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Listen "#33 Comp planning for consumption-based billing models, with VP of Ops at Rescale, Gabe Rothman"
Episode Synopsis
Today’s episode with Gabe Rothman dives into the complexities of compensation planning for high-touch sales models. Gabe is the Vice President of Operations at Rescale and brings extensive experience in managing consumption-based billing and driving seller behavior through effective compensation structures.
We cover:
How to commit customers in consumption-based pricing models
Drive seller behavior through compensation plans
Comp planning: Tools & strategies to reduce complexity
You can find more information about Gabe here:
https://www.linkedin.com/in/gprothman/
RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com
Marker:
(00:00:00) Introduction
(00:01:17) RevOpsAF 2024
(00:02:53) Gabe's Background
(00:07:31) What is Rescale?
(00:11:14) High-Touch Sales Model
(00:14:39) Comp Planning at Rescale
(00:19:06) Managing Gross Margins
(00:24:00) Principles to Reduce Comp Planning Complexity
(00:28:56) Tools to Manage Comp Planning
(00:35:30) Final Thoughts and Advice
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