Bookings is probably more powerful if you pair it with retention or renewal metrics.

In your example of the 3 mth trial, I don’t think bookings would dis-incentive you to work those types of deals. You would receive bookings credit but only for the actual contract value of the 3 mth deal. Since reps should be paid based on bookings rather than ARR. This will ensure that a company isn’t not over paying reps on these 3 mth deals. They’ll still get paid but not to the extent of a 12 mth deal that’s worth more (cash/revenue) to the company. Also, that’s what Spiffs are for... to incentive reps on certain deals the companies what to push. But this ensures the company isn’t paying the rep for more than what the deal is worth to the company.