SaaStr
NOVEMBER 14, 2023
Meghan Gill, SVP of Sales Ops and Sales Dev at MongoDB, shares different consumption-based compensation models that drive the right behaviors. Compensation will drive it and have unexpected results. If you want to get rid of the cobras, paying for every cobra killed clearly wasn’t the right behavior to compensate.
OPEXEngine
JANUARY 11, 2022
For example, technology companies like AWS, GCP, and Snowflake offer no contracts for customers interested in using their self-service option or beta-testing the solution. The shift to consumption-based pricing impacts the customer engagement model significantly; it requires companies to focus on driving continual consumption.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
OpenView Labs
MARCH 16, 2021
SaaS companies exploring a usage-based model need to plan for both go-to-market and operational challenges spanning from pricing to sales compensation to billing. Customer engagement software Twilio offers deeper discounts when a customer commits to usage for an extended period. Designing sales compensation plans.
Sales Hacker
DECEMBER 3, 2019
Show ‘em the Money – Sales reps are incentivized by variable compensation, so use data to drive peak performance. The content that resonates best with buyers discusses issues and tells great stories, says Cameron Tanner at AWS. Companies that lack data typically tell Cabrera, “If there’s data, let’s look at the data.
SaaStr
DECEMBER 20, 2019
292: Manny Medina is the Founder & CEO @ Outreach, the market leading sales engagement platform that turns your team into a revenue driving machine. Befofe that Manny was a Senior Product Manager @ Amazon where he engineered the compensation system for Amazon Associates and Web-Services which accounts for 15% of Amazon’s traffic.
SmartKarrot
JUNE 30, 2022
The phrase – Age of the Customer – was first used by Forrester, who defined it as a customer-obsessed enterprise that concentrates its strategy, energy, and budget on processes that enhance knowledge of and engagement with customers and prioritizes these over maintaining traditional competitive barriers.
SaaStr
JULY 20, 2021
It’s a brutal, awful slog in the start. I would say, it’s always good to call out just how awful it is to be a founder, to be an entrepreneur, because that is a unique perspective that you bring to the board room that no one else shares. That sounds like an awful idea,” and then you have to work for it.
Expert insights. Personalized for you.
161 
Let's personalize your content