quarter Unbilled = 500,000 Unbilled +90 Days $300,000 $500,000 $450,000 $50,000
- Final Revenue Result = 10,000,000 - 1,000.000 - 500,000 = 8,500,000
 Margin

GROSS & OPERATING MARGIN

● Based on account performance results
● Margin Threshold* for Achievement is 3 percentage points (pp) below target
○ Margin Accelerator
■ 0 <= and < 0.5pp above Margin Target = additional 10pp of achievement
■ 0.5 <= and < 1pp = additional 25pp of achievement
■ 1 <= and < 5pp = additional 50pp of achievement
■ >= 5pp additional 100pp of achievement (capped to 300% Achievement)
○ Margin Decelerator
■ Less than 0.4pp points below Margin target = 80% Achievement
■ 0.4pp <= and < 0.7pp points below Margin target = 60% Achievement
■ 0.7pp <= and < 1pp points below Margin target = 40% Achievement
■ 1pp <= and <=2pp below Margin Target = 25% achievement
■ 2pp < and <=2.5pp = 20% achievement.
■ 2.5pp < and <=3pp = 15% achievement.
■ More than 3pp point below target = 0%
Margin Examples

Final Achievement
Target Actual PP Over/Under Base Achievement Acc/Desc Final Achievement Capped
43.0% 90.00% 47.00 pp 209.3% 100.0% 309.3% 300.0%
43.0% 80.00% 37.00 pp 186.0% 100.0% 286.0% 286.0%
43.0% 48.00% 5.00 pp 111.6% 100.0% 211.6% 211.6%
43.0% 47.90% 4.90 pp 111.4% 50.0% 161.4% 161.4%
43.0% 46.00% 3.00 pp 107.0% 50.0% 157.0% 157.0%
43.0% 45.90% 2.90 pp 106.7% 50.0% 156.7% 156.7%
43.0% 45.00% 2.00 pp 104.7% 50.0% 154.7% 154.7%
43.0% 44.80% 1.80 pp 104.2% 50.0% 154.2% 154.2%
43.0% 44.00% 1.00 pp 102.3% 50.0% 152.3% 152.3%
43.0% 43.90% 0.90 pp 102.1% 25.0% 127.1% 127.1%
43.0% 43.50% 0.50 pp 101.2% 25.0% 126.2% 126.2%
43.0% 43.49% 0.49 pp 101.1% 10.0% 111.1% 111.1%
43.0% 43.10% 0.10 pp 100.2% 10.0% 110.2% 110.2%
43.0% 43.00% 0.00 pp 100.0% 0.0% 100.0% 100.0%

43.0% 42.75% -0.25 pp 80.0% 80.0%

43.0% 42.50% -0.50 pp 60.0% 60.0%

43.0% 42.40% -0.60 pp 60.0% 60.0%

43.0% 42.20% -0.80 pp 40.0% 40.0%

43.0% 42.10% -0.90 pp 40.0% 40.0%

43.0% 42.00% -1.00 pp 25.0% 25.0%

43.0% 41.00% -2.00 pp 25.0% 25.0%

43.0% 40.99% -2.01 pp 20.0% 20.0%

43.0% 40.00% -3.00 pp 15.0% 15.0%

43.0% 39.90% -3.10 pp 0.0% 0.0%

 Revenue Per Hour: Margin Accelerator
● Revenue per hour (RPH): “Total Revenue (excluding non labor and subscriptions) over time tracker hours”
● The margin achievement could be accelerated by revenue per hour increasing YoY (2023 vs 2022)
● Revenue and Margin should be achieved to apply to this accelerator.
● This accelerator applies to CP & above, DD & above, and TD & above
● The RPH and YoY will be considered yearly and at the portfolio level (with its current set of accounts).
● All the portfolios where the Glober was assigned during the year will be taken into account for the calculation.
● Current acquisitions and new acquisitions during the year will not be considered.

If the portfolio/s where the Glober is assigned during 2023 increased its RPH by 16% or more, the margin achievement would accelerate by 10pp.
If the portfolio/s where the Glober is assigned during 2023 increased its RPH by 11% or more, the margin achievement would accelerate by 5pp.

Margin Achievement
Margin Margin Target Margin Achievement RPH increased RPH Accelerator
Accelerated by RPH
41% 40% 152.5 % 13.4 % 5.0 % 157.5 %
41% 40% 152.5 % 17.4 % 10.0 % 162.5 %
 Accuracy

ACCURACY
● Shows how precise monthly estimations of the following metrics are : Revenue ($), Cost ($), Non billed FTEs and Releases.
This precision is measured by the deviation between the Actual and Forecast for each metric. Each metric has a different
weight in the total achievement
Detours within the target generate 100% of accuracy achievement.
● Metric Definitions:
○ Revenue: Income generated from normal business operations that includes discounts and deductions.
○ Cost: Expenditure incurred in the project (COGS).
○ Non billed FTEs: Globers that were neither invoiced nor provisioned in the account.
○ Releases: End of a position.
 Maturity

STB Plan: Detail Performance Results

=
50%

+ + + +
10% Account 10% NPS 10% NPS 20% Account
POD target
Maturity Adherence Events &
Gov & Coverage Score NPS Request
Unassigned
Feedback

Note: All targets will be measured quarterly.

 Maturity

MATURITY FOR REGIONS, PORTFOLIO, & ACCOUNT

MATURITY = AVERAGE OF QUARTERLY MATURITY RESULTS

FRAMEWORK ADHERENCE CLIENT FEEDBACK - NET PROMOTER SCORE (NPS)

● Weight 50% POD targets (Events & Feedback) ● Weight 20% Account NPS Feedback request

Complete POD events on time Sent to at least 2 client’s stakeholders (at least one of them has to be
considered as strategic) per Q.
○ Constitution: 30 days from POD’s creation date.
○ Quest: To be conducted periodically, every 90 days max
● Weight 10 % NPS coverage:
○ POD feedback: requested at least once per POD per Q
Obtain at least a 40% of NPS response rate at account level
● Weight 10% Account Gov & unassigned: Received NPS Survey vs. NPS Survey request.
Less than 10% of account globers
● 10% NPS score:
○ Without POD assignments (Account Unassigned members ○ NPS target score at account level,
POD)
(calculated as: % promoters (9-10) - % detractors (0-6) )
○ Assigned to Governance PODs NPS Score >= 65 - account with more than 1 year
NPS Score >= 50 - accounts with less than 1 year
Products & Platforms (P&P) Revenue

REVENUE Based on portfolio performance results associated with invoiced licences, subscriptions and direct services (ie. setup
fees, customizations, support, specific solutioning) and recognized to the below mentioned products and platforms.
● There is no threshold for KPI achievement.
● In case of underachievement, the % recognized will be the % of achievement. There is no decelerator.
● Accelerator:
○ Above 100% and below 125%, 1.25x of KPI Achievement.
○ Above 125% and below 150%, 1.5x of KPI Achievement.
○ Above 150%, 1.75x of KPI Achievement capped at 300%.

The following products and platforms will be considered for the revenue calculation:
● GlobantX platforms (*): GeneXus, Walmeric, StarMeUp, Navigate, MagnifAI, WaaSabi, Augoor, FluentLab, BeHealthy and
LightningChat
● La Liga Tech platforms: OTT Platform, Smart Venues, Fan Engagement, Fantasy Gaming, Competition Manager, Web &
App Maker, Content Protection, Media Coach and any New Product developed by LLT.

(*) It may vary during the year with new additions to the portfolio.
Products & Platforms (P&P) Revenue

Calculation Example 1.25x Accelerator

Target $800,000.00 Target $800,000.00 Target $800,000.00

Achievement $600,000.00 Achievement $800,000.00 Achievement $880,000.00
Achievement % 75.00% Achievement % 100.00% Achievement % 110.00%
KPI Final KPI Final KPI Final
75.00% 100% 137.5%
achievement achievement achievement

1.5x Accelerator 1.75x Accelerator 1.75x Accelerator Capped

Target $800,000.00 Target $800,000.00 Target $800,000.00

Achievement $1,040,000.00 Achievement $1,200,000.00 Achievement $1,800,000.00
Achievement % 130.00% Achievement % 150.00% Achievement % 225.00%
KPI Final KPI Final KPI Final
195% 262.5% 300%
achievement achievement achievement

44
Attrition
Attrition Target - Attrition:

● Attrition Achievement Accelerator

○ 0% and <5% below Attrition Target = additional 10pp of achievement
○ 5% and <10% below Attrition Target = additional 20pp of achievement
○ 10% and <15% below Attrition Target = additional 30pp of achievement
○ 15% and <20% below Attrition Target = additional 40pp of achievement
○ 20%+ below Attrition Target = additional 50pp of achievement (capped to 200%).

● Attrition Achievement Decelerator

○ 0% and <5% above Attrition Target = 90% of achievement
○ 5% and <10% above Attrition Target = 70% of achievement
○ 10% and <15% above Attrition Target = 50% of achievement
○ 15%+ above Attrition Target = 0% of achievement

Attrition Final
ATTRITION ATTRITION TARGET % Delta vs Target
Achievement Achievement

>20% Below Target 14.9 % 19.0 % -22% 126.7 % 176.7 %

10% and <15% Below Target 16.5 % 19.0 % -13% 108.6 % 138.6 %

0% and <5% Below Target 18.9 % 19.0 % -1% 105.6 % 115.6 %

0% and <5% Above Target 19.2 % 19.0 % 1% 95.0 % 90.0 %

5% and <10% Above Target 20.6% 19.0 % 8% 92.7 % 70.0 %

>15% Above Target 22.3 % 19.0 % 17% 86.4 % 0%

 Technology: Contextual Focus Scheme
Eligible positions for this Scheme:
● Tech Directors
● Tech Manager
● Product Manager
● Product Director
● SME
With the aim of promoting support
in Technology for the main
dimensions of the company:
● Studios
● TDCs
● Regions
Each eligible Glober may have
changed their focus on dimensions
throughout the year, they will be
evaluated on the KPI’s according to
the specific dimension alignment.
 Technology: Contextual Focus Scheme

TDC

Capacity

Retention Recruiting

Gatekeeping
Staffing
Trainings
Employer
Delivery Evaluation brand
Career
acceleration

Business Practices
Value
Leadership
REGION/
STUDIO
Portfolio Industry Presales
specialization Practices
 Technology

TDC Revenue
Revenue generated by the opportunities reported and won per TDC.

HC Billed
Shows the increase or decrease of headcount billed, who are assigned to a client other than Globant,
in a particular TDC during a certain month or period. It is calculated as the difference of this
headcount, located in a particular TDC, between one month/period and the previous one. The target
for this metric has been set by month.

MATCHING INDEX
Based on Max Demand, it shows the % of tickets staffed. Max Demand considers all tickets that need
to be staffed in a particular month, regardless their starting date is in the same month or in previous
ones. It has a monthly target to measure achievement.

ATTRITION
Measure the rate of employees that leave the company.

BUDGET AREA & DOJO

Will measure budget adherence and variance for both TDC Tech Mgmt and DOJO Budget.
(Quote/Actual=Achievement)
 Technology

Studio Conversion Rate

● Studio Conversion Rate = number of opportunities closed as won
over the total opportunities opened throughout the period.
● Opportunities must be identified using the Main Studio and
Additional Studios fields.

● Studio Conversion Rate: Threshold for Achievement is 80%

● Studio Conversion Accelerator: above target, accelerates 50%
overachievement (capped to 150% Achievement)
● Studio Conversion Decelerator:
○ If achievement is between 90% - 100%, it will
decelerate 50% of the underachievement. i.e. If
achievement is 95% the final result will be 92.5%
○ If achievement is between 80% - 90%, the final result
will be 50%, only if the Manager Feedback is equal or
higher than 100%
 Business Hacking

Direct Revenue
● Shows the amount of revenue captured by the hours each business hacker
contributed to a project.
● This is a yearly metric.

Revenue Contribution
● Shows the amount of revenue attributed to a new conversion where a Business
Hackers was a direct contributors to the opportunity.
● The Business Hackers must be the Solution Owner of the opportunity or the
studio should be labelled as main or secondary studio.
Brand

Thresholds/Accelerator/Decelerator
● Threshold for Achievement is 80%
● Above target, accelerates 50% overachievement
(capped to 150% Achievement)
● Decelerator: It will decelerate 50% of the
underachievement. i.e. If achievement is 95% the
final result will be 92.5%
 Brand

● Revenue: actual revenue generated by the closed won opportunities.The

list of opportunities with their corresponding revenue is reported by
Business Advisory at the end of the month, and each of them has been
tagged as Marketing Opportunity, if any.

● Won Opportunities amount: it corresponds to the total amount in US dollars

of closed won opportunities generated by Marketing. The information is
extracted from Salesforce.

● ISQL leads: it corresponds to the total number of leads marked as Inside

Sales Qualified Lead. The information is extracted from Salesforce.

● Inbound Recruiting leads: it corresponds to the total number of leads

marked as Marketing lead graded C+ or above that has been previously
qualified by Recruiting or Inside Recruiting team and has performed an
action that confirms the interest in taking part in the selection process.

● Internal Comms.: it measures the effectiveness of communication efforts

in ensuring that Globers are informed, involved and engaged. The
information will be extracted from a quarterly survey in StarMeUP. The final
result will be the average of all the responses (measured on a scale of 1 to
5, where 5 is the maximum score).
 Brand

● Hires: it corresponds to the total number of new hires impacted by employer

branding or marketing efforts.

● PR coverage: total amount of articles published in Tier 1 and Tier 2 media.

● Analyst reports: total amount of reports published featuring Globant.

● NPS: Net Promoter Score corresponds to the result of the survey based on a
scale of 1-10 likelihood that measures customer satisfaction of Globant
Marketing Agency across internal teams.

● MSA Sourcing Advisors: it corresponds to the total amount in US dollars of

open opportunities generated by Analyst Relations. The information is
extracted from Salesforce.

● Client cases and events: total number of cases and events developed through
analysts.

● Quality of coverage: YoY growth of organic positioning in reports.

Inside Sales

● Revenue: actual revenue generated by the opportunities that Inside Sales helped to open and win.
The list of opportunities with their corresponding revenue is reported by Business Advisory at the
end of the month, and each of them has the Inside Sales Rep associated with the opp, if there is
any.

● Won Opportunities Amount: It corresponds to the total amount in US dollars of closed won
opportunities generated by the Inside Sales team. The information is extracted from Salesforce.

● Converted Leads: It corresponds to the total number of leads converted into opportunities that
have the Inside Sales field populated in Salesforce. The information is extracted from Salesforce.

● ISQLs: It corresponds to the total number of leads marked as Inside Sales Qualified Lead. the
information is extracted from Salesforce.

Thresholds and Accelerators for All Inside Sales KPIs is 80%. All KPIs overachievement is capped to 150%.
Budget Compliance

● This KPI will consider Used Budget vs. Approved Budget.

● If achievement is equal to Approved Budget = 100% of Achievement

● Budget Compliance Accelerator:

● <5% below Approved Budget = 120% of Achievement
● 5% and <2.5% below Approved Budget = 110% of Achievement
● 2.5% and <0% below Approved Budget = 105% of Achievement

● Budget Compliance Decelerator:

● >0% and 2.5% above Approved Budget = 90% of Achievement
● >2.5% and 5% above Approved Budget = 80% of Achievement
● >5% and 10% above Approved Budget = 60% of Achievement
● >10% = 0% of Achievement
Globant X

● This KPI will consider Total Revenue that is made up of:

Annual Recurring Revenue (based on use/prod revenue) + Non-recurring Revenue
(setup fees, customizations + other direct services).
Platform / ➢ There is no threshold for this KPI. The % recognized will be the % of

Globant X ➢
achievement
Accelerators:
Revenue ○
○
Above 100% and below 125%, 1.25x of KPI Achievement.
Above 125% and below 150%, 1.5x of KPI Achievement.
○ Above 150%, 1.75X of KPI Achievement capped at 300%:

Product ● Consider Product KPIs defined per each platform based on its nature and
maturity stage, results will be an average of the achievement of all the KPIs
KPIs committed.
Globant X

● Consider Operation performance vs Designed Budget

EBITDA, ● Payout calculation will be based on the following factors:

● Thresholds:
CAPEX & ○ Above -10% Result = Result (Achievement maxed at
Budget ○
100%)
Between -10% and -20% = 75% Achievement
Compliance ○
○
Between -20% and -40% = 60% Achievement
Below -40% = 0% Achievement
● This KPI is not be eligible for accelerators
● * Budget compliance = OPEX + CAPEX
.

Business KPI ● 25% of Won Opportunity growth YoY

* In case the platform is discontinued or defunded, the

Glober will apply to a partial result for the part of the
year assigned to the mentioned platform.
Compensation

Terms &
Conditions
 Compensation

Terms & Conditions

● STBs are designed to reward employees for actual contributions to the Company’s performance and to retain employees, therefore you must agree to the terms of this
handbook, and be employed by the Company on the day such compensation is paid, to be eligible to receive any STB.

● If an employee resigns/ is dismissed before the planned payment date having received a previous payment related to this plan, Globant will deduct this amount from the final
pay.

● Participating in the STB plan does not guarantee continuity of employment.

● Globant may change the terms and conditions relative to the calculation and payment of the Short Term Bonus at any time during the year and at its sole discretion, in which
case People will notify all Globers of the change and all changes will be published in this document.

● In the event of controversies regarding the interpretation of this document or any application thereof, either generally or in a particular case, Globant’s decision and
interpretation of the terms of this document shall prevail.

● The T&C of the STB plan can be suspended or discontinued in case of disciplinary, compliance or any investigation related to fraud or infringement of Globant's policies and
Code of Ethics and the result of those investigations could impact the individual performance results and STB payment.

● Globant reserves the right to make changes on the written or non-written objectives related to STB plan.

● Globant reserves the right to change, discontinue, and/or suspend plan conditions.

● Acceptance of this handbook implies full compliance with this document and any possible adjustments.

● Globant may modify payment dates and amounts of the Short Term Bonus in the event Globant, at its sole discretion, deems it convenient due to financial or other business
reasons affecting the company.

● TL STB adjustments and exceptions can only be requested up to 15 days after a month has been closed.
 Compensation

I acknowledge that I have reviewed, understood and

accepted Globant's STB Plan.

Globant mail: carina.sivo@globant.com

Full Name: Carina Sivo

Date of sign: 2023-10-11

Signature:
 Compensation

Thanks!